Sales 2.0: How Sales Operations Can Double Your Sales Team's Productivity

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Matt HeinzPresident, Heinz Marketing Inc

[email protected] @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 ([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…

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Thank You!

Matt HeinzPresident, Heinz Marketing@[email protected]