How to double your sales teams productivity 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 •

Trang 1

Tweet your learning's using #ConnectWebinars or @ConnectMembers for a

chance to win a special prize!

Visit Connect.Data.com

Sign up (for free) today and get 2 free contacts!

/ConnectMembers

@ConnectMembers Data.com

Trang 2

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

How to double your sales team’s productivity & active selling time

Trang 3

Housekeeping

• Copy of this deck

• Offers for you

• Full Funnel Marketing – my new book!

• B2B Sales & Marketing Metrics Best Practices Guide

• Matt’s award-winning* smoked bacon recipe

• Send me an email ( matt@heinzmarketing.com ) noting what you want

Trang 4

I am serious about the bacon

Trang 5

Agenda for today

• Nailing the fundamental foundation

• Eight sales operations focus areas

• Seven traits of productive sales professionals

• More bacon

Trang 6

A direct line to revenue growth

Trang 7

This doesn’t write checks!

Trang 8

1 Do the math (quantify what success looks like)

Four steps to a better plan

Trang 9

One slide to rule them all

Trang 10

Only two sales stages matter

Trang 11

Only two sales stages matter

Trang 12

The buyer’s journey

Trang 13

Top of Funnel Objectives

Trang 14

People & problems, not products

Trang 15

1 Active CRM Ownership & Optimization

Trang 16

2 Tools Integration

Trang 17

Sales enablement tools today

Trang 18

3 Better reporting & dashboards

Trang 19

4 Process improvement

Trang 20

5 Best practice collection, inventory & sharing

Trang 21

7 Comfortability with customers (directly)

Trang 22

8 Ownership of templates & collateral inventory, consistency, access

Trang 23

Seven traits of outstanding

sales professionals

Trang 24

1 Revenue Responsibility

Trang 25

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

Trang 26

2 Focus

Trang 28

3 Customer Centric

Trang 29

4 Personal accountability

Trang 30

Accountability means…

• Transparency

• Constructive criticism & improvement

• Macro & micro calibrations

• Proactive adjustments

• Daily discipline

Trang 31

5 Technology competence

Trang 32

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?

Trang 33

6 Agile mentality

Trang 34

What is your tolerance for chaos?

• Speed and focus amidst change

• Quick recalibration & new game plan development

• The power of humility

Trang 35

7 Empathy

Trang 36

What empathy means…

• For your peers

• For your sales organization

• For other departments

• For your customers

• What is important to THEM?

Trang 37