Recent Posts

By Matt Heinz, President of Heinz Marketing Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio, which runs live every other Thursday at 1:00 p.m. Pacific, moving soon to 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 & … 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’m a big fan of IFTTT too, but I’m finding Zapier to be far more useful for business oriented interactions.  … 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 are some B2B Reads we love: … Continued

Three days with 1,400 B2B sales & marketing leaders talking about how together they can create more efficient, predictable pipelines and customer relationships.  The 2017 edition of CEB’s Sales & Marketing Summit did not disappoint. From new insights on the Challenger model to buying journey preferences, sales & marketing alignment and more, it was a packed … 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

Timing is everything, especially when you’re trying to get the attention and engagement of your customers and prospects. A quick example: Interest rates are reasonably low right now, so plenty of banks are competing to get homeowners to refinance.  You can hammer me with emails and phone calls amidst my usual busy day and I’m … Continued

You aren’t going to sell anything to anybody if you don’t get them committed to change (on their own behalf). You likely aren’t going to get that commitment until you get them to understand and challenge their own status quo. And you can’t have any of those conversations until you get a commitment to engage … Continued

Fellow marketers: If you feel like your CFO asks too many questions, it’s probably because you aren’t giving her good enough answers. Your CFO isn’t trying to micromanage your marketing. She don’t have time for that. She is simply trying to better understand how what you’re doing in marketing is translating into sales & revenue … Continued