#AccelerateQTC@heinzmarketing

Matt Heinz / April 13, 2016

Don't Drop the Baton (And Other Tips for Winning the Sales & Marketing Relay Race)

#AccelerateQTC

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#AccelerateQTC@heinzmarketing

#AccelerateQTC

Don't Drop the Baton (And Other Tips for Winning the Sales& Marketing Relay Race)Matt Heinz / April 13, 2016

#AccelerateQTC@heinzmarketing4

• 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

Before we get started…

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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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The 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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• 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

Reminders