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Data.com Connect Presents: Matt Heinz - How To Double Your Sales Team’s Productivity & Active Selling Time

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Data.com Connect Presents: Matt Heinz - How To Double Your Sales Team’s Productivity & Active Selling Time

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. @heinzmarketing Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing How to double your sales team’s productivity & active selling time
  3. 3. @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 (matt@heinzmarketing.com) noting what you want
  4. 4. @heinzmarketing I am serious about the bacon
  5. 5. @heinzmarketing Agenda for today • Nailing the fundamental foundation • Eight sales operations focus areas • Seven traits of productive sales professionals • More bacon
  6. 6. @heinzmarketing A direct line to revenue growth
  7. 7. @heinzmarketing This doesn’t write checks!
  8. 8. @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
  9. 9. @heinzmarketing One slide to rule them all
  10. 10. @heinzmarketing Only two sales stages matter
  11. 11. @heinzmarketing Only two sales stages matter
  12. 12. @heinzmarketing The buyer’s journey
  13. 13. @heinzmarketing Top of Funnel Objectives
  14. 14. @heinzmarketing People & problems, not products
  15. 15. @heinzmarketing 1. Active CRM Ownership & Optimization
  16. 16. @heinzmarketing 2. Tools Integration
  17. 17. @heinzmarketing Sales enablement tools today
  18. 18. @heinzmarketing 3. Better reporting & dashboards
  19. 19. @heinzmarketing 4. Process improvement
  20. 20. @heinzmarketing 5. Best practice collection, inventory & sharing
  21. 21. @heinzmarketing 7. Comfortability with customers (directly)
  22. 22. @heinzmarketing 8. Ownership of templates & collateral inventory, consistency, access
  23. 23. @heinzmarketing Seven traits of outstanding sales professionals
  24. 24. @heinzmarketing 1. Revenue Responsibility
  25. 25. @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
  26. 26. @heinzmarketing 2. Focus
  27. 27. @heinzmarketing Attributes of a focused sales pro • Daily plan • Evening evaluation & recalibration • Minimized distractions • Effective triage • Distraction management (internally & externally)
  28. 28. @heinzmarketing 3. Customer Centric
  29. 29. @heinzmarketing 4. Personal accountability
  30. 30. @heinzmarketing Accountability means… • Transparency • Constructive criticism & improvement • Macro & micro calibrations • Proactive adjustments • Daily discipline
  31. 31. @heinzmarketing 5. Technology competence
  32. 32. @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?
  33. 33. @heinzmarketing 6. Agile mentality
  34. 34. @heinzmarketing What is your tolerance for chaos? • Speed and focus amidst change • Quick recalibration & new game plan development • The power of humility
  35. 35. @heinzmarketing 7. Empathy
  36. 36. @heinzmarketing What empathy means… • For your peers • For your sales organization • For other departments • For your customers • What is important to THEM?
  37. 37. @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 (matt@heinzmarketing.com) noting what you want
  38. 38. @heinzmarketing Thank You! Matt Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com

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