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Eight ways to double your sales team's productivity #b2bmx

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Deck from my Sales Impact Summit presentation at B2B Marketing Exchange (#b2bmx), February 21, 2017 in Scottsdale, AZ

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Eight ways to double your sales team's productivity #b2bmx

  1. 1. #B2BMX Eight Ways to DOUBLE Your Sales Team’s Productivity Matt Heinz President, Heinz Marketing @heinzmarketing
  2. 2. #B2BMX Housekeeping • Copy of this deck • Offers for you • Full Funnel Marketing – The Book! • 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
  3. 3. #B2BMX 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….
  4. 4. #B2BMX Is this what they think of you?!
  5. 5. #B2BMX What they say behind your back (maybe…)
  6. 6. #B2BMX A direct line to revenue growth
  7. 7. #B2BMX This doesn’t write checks!
  8. 8. #B2BMX 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. #B2BMX A gap between importance and execution
  10. 10. #B2BMX The Eight Keys to Productivity
  11. 11. #B2BMX 1. Active CRM Ownership & Optimization
  12. 12. #B2BMX 2. Tools Integration
  13. 13. #B2BMX 3. Better reporting & dashboards
  14. 14. #B2BMX 4. Process improvement
  15. 15. #B2BMX 5. Best practice collection, inventory & sharing
  16. 16. #B2BMX 6. Vendor filter, triage & selection
  17. 17. #B2BMX 7. Comfortability with customers (directly)
  18. 18. #B2BMX 8. Ownership of templates & collateral inventory, consistency, access
  19. 19. #B2BMX 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
  20. 20. #B2BMX Thank You! Matt Heinz, President Heinz Marketing matt@heinzmarketing.com @heinzmarketing

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