Matt Heinz joins Will Barron on the Salesman Podcast to discuss how salespeople can become more efficient with their time and from that simple shift close way more deals.
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How To Become More Efficient At Closing Deals
The show is kicked off with Matt and Will discussing the idea of productive/non-productive, non-selling time and how it’s needed in the world of B2B sales. This could be CRM, reports or on the non-productive side of things just standing up and stretching your legs every few hours.
“Clearly there is some productive non-selling time” – Matt Heinz
Matt then shares his thoughts on the phenomenon of a companies CFO demanding that the sales team input DATA into their CRM that nobody uses and then after they leave 3 years later the sales team are still doing it out of habit. These are the kinds of activities which should be ruthlessly eliminated from our day to day.
“There is a massive waste of time and effort in DATA” – Matt Heinz
The show is wrapped up with Matt explaining that sales people should be experimenting with different methods of prospecting, follow up and closing but they should be doing it in a systematic way that allows others in your team to replicate your successes.
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Guest info:
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries.
He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.
Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.
Show notes:
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