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 free contacts! /ConnectMembers @ConnectMembers Data.com How to double your sales team’s productivity & active selling time Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing @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 Four steps to a better plan Do the math Create a clear customer profile Map the sales and buying process Plan to fire lots of bullets (quantify what success looks like) @heinzmarketing One slide to rule them all @heinzmarketing Only two sales stages matter @heinzmarketing 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 Focus @heinzmarketing Attributes of a focused sales pro • Daily plan • Evening evaluation & recalibration • Minimized distractions • Effective triage • Distraction management (internally & externally) @heinzmarketing Customer Centric @heinzmarketing Personal accountability @heinzmarketing Accountability means… • Transparency • Constructive criticism & improvement • Macro & micro calibrations • Proactive adjustments • Daily discipline @heinzmarketing 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 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 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 Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com @heinzmarketing [...]... 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,...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... 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 ... 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... 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