Doubling your sales teams productivity and active selling time

Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing How to double your sales team’s productivity & active selling time... Housekeeping • Copy of this deck

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Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing

How to double your sales team’s productivity

& active selling time

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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

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I am serious about the bacon

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A direct line to revenue growth

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This doesn’t write checks!

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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

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One slide to rule them all

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Only two sales stages matter

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Only two sales stages matter

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The buyer’s journey

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Top of Funnel Objectives

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People & problems, not products

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1 Active CRM Ownership & Optimization

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2 Tools Integration

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Sales enablement tools today

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3 Better reporting & dashboards

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4 Process improvement

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5 Best practice collection, inventory & sharing

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7 Comfortability with customers (directly)

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8 Ownership of templates & collateral inventory, consistency, access

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Seven traits of outstanding

sales professionals

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1 Revenue Responsibility

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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

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2 Focus

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3 Customer Centric

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4 Personal accountability

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Accountability means…

• Transparency

• Constructive criticism & improvement

• Macro & micro calibrations

• Proactive adjustments

• Daily discipline

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5 Technology competence

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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?

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6 Agile mentality

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What is your tolerance for chaos?

• Speed and focus amidst change

• Quick recalibration & new game plan development

• The power of humility

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7 Empathy

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What empathy means…

• For your peers

• For your sales organization

• For other departments

• For your customers

• What is important to THEM?

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