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.
The Advocate Effect: How internal & external advocates can accelerate deal ve...
10 Social Sales Hacks from Matt Heinz - 2013 B2B Modern Marketing Roundup
1. Social Sales Hacks
10 tricks, shortcuts & other best
practices to make you more efficient,
productive & successful
Matt Heinz, President, Heinz
Marketing
#MMR
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. 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. 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. 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. 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. 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. 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
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. Eight More Social Selling Tools
1. HootSuite
2. TimeTrade
3. UnTweeps
4. TextExpander or ActiveWords
5. WiseStamp
6. Morning Coffee
7. SlideShare
8. ToutApp
#MMR