social sales hacks: 10 tricks, shortcuts & other best practices to make you more efficient,...
DESCRIPTION
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.TRANSCRIPT
Social Sales Hacks: 10 tricks, shortcuts & other best practices to make you more
efficient, productive & successful
Matt Heinz
President, Heinz Marketing Inc
[email protected] @heinzmarketing
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…
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
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
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
Eight More Social Selling Tools
1. HootSuite
2. TimeTrade
3. UnTweeps
4. TextExpander or ActiveWords
5. WiseStamp
6. Morning Coffee
7. SlideShare
8. ToutApp
Questions?