Recent Posts

The newer the relationship, the less you should say. The earlier you are in the engagement process, the less words you should use. The less your prospect knows you, the shorter your copy should be. You get the point.  Be precise, efficient and short with your messages early.  Once you get engagement and start to drive … Continued

By Matt Heinz, President of Heinz Marketing Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio, which currently runs every Thursday at 11:30 a.m. Pacific.  It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great … 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. There are plenty of tools out there to help you write better blog posts – and especially to increase their … 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. Some of our favorite articles feature topics such as shareable content, social media and pipeline management. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please … Continued

It was a pleasure to speak at the #FlipMyFunnel B2B Marketing and SAles Conference last week in Boston.  As always, Sangram, Nikki, Eren and team did a fantastic job pulling together great content, speakers attendees and more. It was particularly fun to speak on best (and worst!) practices for sales development emails.  My presentation outlined … 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

Guest Post by Brenna Lofquist Optimization Specialist at Microsoft Sales is an inevitable part of every job, the outcome just depends on how you make your approach. After college, it seemed whichever job I was going to take, involved cold calling and I was absolutely dreading it. Over the past few years I have identified a few … Continued

The more similar your products and services are to what your competitors offer, the more important differentiation on another plane will be.  Consistently for the most successful commodity businesses, that centers on service. Many buyers don’t go with the best, the cheapest or even the best value.  Often they prefer to work with their favorite. … Continued