Matt Heinz

Improve sales forecast accuracy with these 7 steps

A consistent weak point across sales organizations is their sales forecast. Yes, it's difficult to predict which sales will close. But your forecast drives numerous decisions across the organization. And when forecasts are wrong, the implications go well beyond commission checks. To improve the quality…

Six next steps when your sales prospect goes dark

They got busy. Or less interested. Or went on vacation and didn't tell you. Or got slowed down by an internal approval process. Prospects go dark for a number of reasons. But that doesn't mean you have no control over getting them back above water...

Seven biggest mistakes companies make with social media (Vaynerchuk style)

Gary Vaynerchuk's communication style is infectious. Read his books, watch his podcasts, or see him in person and you get the real deal - passionate, opinionated, but usually spot on. His latest, The Thank You Economy, is worth the fast read. My copy is dog-eared...

10 proven sources of blog post inspiration

Few people argue with the value of creating regular content- more prospects, more Web traffic, more thought leadership and a better-educated set of prospects are just a few of the benefits regular bloggers enjoy. A primary hurdle I hear from many would-be bloggers is content...

Five sources of sales resistance (and how to overcome them)

The three best books about influence I've found thus far were written by Dale Carnegie, Robert Cialdini and Guy Kawasaki. The latest, Enchantment by Kawasaki, isn't about sales. But its lessons can help both sales and marketing professionals improve their ability to create and leverage...

Why the sales team doesn’t use your collateral

Ever have that happen? The marketing team creates beautiful sales collateral, and it doesn't get used. The reps don't send it out. It sits in a box, the PDF stays safely in the online folder. Unused. The messaging may be right. The screen shots might...

How often should sales and marketing meet?

With all the talk these days about sales & marketing alignment, a good tactical question appeared this weekend on Focus.com - how often should B2B sales & marketing teams meet? The answer, of course, starts well before scheduling meeting rooms. It starts with alignment around...

4 fundamental Twitter best practices

We get a lot of questions about Twitter - how to get started, how to use it, how to get more readers and followers. The answer usually varies - depending on your audience, objective and focus. That said, here are four pieces of advice we...

How to give every employee a customer point of view

It's difficult to have a true customer point of view if you haven't heard it directly. Sure, you can read summaries of focus groups. You can hear other people talk about the customer. But most of us don't truly internalize it, don't start to really...

Three best practices to shorten your sales cycle

Your prospects will always control how quickly they buy. You cannot artificially accelerate their path to conversion without creating undue friction or adding customers who aren't committed and are more likely to churn at a high rate. That doesn't mean, however, that you can't accelerate...

Why agile development isn’t always customer-focused

Agile development has become an increasingly popular means of building product, and for good reason. It's more of an iterative process, typically allows for faster time to market, and is far more flexible in making mid-project changes based on new insights into customer or...

The five sales mistakes most startups make

To emerge from the early stages of building a new business, start-ups need to stay focused on two things: building & selling. The first is by far the most important. You can't sell what you don't ship, and if it's not built specifically with...

How to market a last place baseball team

Sales and marketing for a professional sports organization is far easier when you're winning. But each season, only a handful of teams enjoy that opportunity. The objectives for every team, however – good or bad – remain the same: sell tickets, drive associated revenue, make...

How to prepare for your next sales call

Whether you're making outbound cold calls or preparing for a scheduled discussion with a new prospect, the last think you want to do is sit down and dial without any preparation. Successful selling, primarily over the phone but in field sales environments as...

The difference between a lead and an opportunity

B2B sales and marketing organizations argue about this all the time, and there's absolutely no reason for it. Sure, there are a variety of different definitions of what a lead is, what a qualified lead is, and what it means when a lead becomes...

9 proven alternatives to cold calling

Cold calling still works, but it's inherently a difficult way of building your sales pipeline. Neither side likes cold calling – not the caller or receiver. Fortunately, even for sales professionals who are responsible for generating their own leads and prospects, a variety of proven...

Why your consultative sales approach isn’t working

Prospects don't want to buy your product or service. What they really want to buy are solutions to their problems. They want to buy a desired outcome. They want to buy something that takes away pain. Your product might do that,...

Maximizing the revenue halo of a championship season

If you own, operate or manage a professional sports team or organization, the entire point of winning is to increase and sustain revenue & profitability. That may be a cold statement from a fan's point of view, but competitive teams drive interest, which can...

How to measure sales and marketing collaboration

Although still too-few companies are doing it well, the idea of driving deeper integration between sales and marketing is an increasingly high priority for executives as a means of driving greater sales output and velocity, and at a lower cost. Much of the conversation has...

8 common mistakes with transactional email (and how to fix them)

They're often the least conspicuous emails we receive, but they're among the most profitable tools smart marketers have in their arsenal. The basic transactional email - order confirmations, shipping notifications, service updates, etc. - can drive clickthrough rates more than three times that...

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