10 Social Sales Hacks from Matt Heinz - 2013 B2B Modern Marketing Roundup


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Matt Heinz presents 10 tips and shortcuts to make B2B marketing and selling more efficient and productive. Presented at the 2013 B2B Modern Marketing Roundup with Eloqua.

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10 Social Sales Hacks from Matt Heinz - 2013 B2B Modern Marketing Roundup

  1. 1. Social Sales Hacks 10 tricks, shortcuts & other bestpractices to make you more efficient, productive & successful Matt Heinz, President, Heinz Marketing #MMR
  2. 2. 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 #MMR
  3. 3. 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 #MMR
  4. 4. 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 – Tweepi works for this as well #MMR
  5. 5. 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 #MMR
  6. 6. Leads from Twitter• Objective: Identify new leads from Twitter based on buying signals, needs & symptoms• Cost: Free• What to use: – TwitHawk – Nearstream – Socedo #MMR
  7. 7. Newsle• 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 #MMR
  8. 8. 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 #MMR
  9. 9. 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 #MMR
  10. 10. 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 #MMR
  11. 11. Eight More Social Selling Tools1. HootSuite2. TimeTrade3. UnTweeps4. TextExpander or ActiveWords5. WiseStamp6. Morning Coffee7. SlideShare8. ToutApp #MMR
  12. 12. #MMRMatt HeinzPresident, Heinz Marketing@HeinzMarketingmatt@heinzmarketing.com877-291-0006