sales 2.0: how sales operations can double your sales team's productivity

@Sales20Conf • #s20c

Matt HeinzPresident, Heinz Marketing Inc

matt@heinzmarketing.com @heinzmarketing

How Sales Operations Can Double Your Sales

Team's Productivity

@Sales20Conf • #s20c

Housekeeping

• Copy of this deck

• Offers for you

• 10 minute brainstorm: “Your hardest problem”

• Successful Selling

• Modern Marketer’s Field Guide

• Content Marketing Best Practice Guide

• B2B Sales & Marketing Metrics Best Practices Guide

• Send me an email (matt@heinzmarketing.com) or hand me a business card with what you want

@Sales20Conf • #s20c

A direct line to revenue growth

@Sales20Conf • #s20c

This doesn’t write checks!

@Sales20Conf • #s20c

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

@Sales20Conf • #s20c

People & problems, not products

@Sales20Conf • #s20c

1. Active CRM Ownership & Optimization

@Sales20Conf • #s20c

2. Tools Integration

@Sales20Conf • #s20c

3. Better reporting & dashboards

@Sales20Conf • #s20c

4. Process improvement

@Sales20Conf • #s20c

5. Best practice collection, inventory &

sharing

@Sales20Conf • #s20c

6. Vendor filter, triage & selection

@Sales20Conf • #s20c

7. Comfortability with customers (directly)

@Sales20Conf • #s20c

8. Ownership of templates & collateral

inventory, consistency, access

@Sales20Conf • #s20c

If you want more…

@Sales20Conf • #s20c

Thank You!

Matt HeinzPresident, Heinz Marketing@heinzmarketingmatt@heinzmarketing.com