Date post: | 08-Aug-2015 |
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Heinz Marketing, Inc
Matt HeinzPresident, Heinz Marketing Inc
[email protected] @heinzmarketing
Seven Habits of Highly Effective B2B Sales Professionals
Heinz Marketing, Inc
Housekeeping
• Copy of this deck• Offers for you• 10 minute brainstorm: “Your hardest problem”• Modern Marketer’s Field Guide• Successful Selling and Successful Social Selling• Inside Sales Management Best Practices Guide• B2B Sales & Marketing Metrics Best Practices Guide
• Send me an email ([email protected]) with what you want
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Your ideal sales professional…
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Poll Question #1
• Do you have defined, ideal attributes of sales professionals for your organization?• Yes• No
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Poll Question #2
• Do you explicitly look & interview for these attributes during the hiring process?• Yes• No
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1. Revenue Responsibility
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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
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2. Focus
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Attributes of a focused sales pro• Daily plan• Evening evaluation & recalibration• Minimized distractions• Effective triage• Distraction management (internally & externally)
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Poll Question #3
• Do your sales reps have documented processes that guide productivity throughout their selling day?• Yes • No• Maybe (not entirely sure)• Some do, some don’t
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3. Customer Centric
Heinz Marketing, Inc
This doesn’t write checks!
Heinz Marketing, Inc
People & problems, not products
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4. Personal accountability
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Accountability means…
• Transparency• Constructive criticism & improvement• Macro & micro calibrations• Proactive adjustments• Daily discipline
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5. Technology competence
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Poll Question #4
• How many technology tools do your reps use on a daily/weekly basis?• None• 1-2• 3-5• 6-10• 11+• I don’t know
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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?
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6. Agile mentality
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What is your tolerance for chaos?• Speed and focus amidst change• Quick recalibration & new game plan development• The power of humility
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7. Empathy
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What empathy means…
• For your peers• For your sales organization• For other departments• For your customers• What is important to THEM?
Heinz Marketing, Inc
If you want more…