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Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement
Matt Heinz, President of Heinz Marketing, will present on moving beyond simple sales operations to more strategic and proactive sales enablement. He will share best practices from leading organizations that drive lower costs and higher conversions. Attendees will learn how to master sales fundamentals, advanced concepts, and will receive implementation guidelines for launching and growing a sales enablement strategy. Marketing has a direct responsibility to manage the sales enablement process.
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Similar to Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement
Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement
- 1. #INBOUND16 @heinzmarketing SELLING POWER: MOVING BEYOND SIMPLESALES OPERATIONS Matt Heinz, President of Heinz Marketing
- 2. #INBOUND16 @heinzmarketing Learn the latesttrends 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. #INBOUND16 @heinzmarketing Housekeeping • Copy ofthis 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. #INBOUND16 @heinzmarketing 1. How manyof you produce content for your sales team? 2. How many are frustrated with how sales uses your content? Show of hands….
- 5. #INBOUND16 @heinzmarketing A direct lineto revenue growth
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- 7. #INBOUND16 @heinzmarketing 1. Do themath (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. #INBOUND16 @heinzmarketing A gap betweenimportance and execution
- 9. #INBOUND16 @heinzmarketing 1. Active CRMOwnership & Optimization
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- 12. #INBOUND16 @heinzmarketing 3. Better reporting& dashboards
- 13. #INBOUND16 @heinzmarketing How important istracking & accountability?
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- 16. #INBOUND16 @heinzmarketing 5. Best practicecollection, inventory & sharing
- 17. #INBOUND16 @heinzmarketing 6. Vendor filter,triage & selection
- 18. #INBOUND16 @heinzmarketing 7. Comfortability withcustomers (directly)
- 19. #INBOUND16 @heinzmarketing 8. Ownership oftemplates & collateral inventory, consistency, access
- 20. #INBOUND16 @heinzmarketing Housekeeping • Copy ofthis 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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