Matt Heinz
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...