Sales 2.0: How Sales Operations Can Double Your Sales Team's Productivity
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Matt Heinz, President of Heinz Marketing Inc, gave a presentation on how sales operations can double a sales team's productivity. He outlined eight steps that sales operations teams can take, such as taking active ownership of CRM optimization, integrating tools, improving reporting and dashboards, and process improvement. The goal of these steps is to provide a direct line to revenue growth by focusing on people and their problems rather than just products. Heinz offered to provide additional resources to attendees and closed by thanking the audience.
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Sales 2.0: How Sales Operations Can Double Your Sales Team's Productivity
- 1. @Sales20Conf • #s20c Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing How Sales Operations Can Double Your Sales Team's Productivity
- 2. @Sales20Conf • #s20c Housekeeping • Copy of this deck • Offers for you • 10 minute brainstorm: “Your hardest problem” • Successful Selling • Modern Marketer’s Field Guide • Content Marketing Best Practice Guide • B2B Sales & Marketing Metrics Best Practices Guide • Send me an email (matt@heinzmarketing.com) or hand me a business card with what you want
- 3. @Sales20Conf • #s20c A direct line to revenue growth
- 4. @Sales20Conf • #s20c This doesn’t write checks!
- 5. @Sales20Conf • #s20c 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
- 6. @Sales20Conf • #s20c People & problems, not products
- 7. @Sales20Conf • #s20c 1. Active CRM Ownership & Optimization
- 8. @Sales20Conf • #s20c 2. Tools Integration
- 9. @Sales20Conf • #s20c 3. Better reporting & dashboards
- 10. @Sales20Conf • #s20c 4. Process improvement
- 11. @Sales20Conf • #s20c 5. Best practice collection, inventory & sharing
- 12. @Sales20Conf • #s20c 6. Vendor filter, triage & selection
- 13. @Sales20Conf • #s20c 7. Comfortability with customers (directly)
- 14. @Sales20Conf • #s20c 8. Ownership of templates & collateral inventory, consistency, access
- 15. @Sales20Conf • #s20c If you want more…
- 16. @Sales20Conf • #s20c Thank You! Matt Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com