doubling your sales teams productivity and active selling time
Post on 11-Apr-2017
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@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• 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
@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
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
Attributes of a focused sales pro• Daily plan• Evening evaluation & recalibration• Minimized distractions• Effective triage• Distraction management (internally & externally)
@heinzmarketing
Accountability means…• Transparency• Constructive criticism & improvement• Macro & micro calibrations• Proactive adjustments• Daily discipline
@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
What is your tolerance for chaos?• Speed and focus amidst change• Quick recalibration & new game plan development• The power of humility
@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• 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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