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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, over the last few years several sales experts (including  Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated in our own series. Each Thursday, we feature a new B2B sales, marketing or business leader … Continued

Marketing Performance Management (MPM) and attribution is gaining awareness and adoption among B2B marketers, especially with attribution analysis.  It’s about time. When planned and executed correctly MPM and attribution measurement are powerful tools for B2B marketers. Attribution measurement is a component of Marketing Performance Management and it’s important because it shows how well channels are … Continued

By Matt Heinz, President of Heinz Marketing Are you joining us LIVE for Sales Pipeline Radio, which runs live every other 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 cover a wide range of great B2B and … Continued

Forever, competitive intelligence has been manual, time-consuming to do comprehensively, and inherently just a snapshot in time of what’s happening. Of course, your competitors are likely evolving as quickly as you are, so that competitive intelligence project you completed last month is already out of date. Crayon makes competitive intelligence seamless, instant and ongoing.  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. When Sales and Marketing Aren’t Aligned, Both Suffer Marketing and … Continued

I called Mike Volpe this week to talk about sales and marketing alignment, but we talked first about competition. Mike is chief marketing officer at Cybereason and speaking next week at the Zoominfo Growth Acceleration Summit.  Like many industries, cybersecurity is red-hot and highly competitive.  Incumbents, newcomers, wannabees – all trying to get a finite … 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. We regularly feature our own B2B sales, marketing or business leader here answering  “How I Work” questions.  You can catch up on everyone we’ve featured thus far in the “How I … Continued

Asking what marketing costs is the wrong question. Asking instead what it is worth provides a much better answer. Many marketers are focused on the most volume at the lowest possible cost. How do we get our cost per lead lower? How much traffic can we generate while spending less? It sounds efficient but often … Continued