Sales marketing collaboration deck from apttus accelerate 2016

Don't Drop the Baton (And Other Tips for Winning the Sales & Marketing Relay Race) Matt Heinz / April 13, 2016 #AccelerateQTC #AccelerateQTC @heinzmarketing Safe Harbor Statement #AccelerateQTC @heinzmarketing Don't Drop the Baton (And Other Tips for Winning the Sales& Marketing Relay Race) Matt Heinz / April 13, 2016 #AccelerateQTC @heinzmarketing Before we get started… • • 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 #AccelerateQTC @heinzmarketing Show of hands… How many of you produce content for your sales team? How many are frustrated with how sales uses your content? #AccelerateQTC @heinzmarketing A direct line to revenue growth #AccelerateQTC @heinzmarketing This doesn’t write checks #AccelerateQTC @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 #AccelerateQTC @heinzmarketing The gap between importance and execution #AccelerateQTC @heinzmarketing Active CRM Ownership & Optimization #AccelerateQTC @heinzmarketing Tools Integration #AccelerateQTC @heinzmarketing Sales enablement tools today #AccelerateQTC @heinzmarketing Better reporting & dashboards #AccelerateQTC @heinzmarketing How important is tracking & accountability? #AccelerateQTC @heinzmarketing Process improvement #AccelerateQTC @heinzmarketing What processes you prioritize? #AccelerateQTC @heinzmarketing Best practice collection, inventory & sharing #AccelerateQTC @heinzmarketing Vendor filter, triage & selection #AccelerateQTC @heinzmarketing Comfortability with customers (directly) #AccelerateQTC @heinzmarketing Ownership of templates & collateral inventory, consistency, access #AccelerateQTC @heinzmarketing Reminders • • 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 21 #AccelerateQTC @heinzmarketing