Social Sales Hacks: 10 tricks, shortcuts & other best practices to make you more efficient, productive & successful

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Social Sales Hacks: 10 tricks, shortcuts & other best practices to make you more efficient, productive & successful

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This rapid-fire session at the AA-ISP Social Selling Conference (Feb 6, 2013 in Scottsdale, AZ) walked through a rapid series of mostly free tactics that sales teams are using to increase activity......

This rapid-fire session at the AA-ISP Social Selling Conference (Feb 6, 2013 in Scottsdale, AZ) walked through a rapid series of mostly free tactics that sales teams are using to increase activity volume, increase lead qualification & conversion, and generally get more done. Shortcuts, mash-ups and other best practices addressed everything from prospect research, social selling, lead follow-up, generating referrals and much more.

Want to help your reps manage more prospects in less time? Decrease time between outbound calls? Increase efficiency on the road? Improve their CRM usage & data integrity? This session addressed these common sales challenges with practical, proven, real-world solutions you can put to work immediately.

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  • 1. Social Sales Hacks: 10 tricks, shortcuts & other best practices to make you more efficient, productive & successful Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing
  • 2. Housekeeping• Copy of this deck• Offers for you – 10 minute brainstorm – Successful Selling – Secrets to Successful Social Selling• Bring me a business card with what you want – It’s that simple…
  • 3. Dlvr.it + LinkedIn Updates• Objective: Automated prospect drip campaigns, direct from sales reps to their prospects• Cost: Free• How it works: – Syndicate content from your company blog – Sales reps “connect” with new leads – Content automatically populates to “Update” fields moving forward
  • 4. Contactually• Objective: Stay more actively in touch with prospects, based on past email activity• Cost: Free or $19/month• How it works: – Researches & indexes your email automatically – Daily alerts to people you need to follow-up with – Paid version includes signature scraping, social conversation tracking and more
  • 5. TweetAdder• Objective: Identify and follow prospective customers based on profile keywords, hashtags, associations and more• Cost: $29 (one-time cost)• How it works: – Identify prospects worth following via a variety of criteria – Throttle the follows, automate activity & searches – Works best with actively curated Twitter feeds
  • 6. LinkedIn Saved Searches +Email Updates• Objective: New leads weekly based on group affiliation or title/role changes• Cost: Free with Sales Navigator subscription• How It Works – Created “saved searches” for groups, titles, locations, etc. – Get weekly emails with new search results
  • 7. Leads from Twitter• Objective: Identify new leads from Twitter based on buying signals, needs & symptoms• Cost: Free• What to use: – TwitHawk – Nearstream – Socedo
  • 8. Newslie• Objective: Know every time your prospects are mentioned online, in the news, or in social media• Cost: Free• How it works: – Identify your prospects – Sign up for email alerts – Follow-up
  • 9. Daily Do Lists• Objective: Engage with social selling best practices daily• Cost: Free• How It Works: – Schedule a daily meeting with yourself at 7:30 am (or whenever you start your work day) – Work through the list
  • 10. Matt’s Daily Do List1. Schedule (yesterday & today)2. Touch Base (birthdays, Likes)3. Endorsements (skills, Kred, Klout, Connect.me, MeritShare)4. Spam folder5. Network (Twitter adds, G+ Circles)6. Engage (Comments, LinkedIn Groups)7. Prospecting
  • 11. Buffer• Objective: Automate throttling and distribution of curated content to up to 20 social channels• Cost: $20/month• How it works: – Identify value-added content worth sharing on Twitter, Facebook, LinkedIn (including groups) – One-click to share & choose appropriate channels – Automatically queues content for future distribution
  • 12. Eight More Social Selling Tools1. HootSuite2. TimeTrade3. UnTweeps4. TextExpander or ActiveWords5. WiseStamp6. Morning Coffee7. SlideShare8. ToutApp
  • 13. Don’t forget… matt@heinzmarketing.com
  • 14. Questions?