Sales Hacks: 22 tricks, shortcuts and other tips to make you more successful & productive
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Deck from April 8, 2013 Sales 2.0 Conference presentation
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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
- 14. Questions?