Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement

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SELLING POWER: MOVING BEYOND SIMPLE SALES OPERATIONS

Matt Heinz, President of Heinz Marketing

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Learn the latest trends in proactive, strategic sales enablement to increase productivity, velocity, and conversion from across your entire sales team. Not only will you master the fundamentals to drive more business, but also more advanced concepts for your existing sales & marketing teams! Matt will show you why marketing has a direct responsibility to manage sales enablement strategy and execution. You will leave with best practices from leading organizations nationwide that drive lower costs and higher conversions. This session will give you specific implementation guidelines for launching and growing a sales

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Housekeeping• Copy of this deck• Offers for you

• Full Funnel Marketing ebook• 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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1. How many of you produce content for your sales team?

2. How many are frustrated with how sales uses your content?

Show of hands….

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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 profile3. Map the sales and buying process4. Plan to fire lots of bullets

Four steps to a better plan

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A gap between importance and execution

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1. Active CRM Ownership & Optimization

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2. Tools Integration

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Sales enablement tools today

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3. Better reporting & dashboards

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How important is tracking & accountability?

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4. Process improvement

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What processes do you prioritize?

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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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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

#INBOUND16@heinzmarketing