data.com connect presents: matt heinz - how to double your sales team’s productivity & active...

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

@heinzmarketing

Matt HeinzPresident, Heinz Marketing Inc

matt@heinzmarketing.com @heinzmarketing

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

@heinzmarketing

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

@heinzmarketing

I am serious about the bacon

@heinzmarketing

Agenda for today• Nailing the fundamental foundation• Eight sales operations focus areas• Seven traits of productive sales professionals• More bacon

@heinzmarketing

A direct line to revenue growth

@heinzmarketing

This doesn’t write checks!

@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

@heinzmarketing

One slide to rule them all

@heinzmarketing

Only two sales stages matter

@heinzmarketing

Only two sales stages matter

@heinzmarketing

The buyer’s journey

@heinzmarketing

Top of Funnel Objectives

@heinzmarketing

People & problems, not products

@heinzmarketing

1. Active CRM Ownership & Optimization

@heinzmarketing

2. Tools Integration

@heinzmarketing

Sales enablement tools today

@heinzmarketing

3. Better reporting & dashboards

@heinzmarketing

4. Process improvement

@heinzmarketing

5. Best practice collection, inventory & sharing

@heinzmarketing

7. Comfortability with customers (directly)

@heinzmarketing

8. Ownership of templates & collateral inventory, consistency, access

@heinzmarketing

Seven traits of outstanding

sales professionals

@heinzmarketing

1. Revenue Responsibility

@heinzmarketing

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

@heinzmarketing

2. Focus

@heinzmarketing

Attributes of a focused sales pro• Daily plan• Evening evaluation & recalibration• Minimized distractions• Effective triage• Distraction management (internally & externally)

@heinzmarketing

3. Customer Centric

@heinzmarketing

4. Personal accountability

@heinzmarketing

Accountability means…• Transparency• Constructive criticism & improvement• Macro & micro calibrations• Proactive adjustments• Daily discipline

@heinzmarketing

5. Technology competence

@heinzmarketing

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?

@heinzmarketing

6. Agile mentality

@heinzmarketing

What is your tolerance for chaos?• Speed and focus amidst change• Quick recalibration & new game plan development• The power of humility

@heinzmarketing

7. Empathy

@heinzmarketing

What empathy means…• For your peers• For your sales organization• For other departments• For your customers• What is important to THEM?

@heinzmarketing

Housekeeping• Copy of this deck• Offers for you

• Full Funnel Marketing• 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

@heinzmarketing

Thank You!

Matt HeinzPresident, Heinz Marketing@heinzmarketingmatt@heinzmarketing.com