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@heinzmarketing
Matt HeinzPresident, Heinz Marketing Inc
[email protected] @heinzmarketing
How to double your sales team’s productivity & active selling time
@heinzmarketing
Housekeeping• Copy of this deck• Offers for you
• Full Funnel Marketing – my new book!• B2B Sales & Marketing Metrics Best Practices Guide• Matt’s award-winning* smoked bacon recipe
• Send me an email ([email protected]) noting what you want
@heinzmarketing
I am serious about the bacon
@heinzmarketing
Agenda for today• Nailing the fundamental foundation• Eight sales operations focus areas• Seven traits of productive sales professionals• More bacon
@heinzmarketing
A direct line to revenue growth
@heinzmarketing
This doesn’t write checks!
@heinzmarketing
1. Do the math (quantify what success looks like)
2. Create a clear customer profile
3. Map the sales and buying process
4. Plan to fire lots of bullets
Four steps to a better plan
@heinzmarketing
One slide to rule them all
@heinzmarketing
Only two sales stages matter
@heinzmarketing
Only two sales stages matter
@heinzmarketing
The buyer’s journey
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Top of Funnel Objectives
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People & problems, not products
@heinzmarketing
1. Active CRM Ownership & Optimization
@heinzmarketing
2. Tools Integration
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Sales enablement tools today
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3. Better reporting & dashboards
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4. Process improvement
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5. Best practice collection, inventory & sharing
@heinzmarketing
7. Comfortability with customers (directly)
@heinzmarketing
8. Ownership of templates & collateral inventory, consistency, access
@heinzmarketing
Seven traits of outstanding
sales professionals
@heinzmarketing
1. Revenue Responsibility
@heinzmarketing
Revenue responsibility in practice• Quick sales vs. lifetime value• Good sales vs. bad sales
• Expensive customers, higher churn likelihood
• Can you buy a beer with it?• Business vs. commission check mindset
@heinzmarketing
2. Focus
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Attributes of a focused sales pro• Daily plan• Evening evaluation & recalibration• Minimized distractions• Effective triage• Distraction management (internally & externally)
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3. Customer Centric
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4. Personal accountability
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Accountability means…• Transparency• Constructive criticism & improvement• Macro & micro calibrations• Proactive adjustments• Daily discipline
@heinzmarketing
5. Technology competence
@heinzmarketing
Is your tech helping or hurting?• What problem does it solve?• What does it automate or accelerate?• What is your system or process?• Can it scale beyond you?
@heinzmarketing
6. Agile mentality
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What is your tolerance for chaos?• Speed and focus amidst change• Quick recalibration & new game plan development• The power of humility
@heinzmarketing
7. Empathy
@heinzmarketing
What empathy means…• For your peers• For your sales organization• For other departments• For your customers• What is important to THEM?
@heinzmarketing
Housekeeping• Copy of this deck• Offers for you
• Full Funnel Marketing• B2B Sales & Marketing Metrics Best Practices Guide• Matt’s award-winning* smoked bacon recipe
• Send me an email ([email protected]) noting what you want
