sales 2.0: how sales operations can double your sales team's productivity
TRANSCRIPT
@Sales20Conf • #s20c
Matt HeinzPresident, Heinz Marketing Inc
[email protected] @heinzmarketing
How Sales Operations Can Double Your Sales
Team's Productivity
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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 ([email protected]) or hand me a business card with what you want
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A direct line to revenue growth
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This doesn’t write checks!
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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
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People & problems, not products
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1. Active CRM Ownership & Optimization
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2. Tools Integration
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3. Better reporting & dashboards
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4. Process improvement
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5. Best practice collection, inventory &
sharing
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6. Vendor filter, triage & selection
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7. Comfortability with customers (directly)
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8. Ownership of templates & collateral
inventory, consistency, access
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If you want more…
