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.
Just pick one and get started, already…
A great personal organizational system or to-do list isn't going to get the work done. It's still, after all, just a list of work...
Five keys to dramatic sales performance improvement
World class sales organizations consistently deliver results for a variety of reasons, but the following five focus areas are perhaps the most fundamental drivers...
A much better daily metric for managing inside sales
For inside sales teams, two traditional daily measures of productivity have been dials and talk time. Most inside sales teams watch the dial figure...
Find the pain, then identify the pain killer
Here's a shortcut to developing effective messaging to influence your prospects. Your product or service is intended to create a successful outcome. We talk a...
3 Keys to Business Success: Leads, Limits and Leverage
What if the secret to growing your business was just three simple things? Would that help you focus? Would that make it easier to...
A sales process won’t make deals close faster
You can give your prospects a deadline. You can add extra pressure at the end of the month. You can follow up every other...
Why I may have been wrong about Facebook
More than three years ago, I blogged ten reasons why I didn't like Facebook. To this day its among my most-visited past blog posts. And...
Should sales managers help their reps close deals?
As a sales manager, your job is to help make your reps better. To teach them how to sell. To make it so that...
Five ways the gatekeeper can help you sell
Your first problem is thinking that the gatekeeper is, well, a gatekeeper. That implies that they're an obstacle, an enemy, a guardian of the...
Don’t be so short sighted
You can get really clever with your email subject line to increase open rates, but if the body copy and topic is inconsistent (or...
A template for estimating leads, opportunities and sales
Most marketing plans, once you've outlined clearly what measurable goals and outcomes look like, should start with a spreadsheet. That spreadsheet should outline and/or...
Summer reading recommendations for sales and marketing pros
By all means, take that trashy novel to the beach with you. What are vacations, long weekends and lazy afternoons in the sun for...
Your customers aren’t listening
We appear to have a bit of a disconnect on our hands. According to a recent study by IBM's Institute for Business Value, there's a...
Six elements that make online videos worth sharing
The role of video in integrated marketing campaigns is increasing at a rapid pace. The bar for creating a compelling, viral video that...
Eight barriers to sales CRM success
For a growing or mature sales organization, one of the single most important tools to efficiently scale and sustain sales growth is an effective...
Who’s really adding value in your organization?
Atlas Accelerator gave a great talk earlier this month on best practices for creating & managing a board of directors. As part of his...
The three elements of every good story
What story are you telling your customers? A couple weeks ago Ardath Albee shared the three components of any good story (including the story you're...
Your sales reps need bigger toys
Some of your best inside sales reps might need more motivation. I'm not talking about training or comp plan changes or pep talks. I'm...
Sales funnel optimization works best from the bottom up
Most organizations, when they want more sales, immediately look to the top of the pipeline. The answer, they figure, is more leads. But if you...
Ten rules for starting a business
I'll never forget the very first day of Heinz Marketing. It was just me, a laptop and a (pending) business license. I had a...