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Sales Hacks: 22 tricks, shortcuts & other
best practices to make you more efficient,
         productive & successful
                     Matt Heinz
           President, Heinz Marketing Inc
      matt@heinzmarketing.com @heinzmarketing
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…
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
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
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
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
Leads from Twitter

• Objective: Identify new leads from Twitter
  based on buying signals, needs &
  symptoms
• Cost: Free
• What to use:
  – TwitHawk
  – Nearstream
  – Socedo
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
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
Matt’s Daily Do List

1. Schedule (yesterday & today)
2. Touch Base (birthdays, Likes)
3. Endorsements (skills, Kred, Klout,
   Connect.me, MeritShare)
4. Spam folder
5. Network (Twitter adds, G+ Circles)
6. Engage (Comments, LinkedIn Groups)
7. Prospecting
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
Eight More Social Selling Tools

1.   HootSuite
2.   TimeTrade
3.   UnTweeps
4.   TextExpander or ActiveWords
5.   WiseStamp
6.   Morning Coffee
7.   SlideShare
8.   ToutApp
Don’t forget…




           matt@heinzmarketing.com
Questions?

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Sales Hacks: 22 tricks, shortcuts and other tips to make you more successful & productive

  • 1. Sales Hacks: 22 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. 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
  • 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 List 1. Schedule (yesterday & today) 2. Touch Base (birthdays, Likes) 3. Endorsements (skills, Kred, Klout, Connect.me, MeritShare) 4. Spam folder 5. 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 Tools 1. HootSuite 2. TimeTrade 3. UnTweeps 4. TextExpander or ActiveWords 5. WiseStamp 6. Morning Coffee 7. SlideShare 8. ToutApp
  • 13. Don’t forget… matt@heinzmarketing.com