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Cấu trúc
Slide 1
Slide 2
I am serious about the bacon
Slide 4
Slide 5
Slide 6
One slide to rule them all
Only two sales stages matter
Only two sales stages matter
The buyer’s journey
Top of Funnel Objectives
Slide 12
1. Active CRM Ownership & Optimization
2. Tools Integration
Sales enablement tools today
3. Better reporting & dashboards
4. Process improvement
5. Best practice collection, inventory & sharing
7. Comfortability with customers (directly)
Slide 20
Seven traits of outstanding sales professionals
1. Revenue Responsibility
Revenue responsibility in practice
2. Focus
Attributes of a focused sales pro
3. Customer Centric
4. Personal accountability
Accountability means…
5. Technology competence
Is your tech helping or hurting?
6. Agile mentality
What is your tolerance for chaos?
7. Empathy
What empathy means…
Slide 35
Slide 36
Nội dung
How to double your sales team’s productivity & active selling time Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing @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 I am serious about the bacon @heinzmarketing A direct line to revenue growth @heinzmarketing This doesn’t write checks! @heinzmarketing Four steps to a better plan Do the math (quantify what success looks like) Create a clear customer profile Map the sales and buying process Plan to fire lots of bullets @heinzmarketing One slide to rule them all @heinzmarketing Only two sales stages matter @heinzmarketing Only two sales stages matter @heinzmarketing The buyer’s journey @heinzmarketing Revenue Responsibility @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 Focus @heinzmarketing Attributes of a focused sales pro • Daily plan • Evening evaluation & recalibration • Minimized distractions • Effective triage • Distraction management (internally & externally) @heinzmarketing Customer Centric @heinzmarketing Personal accountability @heinzmarketing Accountability means… • Transparency • Constructive criticism & improvement • Macro & micro calibrations • Proactive adjustments • Daily discipline @heinzmarketing Technology competence @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 Agile mentality @heinzmarketing What is your tolerance for chaos? • Speed and focus amidst change • Quick recalibration & new game plan development • The power of humility @heinzmarketing Empathy @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 @heinzmarketing Thank You! Matt Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com @heinzmarketing [...]... @heinzmarketing Seven traits of outstanding sales professionals @heinzmarketing 1 Revenue Responsibility @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 2 Focus @heinzmarketing Attributes of a focused sales pro • Daily plan... & micro calibrations • Proactive adjustments • Daily discipline @heinzmarketing 5 Technology competence @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 6 Agile mentality @heinzmarketing What is your tolerance for chaos? • Speed and focus amidst change •... • The power of humility @heinzmarketing 7 Empathy @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...Top of Funnel Objectives @heinzmarketing People & problems, not products @heinzmarketing 1 Active CRM Ownership & Optimization @heinzmarketing 2 Tools Integration @heinzmarketing Sales enablement tools today @heinzmarketing 3 Better reporting & dashboards @heinzmarketing 4 Process improvement @heinzmarketing 5 Best practice collection,