Deck from my Sales Impact Summit presentation at B2B Marketing Exchange (#b2bmx), February 21, 2017 in Scottsdale, AZ

1. #B2BMX
Eight Ways to DOUBLE Your Sales
Team’s Productivity
Matt Heinz
President, Heinz Marketing
@heinzmarketing

2. #B2BMX
Housekeeping
• Copy of this deck
• Offers for you
• Full Funnel Marketing – The Book!
• 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

3. #B2BMX
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….

4. #B2BMX
Is this what they think of you?!

5. #B2BMX
What they say behind your back (maybe…)

6. #B2BMX
A direct line to revenue growth

7. #B2BMX
This doesn’t write checks!

8. #B2BMX
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

9. #B2BMX
A gap between importance and execution

10. #B2BMX
The Eight Keys to Productivity

11. #B2BMX
1. Active CRM Ownership & Optimization

12. #B2BMX
2. Tools Integration

13. #B2BMX
3. Better reporting & dashboards

14. #B2BMX
4. Process improvement

15. #B2BMX
5. Best practice collection, inventory & sharing

16. #B2BMX
6. Vendor filter, triage & selection

17. #B2BMX
7. Comfortability with customers (directly)

18. #B2BMX
8. Ownership of templates & collateral
inventory, consistency, access

19. #B2BMX
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

20. #B2BMX
Thank You!
Matt Heinz, President
Heinz Marketing
matt@heinzmarketing.com
@heinzmarketing