This rapid-fire session at the AA-ISP Social Selling Conference (Feb 6, 2013 in Scottsdale, AZ) walked through a rapid series of mostly free tactics that sales teams are using to increase activity volume, increase lead qualification & conversion, and generally get more done. Shortcuts, mash-ups and other best practices addressed everything from prospect research, social selling, lead follow-up, generating referrals and much more. Want to help your reps manage more prospects in less time? Decrease time between outbound calls? Increase efficiency on the road? Improve their CRM usage & data integrity? This session addressed these common sales challenges with practical, proven, real-world solutions you can put to work immediately.

1. Social Sales Hacks: 10 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. Newslie
• 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

14. Questions?