Presentation deck from Hubspot's Inbound 2016 event, November 11, 2016 in Boston

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SELLING POWER:
MOVING BEYOND
SIMPLE SALES
OPERATIONS
Matt Heinz, President of Heinz Marketing

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Learn the latest trends in proactive, strategic sales enablement to increase
productivity, velocity, and conversion from across your entire sales team. Not only will
you master the fundamentals to drive more business, but also more advanced
concepts for your existing sales & marketing teams! Matt will show you why
marketing has a direct responsibility to manage sales enablement strategy and
execution. You will leave with best practices from leading organizations nationwide
that drive lower costs and higher conversions. This session will give you specific
implementation guidelines for launching and growing a sales

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Housekeeping
• Copy of this deck
• Offers for you
• Full Funnel Marketing ebook
• Modern Marketer’s Field Guide
• B2B Sales & Marketing Metrics Best Practices Guide
• Matt’s Award-Winning* Smoked Bacon Recipe
• Send me an email (matt@heinzmarketing.com) or bring me a business card
noting what you want

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1. How many of you produce content for
your sales team?
2. How many are frustrated with how sales
uses your content?
Show of hands….

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A direct line to revenue growth

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This doesn’t write checks!

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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

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A gap between importance and execution

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1. Active CRM Ownership & Optimization

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2. Tools Integration

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Sales enablement tools today

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3. Better reporting & dashboards

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How important is tracking & accountability?

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4. Process improvement

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What processes
do you prioritize?

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5. Best practice collection, inventory & sharing

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6. Vendor filter, triage & selection

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7. Comfortability with customers (directly)

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8. Ownership of templates & collateral inventory, consistency, access

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@heinzmarketing
Housekeeping
• Copy of this deck
• Offers for you
• Modern Marketer’s Field Guide
• B2B Sales & Marketing Metrics Best Practices Guide
• Matt’s Award-Winning* Smoked Bacon Recipe
• Send me an email (matt@heinzmarketing.com) or bring me a business card
noting what you want

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@heinzmarketing