Recent Posts

By Matt Heinz, President of Heinz Marketing “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well. Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what … Continued

Your prospects don’t want to hear about you.  They want to hear about themselves.  We all do. They don’t necessarily need compliments and platitudes.  But they do want to know that you understand their issues, their needs, their priorities. You may or not have a solution for them, that they need right now.  But getting … Continued

It’s next to impossible, as a conference host or organizer, to get every presenter (especially those that are also paying sponsors) to give up the sales pitch in their presentations.  Someone inevitably will still think it’s a good idea, even though it gets panned every single time by attendees. Simply telling presenters to not give … Continued

This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Not a designer? No problem. Canva has you covered.  It certainly won’t replace professional design, but in cases where you … Continued

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here’s some of what we’re reading: The … Continued

By Matt Heinz, President of Heinz Marketing “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well. Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what … Continued

It may be true that up to two-thirds of the buying process is completed before sales gets actively involved (based on research from Forrester and others), but it’s important to keep in mind that this statistic is an average.  It’s reflective of what everyone is doing melded together, on the buyer and seller side, vs. … Continued