Matt Heinz
What are your Labor Day Resolutions?
Most everybody sets some type of New Years Resolutions. Get in shape, get a promotion, achieve some other set of lofty goals. Unfortunately, a couple weeks later when you're already behind, most of us give up - and don't start again until the following...
Six ways to make your sales emails more engaging
Thought this was a good question last week on Focus.com. Here are six tips: 1. Define "engaging" (for you and the recipient)What is a successful outcome of the email? What do you want the prospect to do, and what does the prospect need from you...
At what point do you stop nurturing a lead?
Short answer: Never. Long answer: Most nurture programs have a natural end date. Typically, that end date is defined by the end of a string of emails written and deployed in a marketing system (automated or otherwise). This end date, of course, is usually arbitrary…
How buying signals have changed (and how to find them online)
Sales professionals have talked about buying signals for a long time. And traditionally, those buying signals have focused on immediate, ready-to-buy moments. For example, asking about price, time to installation, etc. These buying signals still exist, but a whole new set of buying signals exist...
Six tips to increase comments on your blog
Ever feel like you're writing and writing, and nobody's listening? If you're not getting a lot of comments, it may feel like you're talking to an empty room. But oftentimes, you do have the traffic and readership, but aren't doing a few simple things to...
Five easy steps to get started with Google Analytics
It's free, it's easy to set up, and it's (relatively) easy to use without a lot of IT support or technical knowledge. But many companies still don't have a basic Web analytics tool watching what's happening on their site. They may have traffic volume, but...
Six productive things to do during a flight delay
Traveling is an exercise in wasted time. The lines, the security pat-downs, and the inevitable delays. Clearly you want your flight to leave on time, but if you use the time right, a flight delay can be an excellent way to catch up on...
Is this an effective ad?
This is a two-page ad from the front of a conference program guide. The advertiser was the sole, platinum sponsor of the event. (click on the picture to see it more clearly). I'm a direct marketer at heart, but whether you look at this from...
Eight things dad taught me about marketing (and didn’t even know it)
My dad has a degree in marketing. I make my living as a marketing professional. But we've never really talked much about marketing. My dad ultimately made a career in sales and sales management, but we didn't talk about that either. Somewhat ironic given what...
How to build your professional network
Some people are better at networking than others. Some work hard at it. Some do it naturally, effortlessly. But for most of us, building a network is important. It gives us new business opportunity, new job prospects, and access to a myriad people who...
How to defend against upstarts in your industry
At one point, long ago, your business was the newbie. You were fighting for life, fighting for market share. You were likely either going after share from existing industry leaders, or blazing into a new market (and likely taking business away from someone who...
Friendliness is not a buying signal
Responsiveness isn't a buying signal either. Just because the prospect is nice, returns emails quickly, and answers all of your questions enthusiastically doesn't mean they're going to buy. And yet, we too often take these signals to mean the prospect is interested. That they're qualified....
Why bullet points on Webinar slides are OK
If you're presenting live, you want people watching you, not your slides. If you're presenting live, you have a captive audience that's there for you, focused on you. It's important that they hear what you're saying, and any visuals behind you should reinforce those...
The nine (other) people who can market and sell for you
So you have a sales & marketing team already. Or maybe you don't. Either way, here are nine (other) groups of people who can help you increase awareness, drive demand and close business. 1. All EmployeesDo your employees believe in not just what you're selling,...
How to survive a complete email meltdown
Earlier this week, our Exchange email server basically exploded. A few hours later we had email send/receive capability again, but it took a couple more days before historical data was back. That basically meant that all of our folders, contacts, calendar, any saved emails...
Don’t let your passion be your downfall
Your passion can be an incredible motivator. It can get you through the dip. It can push you out of your comfort zone to do amazing things. Your passion can also make you blind. It can make you ignore warning signals. It can color your...
Four proven ways to improve marketing performance (without spending a thing)
When we want better results, we tend to first try and do more. Need more sales leads? Buy more media. Need more awareness? Spend more time on PR. Need higher sales? Hire more reps. Oftentimes, instead of investing in new channels or added expenses, you...
What if your customers were in charge?
What would happen to your business if your customers were in charge? If they could take over and run the business? What would they change about the product itself? How would they change the sales process? The onboarding process? Billing, support, the entire experience? Of…
How to keep your sale alive after an org change
There's nothing worse to a seller than feeling good about a deal's momentum, only to have the prospect's company shuffle the team and change who's in charge. Even if the internal reorganization (or "reorg") doesn't directly affect the team or individual buying from you,...
Constant feeding (and harvesting) of professional networks
Asking yourself "how do I get more leads from LinkedIn" or "how do I get more business from Twitter" is putting the cart before the horse. Of course, you want your investment in your network to pay off - new business, new partners, etc. But...