Heinz Marketing, Inc

Matt HeinzPresident, Heinz Marketing Inc

matt@heinzmarketing.com @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 (matt@heinzmarketing.com) 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…

Heinz Marketing, Inc

Thank You!

Matt HeinzPresident, Heinz Marketing@heinzmarketingmatt@heinzmarketing.com