Matt Heinz
Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 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’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.
Seven keys to successful sales management
Much has been written about what makes for a good sales manager and effective sales management strategy. But as every sales rep, manager and...
A better way to qualify leads at your next trade show
The problem with most trade show qualifying questions is that they're black and white, and they're far too focused on identifying pipeline stage and...
Grading sales performance in 2011, and predicting 2012
The Heinz Marketing/OnTarget second-annual "Executive Outlook" survey was released this morning, with some moderately successful evaluations of sales & marketing improvement in 2011, and...
Five fast, successful ways to learn about your customers
Here are five things you can do to quickly learn more about your customers, most without doing anything new and all without spending a...
10 holiday gift ideas for sales and marketing professionals
I'm not suggesting you shouldn't get the sales or marketing professional on your holiday shopping list something fun, for enjoyment outside of work hours....
Fire more bullets in 2012
One of several points from Jim Collins' new book Great By Choice is the concept of bullets and cannonballs. Simply put, a bullet is a...
Why I hate most marketing plan templates
I've seen a lot more people lately come to me with a marketing plan template they found somewhere online. These templates are inevitably...
7 lessons B2B marketers have learned in 2011
The year's not quite over, but the learning curve for B2B marketers has already been steep. Every year there are new trends and best...
What happens when media and technology are the same
Advertising used to be a lot simpler. You found the channels that provided access to your customers, and you placed ads. The...
How to build a social sales engagement platform (for free)
No matter your market, you have customers and prospects using social media. What if you could find and engage them, far earlier in the...
The two things missing from most sales training programs
Most sales training programs - whether for new or existing reps - focus on sales skills, improving adherence to an existing sales process, or...
Bad recipes, great drip marketing (a case study in irrelevance)
Sally Gregg is a great Realtor. She sold us our first home ten years ago this December, and I still think about her every...
Three quick examples that prove nurture marketing works
The idea that most of your prospects aren't ready to buy, and that you can increase your sales conversion yield with that list by...
Eight (other) ways your prospects are judging you
It would be great if prospects evaluated your proposal purely on its merits - what it is, what it does, what it could enable...
How to identify and create more dynamic content
Great content is built with three things in mind - what they want you to know, what they want you to think, and what...
The five things you should do every day
It's incredibly easy to get sucked into the day, every day. You can get lost in email, lost in meetings, lost in your RSS...
How to get your sales reps to ask better questions
Most B2B sales organizations have migrated to some form of consultative or SPIN selling these days. But even though your sales reps may be...
Different buyers, different needs, different stories
If you're selling into an organization with multiple decision-makers and/or influencers, you'll need to customize the story you're telling for each recipient. What you're selling...
Are B2B and B2C really that different?
I often wonder if we'd be more successful at B2B marketing if we thought of it more like B2C. In the end, we're selling...
Why do B2B marketers ignore your birthday?
Birthdays have been marketing opportunities for a very long time. I remember getting an annual coupon for a free ice cream cone from Baskin...