SlideShare a Scribd company logo
1 of 31
Download to read offline
Social Media in the Era of Inbound
Marketing
Matt Heinz
President, Heinz Marketing Inc
matt@heinzmarketing.com @heinzmarketing
Housekeeping
• Copy of this deck
• Offers for you
– 10 minute brainstorm
– Successful Social Selling
– Secrets to Successful Marketing Automation
• Write on a business card what you want
– It’s that simple…
Last Slide First
1. Find & engage prospects “upstream” before
they are active buyers
2. Participate in their communities as a peer to
build trust & credibility
3. Use research tools to customize approach with
new targets
4. Publish your own source(s) of value-added
content to attract new prospects to you
5. Sales is too important to leave to salespeople
Prospect Engagement Funnel
Active Sales Cycle
Channels: CRM, 1:1
Goal: Sell
New
Customer
Drip Marketing
Channels: Email Newsletters, CRM System
Goal: Drive Active Prospects
Network / Open Community
Channels: Twitter, Facebook, Blog, LinkedIn
Goal: Drive Registration
Network-exclusive access to content
Value-added special offers
Discovery events
White papers, top ten tips, etc.
Testimonials, Success Stories
Profile-Specific Messages
New product/service offers
Referral & Tell-a-Friend Offers
Network / Community Invites
New Opportunity Alerts
1:1 with Existing Customer
In-Market Events
Next Step Accelerator IdeasCustomer Targets (based on persona profiles)
What are they talking about?
The buying progression
SolutionProblem/
Pain
Objective/
Outcome
Four steps to a better plan
1. Do the math (quantify what success
looks like)
2. Create a clear customer profile
3. Map the sales and buying process
4. Plan to fire lots of bullets
Enumerating needs by role
Audience
Vertical #1
CEO
IT/CIO
CFO
CMO
Audience
Vertical #2
CEO
Drivers Pain Points Value Propositions(bullet points) Key Messages
Key MessagesDrivers Pain Points Value Propositions(bullet points)
Want the XLS template? Email me: matt@heinzmarketing.com
Social media for sales
• Target individuals and keywords
• Watch for early-stage buying signals
• Participate as a peer
• Teach sales & customer service reps to
interact directly
• Use tools to manage, assign, etc.
Top sales reps – social tips
1. Get new introductions from existing network
2. Get new introductions from others in their
organization
3. Watch for buying signals across the social Web
4. Build deeper, early relationships with new
prospects
5. Directly share information, become an expert,
generate a following
Finding more sales on Twitter
• Follow your prospects
• Follow your partners
• Curate customer-centric content
• Listen for buying signals
• Watch and use hashtags
Finding more sales on LinkedIn
• Read the Daily Digest…daily
• Join and participate in groups
• Keep your profile up to date
• Ask and answer questions
• Give recommendations & skill
endorsements
• Ask for specific referrals and introductions
• Use Signals & the new Contacts
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
Six More Social Selling Tools
1. TimeTrade
2. Tweepi
3. Morning Coffee
4. ToutApp
5. LittleBird
6. RivalIQ
Three types of content
1.Proactive
2.Reactive
3.Participatory
Planning content
Theme 1
Week 1
Theme 2
Theme 3
Theme 4
Week 2 Week 3 Week 4
Editorial calendar example
Market Leader
Q2 2010 Editorial Calendar
Week of May 3 Week of May 10 Week of May 17 Week of May 24 Week of May 31 Week of June Week of June 14 Week of June 21 Week of June 28
Corporate Theme
Content Theme
Company News (PR) Fiji Release Leading RE free trial Gathering of Eagles
Keynote Recap
200th MLS
Industry Calendar Mid-year NAR
Broker Ops (Bob) Agent productivity tools -
what's recommended,
what's working (blog, AR)
Creating a customer-
centric brokerage (blog)
Top 10 reasons why
brokers should care about
social media (blog, AR)
12 ways to motivate,
excite and retain your
agents (blog)
Broker LinkedIn Group Questions What productivity tools are
your agents using? Any
that have been adopted
across the brokerage?
What does customer-
centric mean at your
brokerage? What are
your best practices around
this?
How many conferences to
do you attend each year?
Which are your favorites
and why?
What is your brokerage
doing with social media?
Can you measure specific
new business from these
investments?
How has business been
since the home-buyer
credit expired? What new
promotions have you
instituted to replace it?
What are your best
practices for motivating,
exciting and retaining your
agents?
What is your brokerage
doing to encourage and
facilitate teamwork and
resource sharing?
How much training do you
provide your agents?
What topics do you focus
on?
Leadership (Ian) The best customer service
advice I ever received
(blog)
Early listing season
observations (blog)
Why listings matter even
in a buyers market (blog)
Attracting & recruiting
agents (blog)
Agents & Teams (Scott) How to share best
practices across your
team (blog, AR)
Team collaboration best
practices (blog, AR)
How to be more efficient
when you don't always
share the same
workspace (blog, AR)
Combining resources
across a team to increase
marketing impact (blog,
AR)
Sales & Marketing Advice (anon) Five seller appeasement
strategies that won't break
the bank (blog, AR)
Seller marketing tips from
real estate veterans (blog,
AR)
Best practices for listing
presentations (blog, AR)
Search & Web Tips (Thad) How to increase your
Twitter followers (blog,
AR)
Why your Web domain is
so important (and why it's
not) (blog, AR)
How to be immediately
responsive to your Web
leads (blog, AR)
How to help local
buyers/sellers find your
Web site (blog, AR)
Using social media to
market your listings (blog,
AR)
Market Leader Voices
Five Ways to be a Market Leader
(Video)
5 ways to improve your
search results (Thad)
5 ways to build a business
within a business (Ian)
5 ways to instantly
improve your customer
service (Scott)
TBD TBD TBD TBD TBD
Ian's Leadership Videos Five Characteristics of a
Successful Real Estate
Business
Building a Customer-
Centric Brokerage
Why Lead Management
Matters (and why it's often
ignored)
Knowing when technology
is important, and when it's
not
Bringing it all together to grow your business
LeadershipCommentaryTraining&Education
Guest Posts: Broker Web site success stories (pull
from Exit customers)
Guest Posts: Best customer service you ever gave or received Guest Posts: Tips and Tricks to Establish Yourself as the Market Leader
Spring Season Heats Up Are you growing your market share?
Q2
May June
New Vision for Real Estate Industry
Five common content
marketing mistakes
1. Not having a plan up front
2. Writing for the company instead of the
customer
3. Not encouraging and participating in two-
way communication
4. Not promoting, aggregating and curating
great content from others
5. Only producing written content
Repurposing
How to create more content
• Write more ideas down
• Keep a single, ongoing list of those ideas
• Ideas, then outlines, then drafts
• Write ahead of time
• Use guest contributors
10 sources of content inspiration
1. Customer questions
2. Stuff you read
3. People you disagree with
4. Your customer-facing teams
5. Trade press
6. Conferences, panels & Webinars
7. Twitter hashtags
8. LinkedIn Answers
9. The news
10.Things you see that are dumb
If you want more…
Questions?
Matt Heinz
President, Heinz Marketing Inc
matt@heinzmarketing.com @heinzmarketing

More Related Content

What's hot

2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit RecapHeinz Marketing Inc
 
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)Heinz Marketing Inc
 
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)Heinz Marketing Inc
 
Identifying Sales Opportunities Throughout the Customer Lifecycle
Identifying Sales Opportunities Throughout the Customer LifecycleIdentifying Sales Opportunities Throughout the Customer Lifecycle
Identifying Sales Opportunities Throughout the Customer LifecycleHeinz Marketing Inc
 
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...Account Management Best Practices: Strategies, Tactics & More to Increase Ret...
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...Heinz Marketing Inc
 
New Marketing starts with people and ends with customers
New Marketing starts with people and ends with customersNew Marketing starts with people and ends with customers
New Marketing starts with people and ends with customersKeiretsu Forum
 
12 Tips for Building & Managing a Bigger Sales Pipeline
12 Tips for Building & Managing a Bigger Sales Pipeline12 Tips for Building & Managing a Bigger Sales Pipeline
12 Tips for Building & Managing a Bigger Sales PipelineHeinz Marketing Inc
 
Secrets to a Successful Eloqua Experience
Secrets to a Successful Eloqua ExperienceSecrets to a Successful Eloqua Experience
Secrets to a Successful Eloqua ExperienceHeinz Marketing Inc
 
Referral hacks: 22 best practices to help you win more business
Referral hacks: 22 best practices to help you win more businessReferral hacks: 22 best practices to help you win more business
Referral hacks: 22 best practices to help you win more businessHeinz Marketing Inc
 
Qualification & consultative selling using spin template
Qualification & consultative selling using spin templateQualification & consultative selling using spin template
Qualification & consultative selling using spin templateHeinz Marketing Inc
 
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...Heinz Marketing Inc
 
Planning and Calendaring for Content Marketing Success
Planning and Calendaring for Content Marketing SuccessPlanning and Calendaring for Content Marketing Success
Planning and Calendaring for Content Marketing SuccessKapost
 
How To Manage and Improve Your 2012 Marketing Plan
How To Manage and Improve Your 2012 Marketing PlanHow To Manage and Improve Your 2012 Marketing Plan
How To Manage and Improve Your 2012 Marketing PlanHeinz Marketing Inc
 
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...Heinz Marketing Inc
 
Building a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanBuilding a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanHeinz Marketing Inc
 
Big Wins from the Inbox: Email Strategies to Get More Conversions
Big Wins from the Inbox: Email Strategies to Get More ConversionsBig Wins from the Inbox: Email Strategies to Get More Conversions
Big Wins from the Inbox: Email Strategies to Get More ConversionsEllie Mirman
 
Using HubSpot to Delight Customers into Advocates
Using HubSpot to Delight Customers into AdvocatesUsing HubSpot to Delight Customers into Advocates
Using HubSpot to Delight Customers into AdvocatesChristina Bockisch
 
Secrets to Successful Email Marketing
Secrets to Successful Email MarketingSecrets to Successful Email Marketing
Secrets to Successful Email MarketingHeinz Marketing Inc
 
Doubling your sales teams productivity and active selling time
Doubling your sales teams productivity and active selling timeDoubling your sales teams productivity and active selling time
Doubling your sales teams productivity and active selling timeHeinz Marketing Inc
 
50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)Heinz Marketing Inc
 

What's hot (20)

2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
 
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)
 
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
 
Identifying Sales Opportunities Throughout the Customer Lifecycle
Identifying Sales Opportunities Throughout the Customer LifecycleIdentifying Sales Opportunities Throughout the Customer Lifecycle
Identifying Sales Opportunities Throughout the Customer Lifecycle
 
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...Account Management Best Practices: Strategies, Tactics & More to Increase Ret...
Account Management Best Practices: Strategies, Tactics & More to Increase Ret...
 
New Marketing starts with people and ends with customers
New Marketing starts with people and ends with customersNew Marketing starts with people and ends with customers
New Marketing starts with people and ends with customers
 
12 Tips for Building & Managing a Bigger Sales Pipeline
12 Tips for Building & Managing a Bigger Sales Pipeline12 Tips for Building & Managing a Bigger Sales Pipeline
12 Tips for Building & Managing a Bigger Sales Pipeline
 
Secrets to a Successful Eloqua Experience
Secrets to a Successful Eloqua ExperienceSecrets to a Successful Eloqua Experience
Secrets to a Successful Eloqua Experience
 
Referral hacks: 22 best practices to help you win more business
Referral hacks: 22 best practices to help you win more businessReferral hacks: 22 best practices to help you win more business
Referral hacks: 22 best practices to help you win more business
 
Qualification & consultative selling using spin template
Qualification & consultative selling using spin templateQualification & consultative selling using spin template
Qualification & consultative selling using spin template
 
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...
Eight Signs Your Marketing Content Is Being Wasted, Ignored, Exploited...Or W...
 
Planning and Calendaring for Content Marketing Success
Planning and Calendaring for Content Marketing SuccessPlanning and Calendaring for Content Marketing Success
Planning and Calendaring for Content Marketing Success
 
How To Manage and Improve Your 2012 Marketing Plan
How To Manage and Improve Your 2012 Marketing PlanHow To Manage and Improve Your 2012 Marketing Plan
How To Manage and Improve Your 2012 Marketing Plan
 
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...
 
Building a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanBuilding a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing Plan
 
Big Wins from the Inbox: Email Strategies to Get More Conversions
Big Wins from the Inbox: Email Strategies to Get More ConversionsBig Wins from the Inbox: Email Strategies to Get More Conversions
Big Wins from the Inbox: Email Strategies to Get More Conversions
 
Using HubSpot to Delight Customers into Advocates
Using HubSpot to Delight Customers into AdvocatesUsing HubSpot to Delight Customers into Advocates
Using HubSpot to Delight Customers into Advocates
 
Secrets to Successful Email Marketing
Secrets to Successful Email MarketingSecrets to Successful Email Marketing
Secrets to Successful Email Marketing
 
Doubling your sales teams productivity and active selling time
Doubling your sales teams productivity and active selling timeDoubling your sales teams productivity and active selling time
Doubling your sales teams productivity and active selling time
 
50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)
 

Similar to Social Media in the Era of Inbound Marketing

Seattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetSeattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetHeinz Marketing Inc
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategyHeinz Marketing Inc
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersPARESH PATEL
 
B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...
	B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...	B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...
B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...Heinz Marketing Inc
 
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...Heinz Marketing Inc
 
How sales professionals can find, influence and convert more prospects via th...
How sales professionals can find, influence and convert more prospects via th...How sales professionals can find, influence and convert more prospects via th...
How sales professionals can find, influence and convert more prospects via th...Heinz Marketing Inc
 
Conversion Optimization and Lead Magnets
Conversion Optimization and Lead MagnetsConversion Optimization and Lead Magnets
Conversion Optimization and Lead MagnetsBrant Bell
 
Finding & Closing Business with the Social Web
Finding & Closing Business with the Social WebFinding & Closing Business with the Social Web
Finding & Closing Business with the Social WebHeinz Marketing Inc
 
Finding and Closing Business from the Social Web
Finding and Closing Business from the Social Web Finding and Closing Business from the Social Web
Finding and Closing Business from the Social Web Heinz Marketing Inc
 
Sales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationSales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationHeinz Marketing Inc
 
Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Elyse Meyer
 
Social Network Marketing: Integrate Real Life with Online Part II
Social Network Marketing: Integrate Real Life with Online Part II Social Network Marketing: Integrate Real Life with Online Part II
Social Network Marketing: Integrate Real Life with Online Part II Kristin Slice
 
Northern Lights PR - Social media masterclass - York University June 2013
Northern Lights PR - Social media masterclass - York University June 2013 Northern Lights PR - Social media masterclass - York University June 2013
Northern Lights PR - Social media masterclass - York University June 2013 Jonny Ross
 
10 steps to creating a B2B content strategy
10 steps to creating a B2B content strategy10 steps to creating a B2B content strategy
10 steps to creating a B2B content strategyChris Bailey
 
Close Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsClose Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsHeinz Marketing Inc
 
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzSales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzInsideSales.com
 
Internet Marketing 101
Internet Marketing 101Internet Marketing 101
Internet Marketing 101Bruce Jones
 

Similar to Social Media in the Era of Inbound Marketing (20)

Seattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetSeattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring Budget
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
 
The Fool-Proof Marketing Plan
The Fool-Proof Marketing PlanThe Fool-Proof Marketing Plan
The Fool-Proof Marketing Plan
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into Customers
 
B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...
	B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...	B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...
B2B Content: Driving More Sales, Renewals, and Repeat Purchase from Your Exi...
 
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...
Revenue Acceleration and Increasing Business Opportunity - Enterasys Presenta...
 
How sales professionals can find, influence and convert more prospects via th...
How sales professionals can find, influence and convert more prospects via th...How sales professionals can find, influence and convert more prospects via th...
How sales professionals can find, influence and convert more prospects via th...
 
Conversion Optimization and Lead Magnets
Conversion Optimization and Lead MagnetsConversion Optimization and Lead Magnets
Conversion Optimization and Lead Magnets
 
Finding & Closing Business with the Social Web
Finding & Closing Business with the Social WebFinding & Closing Business with the Social Web
Finding & Closing Business with the Social Web
 
Finding and Closing Business from the Social Web
Finding and Closing Business from the Social Web Finding and Closing Business from the Social Web
Finding and Closing Business from the Social Web
 
Sales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationSales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator Presentation
 
Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015
 
Social Network Marketing: Integrate Real Life with Online Part II
Social Network Marketing: Integrate Real Life with Online Part II Social Network Marketing: Integrate Real Life with Online Part II
Social Network Marketing: Integrate Real Life with Online Part II
 
Northern Lights PR - Social media masterclass - York University June 2013
Northern Lights PR - Social media masterclass - York University June 2013 Northern Lights PR - Social media masterclass - York University June 2013
Northern Lights PR - Social media masterclass - York University June 2013
 
10 steps to creating a B2B content strategy
10 steps to creating a B2B content strategy10 steps to creating a B2B content strategy
10 steps to creating a B2B content strategy
 
Close Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsClose Your Highest Margin Sales Leads
Close Your Highest Margin Sales Leads
 
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzSales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
 
Internet Marketing 101
Internet Marketing 101Internet Marketing 101
Internet Marketing 101
 
Driving Sales with Social Media
Driving Sales with Social MediaDriving Sales with Social Media
Driving Sales with Social Media
 
Optimized Blogging That Inspires Action
Optimized Blogging That Inspires ActionOptimized Blogging That Inspires Action
Optimized Blogging That Inspires Action
 

More from Heinz Marketing Inc

How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)Heinz Marketing Inc
 
20 Proven Tactics to Increase Video Engagement & Conversion
20 Proven Tactics to Increase Video Engagement & Conversion20 Proven Tactics to Increase Video Engagement & Conversion
20 Proven Tactics to Increase Video Engagement & ConversionHeinz Marketing Inc
 
How Content Can Accelerate the Buying Journey & Shorten Sales Cycles
How Content Can Accelerate the Buying Journey & Shorten Sales CyclesHow Content Can Accelerate the Buying Journey & Shorten Sales Cycles
How Content Can Accelerate the Buying Journey & Shorten Sales CyclesHeinz Marketing Inc
 
Eight (surprising) ways to increase sales team morale and retention
Eight (surprising) ways to increase sales team morale and retentionEight (surprising) ways to increase sales team morale and retention
Eight (surprising) ways to increase sales team morale and retentionHeinz Marketing Inc
 
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsB2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsHeinz Marketing Inc
 
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)Heinz Marketing Inc
 
Revenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesRevenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesHeinz Marketing Inc
 
How to develop customer trust and commitment in a digital age
How to develop customer trust and commitment in a digital ageHow to develop customer trust and commitment in a digital age
How to develop customer trust and commitment in a digital ageHeinz Marketing Inc
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkHeinz Marketing Inc
 
Sales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessSales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessHeinz Marketing Inc
 
Heinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Inc
 
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit Deck
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit DeckBuilding a Predictable Pipeline - Zoominfo Growth Acceleration Summit Deck
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit DeckHeinz Marketing Inc
 
Predictable Pipeline Midyear Review
Predictable Pipeline Midyear ReviewPredictable Pipeline Midyear Review
Predictable Pipeline Midyear ReviewHeinz Marketing Inc
 
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Heinz Marketing Inc
 
Content That Converts Drive ROI and Revenue Through 2018 and Beyond
Content That Converts Drive ROI and Revenue Through 2018 and BeyondContent That Converts Drive ROI and Revenue Through 2018 and Beyond
Content That Converts Drive ROI and Revenue Through 2018 and BeyondHeinz Marketing Inc
 
Buildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachBuildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachHeinz Marketing Inc
 
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...Heinz Marketing Inc
 
2018 Multichannel Marketing Effectiveness Report Findings
2018 Multichannel Marketing Effectiveness Report Findings2018 Multichannel Marketing Effectiveness Report Findings
2018 Multichannel Marketing Effectiveness Report FindingsHeinz Marketing Inc
 
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...Heinz Marketing Inc
 
The Advocate Effect: How internal & external advocates can accelerate deal ve...
The Advocate Effect: How internal & external advocates can accelerate deal ve...The Advocate Effect: How internal & external advocates can accelerate deal ve...
The Advocate Effect: How internal & external advocates can accelerate deal ve...Heinz Marketing Inc
 

More from Heinz Marketing Inc (20)

How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
 
20 Proven Tactics to Increase Video Engagement & Conversion
20 Proven Tactics to Increase Video Engagement & Conversion20 Proven Tactics to Increase Video Engagement & Conversion
20 Proven Tactics to Increase Video Engagement & Conversion
 
How Content Can Accelerate the Buying Journey & Shorten Sales Cycles
How Content Can Accelerate the Buying Journey & Shorten Sales CyclesHow Content Can Accelerate the Buying Journey & Shorten Sales Cycles
How Content Can Accelerate the Buying Journey & Shorten Sales Cycles
 
Eight (surprising) ways to increase sales team morale and retention
Eight (surprising) ways to increase sales team morale and retentionEight (surprising) ways to increase sales team morale and retention
Eight (surprising) ways to increase sales team morale and retention
 
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsB2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
 
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)
Mile Wide & An Inch Deep: Marketing Automation Perceptions (Research)
 
Revenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesRevenue Operations Research & Best Practices
Revenue Operations Research & Best Practices
 
How to develop customer trust and commitment in a digital age
How to develop customer trust and commitment in a digital ageHow to develop customer trust and commitment in a digital age
How to develop customer trust and commitment in a digital age
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
 
Sales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessSales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement Success
 
Heinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity Model
 
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit Deck
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit DeckBuilding a Predictable Pipeline - Zoominfo Growth Acceleration Summit Deck
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit Deck
 
Predictable Pipeline Midyear Review
Predictable Pipeline Midyear ReviewPredictable Pipeline Midyear Review
Predictable Pipeline Midyear Review
 
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
 
Content That Converts Drive ROI and Revenue Through 2018 and Beyond
Content That Converts Drive ROI and Revenue Through 2018 and BeyondContent That Converts Drive ROI and Revenue Through 2018 and Beyond
Content That Converts Drive ROI and Revenue Through 2018 and Beyond
 
Buildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachBuildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline Approach
 
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...
Buildings Don't Write Checks: Sales Pipeline & Demand Secrets for Professiona...
 
2018 Multichannel Marketing Effectiveness Report Findings
2018 Multichannel Marketing Effectiveness Report Findings2018 Multichannel Marketing Effectiveness Report Findings
2018 Multichannel Marketing Effectiveness Report Findings
 
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...
Buyer Behavior in 2017 & Beyond: Research, Trends & Best Practices to Improve...
 
The Advocate Effect: How internal & external advocates can accelerate deal ve...
The Advocate Effect: How internal & external advocates can accelerate deal ve...The Advocate Effect: How internal & external advocates can accelerate deal ve...
The Advocate Effect: How internal & external advocates can accelerate deal ve...
 

Recently uploaded

Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
Six Sigma Improvement Process: Transforming Processes, Elevating Performance
Six Sigma Improvement Process: Transforming Processes, Elevating PerformanceSix Sigma Improvement Process: Transforming Processes, Elevating Performance
Six Sigma Improvement Process: Transforming Processes, Elevating PerformanceOperational Excellence Consulting
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Human Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and AppraisalHuman Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and Appraisalgomezdominic3
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
Transform Your Kitchen Essential Tips for Renovations in Launceston
Transform Your Kitchen Essential Tips for Renovations in LauncestonTransform Your Kitchen Essential Tips for Renovations in Launceston
Transform Your Kitchen Essential Tips for Renovations in Launcestondjhbuildersau
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfHajeJanKamps
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 

Recently uploaded (20)

Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
Six Sigma Improvement Process: Transforming Processes, Elevating Performance
Six Sigma Improvement Process: Transforming Processes, Elevating PerformanceSix Sigma Improvement Process: Transforming Processes, Elevating Performance
Six Sigma Improvement Process: Transforming Processes, Elevating Performance
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Human Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and AppraisalHuman Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and Appraisal
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
Transform Your Kitchen Essential Tips for Renovations in Launceston
Transform Your Kitchen Essential Tips for Renovations in LauncestonTransform Your Kitchen Essential Tips for Renovations in Launceston
Transform Your Kitchen Essential Tips for Renovations in Launceston
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 

Social Media in the Era of Inbound Marketing

  • 1. Social Media in the Era of Inbound Marketing Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing
  • 2. Housekeeping • Copy of this deck • Offers for you – 10 minute brainstorm – Successful Social Selling – Secrets to Successful Marketing Automation • Write on a business card what you want – It’s that simple…
  • 3. Last Slide First 1. Find & engage prospects “upstream” before they are active buyers 2. Participate in their communities as a peer to build trust & credibility 3. Use research tools to customize approach with new targets 4. Publish your own source(s) of value-added content to attract new prospects to you 5. Sales is too important to leave to salespeople
  • 4. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator IdeasCustomer Targets (based on persona profiles)
  • 5. What are they talking about?
  • 7. Four steps to a better plan 1. Do the math (quantify what success looks like) 2. Create a clear customer profile 3. Map the sales and buying process 4. Plan to fire lots of bullets
  • 8. Enumerating needs by role Audience Vertical #1 CEO IT/CIO CFO CMO Audience Vertical #2 CEO Drivers Pain Points Value Propositions(bullet points) Key Messages Key MessagesDrivers Pain Points Value Propositions(bullet points) Want the XLS template? Email me: matt@heinzmarketing.com
  • 9. Social media for sales • Target individuals and keywords • Watch for early-stage buying signals • Participate as a peer • Teach sales & customer service reps to interact directly • Use tools to manage, assign, etc.
  • 10. Top sales reps – social tips 1. Get new introductions from existing network 2. Get new introductions from others in their organization 3. Watch for buying signals across the social Web 4. Build deeper, early relationships with new prospects 5. Directly share information, become an expert, generate a following
  • 11. Finding more sales on Twitter • Follow your prospects • Follow your partners • Curate customer-centric content • Listen for buying signals • Watch and use hashtags
  • 12. Finding more sales on LinkedIn • Read the Daily Digest…daily • Join and participate in groups • Keep your profile up to date • Ask and answer questions • Give recommendations & skill endorsements • Ask for specific referrals and introductions • Use Signals & the new Contacts
  • 13. 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
  • 14. 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
  • 15. 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
  • 16. 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
  • 17. Leads from Twitter • Objective: Identify new leads from Twitter based on buying signals, needs & symptoms • Cost: Free • What to use: – TwitHawk – Nearstream – Socedo
  • 18. 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
  • 19. 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
  • 20. 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
  • 21. 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
  • 22. Six More Social Selling Tools 1. TimeTrade 2. Tweepi 3. Morning Coffee 4. ToutApp 5. LittleBird 6. RivalIQ
  • 23. Three types of content 1.Proactive 2.Reactive 3.Participatory
  • 24. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4
  • 25. Editorial calendar example Market Leader Q2 2010 Editorial Calendar Week of May 3 Week of May 10 Week of May 17 Week of May 24 Week of May 31 Week of June Week of June 14 Week of June 21 Week of June 28 Corporate Theme Content Theme Company News (PR) Fiji Release Leading RE free trial Gathering of Eagles Keynote Recap 200th MLS Industry Calendar Mid-year NAR Broker Ops (Bob) Agent productivity tools - what's recommended, what's working (blog, AR) Creating a customer- centric brokerage (blog) Top 10 reasons why brokers should care about social media (blog, AR) 12 ways to motivate, excite and retain your agents (blog) Broker LinkedIn Group Questions What productivity tools are your agents using? Any that have been adopted across the brokerage? What does customer- centric mean at your brokerage? What are your best practices around this? How many conferences to do you attend each year? Which are your favorites and why? What is your brokerage doing with social media? Can you measure specific new business from these investments? How has business been since the home-buyer credit expired? What new promotions have you instituted to replace it? What are your best practices for motivating, exciting and retaining your agents? What is your brokerage doing to encourage and facilitate teamwork and resource sharing? How much training do you provide your agents? What topics do you focus on? Leadership (Ian) The best customer service advice I ever received (blog) Early listing season observations (blog) Why listings matter even in a buyers market (blog) Attracting & recruiting agents (blog) Agents & Teams (Scott) How to share best practices across your team (blog, AR) Team collaboration best practices (blog, AR) How to be more efficient when you don't always share the same workspace (blog, AR) Combining resources across a team to increase marketing impact (blog, AR) Sales & Marketing Advice (anon) Five seller appeasement strategies that won't break the bank (blog, AR) Seller marketing tips from real estate veterans (blog, AR) Best practices for listing presentations (blog, AR) Search & Web Tips (Thad) How to increase your Twitter followers (blog, AR) Why your Web domain is so important (and why it's not) (blog, AR) How to be immediately responsive to your Web leads (blog, AR) How to help local buyers/sellers find your Web site (blog, AR) Using social media to market your listings (blog, AR) Market Leader Voices Five Ways to be a Market Leader (Video) 5 ways to improve your search results (Thad) 5 ways to build a business within a business (Ian) 5 ways to instantly improve your customer service (Scott) TBD TBD TBD TBD TBD Ian's Leadership Videos Five Characteristics of a Successful Real Estate Business Building a Customer- Centric Brokerage Why Lead Management Matters (and why it's often ignored) Knowing when technology is important, and when it's not Bringing it all together to grow your business LeadershipCommentaryTraining&Education Guest Posts: Broker Web site success stories (pull from Exit customers) Guest Posts: Best customer service you ever gave or received Guest Posts: Tips and Tricks to Establish Yourself as the Market Leader Spring Season Heats Up Are you growing your market share? Q2 May June New Vision for Real Estate Industry
  • 26. Five common content marketing mistakes 1. Not having a plan up front 2. Writing for the company instead of the customer 3. Not encouraging and participating in two- way communication 4. Not promoting, aggregating and curating great content from others 5. Only producing written content
  • 28. How to create more content • Write more ideas down • Keep a single, ongoing list of those ideas • Ideas, then outlines, then drafts • Write ahead of time • Use guest contributors
  • 29. 10 sources of content inspiration 1. Customer questions 2. Stuff you read 3. People you disagree with 4. Your customer-facing teams 5. Trade press 6. Conferences, panels & Webinars 7. Twitter hashtags 8. LinkedIn Answers 9. The news 10.Things you see that are dumb
  • 30. If you want more…
  • 31. Questions? Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing