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Can you take action on it? Can you make a decision based on it? Can you change something you’re doing based on it? Does it directly lead to your company making money? If you answered no to one or more of these questions, the mere act of collecting and tracking that data might be a … 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

I’ve written a couple times before about how buyers should select and manage their vendors, consultants and agencies.  But it goes the other way as well.  Consultants, vendors and agencies who don’t set clear expectations and “train” their clients & customers up front are more liable to experience friction and frustration down the road. Whether you’re … Continued

There will always be more work.  You have to prioritize, focus…and stop. You can’t work all day, all weekend.  You’ll drive yourself crazy, and you still won’t be done. People who tell me they’re too busy to take a vacation, or even to take the weekend off, are taking themselves far too seriously.  None of … Continued

Sometimes I have weeks of planned blog posts.  Sometimes the well runs a little dry.  I wrote previously about a handful of sources of content inspiration I’ve used in the past.  Here are a few more. 1. Conference agendas Literally peruse the schedule of an upcoming or recently-completed industry event.  What did the keynote speakers … 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. I got my first glimpse at Cintell a few months ago, but the co-founders made me promise to wait until … 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: How … Continued

If you make 100 phone calls to prospects today but have no idea what to say to them, you’ve wasted your time. If you make 100 phone calls but don’t leave voicemails, it’s as if you never called. If you take 30 minutes to research your new prospect only to leave a 30 second voicemail, … Continued