1) The document provides tips for finding and closing more business without spending money, including engaging prospects early by participating in their communities to build trust, using research tools to customize outreach, and publishing valuable content to attract new prospects. 2) It discusses calculating sales and pipeline needs by making assumptions about average sales price, close and opportunity rates, and cost per lead. 3) The document recommends listening to prospects on social media to identify early-stage buying signals, participating as a peer to teach reps how to interact directly with customers, and using different types of social content like proactive, reactive and participatory posts.

1. How to Find And Close More Business* *(without spending a thing) Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing

4. Let’s talk about you first…

5. Your business objectives

6. Your business objectives

7. 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 Ideas Customer Targets (based on persona profiles)

8. Calculating what you need Assumptions Product A ASP $ 15,000 Product B ASP $ 50,000 Opp/Close % 33.0% Lead/Opp % 10.0% Product A CPL $ 15 Product B CPL $ 35 Q1 2010 Q2 2010 Q3 2010 Q4 2010 TOTALS Product A Sales # 50 56 63 69 238 Product B Sales # 8 9 10 11 38 Total Sales # 58 65 73 80 276 Product A Sales $ $ 742,500 $ 841,500 $ 940,500 $1,039,500 $ 3,564,000 Product B Sales $ $ 412,500 $ 453,750 $ 495,000 $ 536,250 $ 1,897,500 Total Sales $ $1,155,000 $1,295,250 $1,435,500 $1,575,750 $ 5,461,500 Product A Pipeline # 150 170 190 210 Product B Pipeline # 25 28 30 33 Total Pipeline # 175 198 220 243 Product A Pipeline $ $2,250,000 $2,550,000 $2,850,000 $3,150,000 Product B Pipeline $ $1,250,000 $1,375,000 $1,500,000 $1,625,000 Total Pipeline $ $3,500,000 $3,925,000 $4,350,000 $4,775,000 Product A Leads 1500 1700 1900 2100 Product B Leads 250 275 300 325 Total Leads 1750 1975 2200 2425 8350 Product A Lead Budget $ 22,500 $ 25,500 $ 28,500 $ 31,500 Product B Lead Budget $ 8,750 $ 9,625 $ 10,500 $ 11,375 Total Lead Budget $ 31,250 $ 35,125 $ 39,000 $ 42,875 $ 148,250

9. Your customers

10. Listening

11. Listening via Twitter

12. Listening via TweetDeck

15. What are they talking about?

16. The buying progression Solution Problem/Pain Objective/Outcome

18. Your anchor

19. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4

20. Editorial calendar example

21. “ Reactive proactive”

23. What you’ll see…

24. What you’ll see…

25. Gist as your dashboard

27. One thousand options…

29. Don’t forget…

30. Questions?