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Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement

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

Published in: Business
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Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement

  1. 1. #INBOUND16 @heinzmarketing SELLING POWER: MOVING BEYOND SIMPLE SALES OPERATIONS Matt Heinz, President of Heinz Marketing
  2. 2. #INBOUND16 @heinzmarketing 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
  3. 3. #INBOUND16 @heinzmarketing 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
  4. 4. #INBOUND16 @heinzmarketing 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….
  5. 5. #INBOUND16 @heinzmarketing A direct line to revenue growth
  6. 6. #INBOUND16 @heinzmarketing This doesn’t write checks!
  7. 7. #INBOUND16 @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
  8. 8. #INBOUND16 @heinzmarketing A gap between importance and execution
  9. 9. #INBOUND16 @heinzmarketing 1. Active CRM Ownership & Optimization
  10. 10. #INBOUND16 @heinzmarketing 2. Tools Integration
  11. 11. #INBOUND16 @heinzmarketing Sales enablement tools today
  12. 12. #INBOUND16 @heinzmarketing 3. Better reporting & dashboards
  13. 13. #INBOUND16 @heinzmarketing How important is tracking & accountability?
  14. 14. #INBOUND16 @heinzmarketing 4. Process improvement
  15. 15. #INBOUND16 @heinzmarketing What processes do you prioritize?
  16. 16. #INBOUND16 @heinzmarketing 5. Best practice collection, inventory & sharing
  17. 17. #INBOUND16 @heinzmarketing 6. Vendor filter, triage & selection
  18. 18. #INBOUND16 @heinzmarketing 7. Comfortability with customers (directly)
  19. 19. #INBOUND16 @heinzmarketing 8. Ownership of templates & collateral inventory, consistency, access
  20. 20. #INBOUND16 @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
  21. 21. #INBOUND16 @heinzmarketing

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