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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. Employee feedback can be surprisingly elusive.  They may have an equal vested interest in improving company efficiency, culture, peer-to-peer 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

Relationship selling isn’t dead.  But selling based purely on relationships is increasingly rare. Relationships in sales will always give you an advantage.  Getting the return phone call, differentiating yourself over others at the start of the sales process is an instant advantage. But relationships have nothing to do with need.  They don’t translate into product … 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

Too often we start (or at least finish) new year planning far too late.  By the time your plan is locked in (whether that’s in December or even early in January) you have zero time to actually prepare for the numbers you’ve already committed to for the new year.  And when you’re still planning or … Continued

Later today we launch the first of a two-day, interactive deep-dive workshop on Marketing Performance Management (MPM).  While that term isn’t necessarily new, I haven’t seen anybody tackle it to the depth we will over the next two days for our workshop’s attendees.  This is about more than just reporting, more than just attribution.  It’s … Continued

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