Focus

Connect with the world's leading business experts.

Get instant access to their expertise via world–class Q&A, Research, and Events.

Matt Heinz

Follow Following Unfollow

President, Heinz Marketing Inc

2665 points

Matt Heinz brings more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way ...

Matt Heinz brings more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty.

Matt has held various positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. He launched Heinz Marketing formally in late 2008.

» read more » read less

WEB: Matt on Marketing

Matt Heinz and 13 other people answered this question

yesterday

Is Google AdWords a waste of time?

If you want better, faster natural search results, you start with paid Google AdWords. Why?
Search engine optimization (SEO), of course, is all about driving a growing volume of natural search volume to your site by creating and publishing compelling, relevant content.
It's free traffic ... more

Matt Heinz and 18 other people answered this question at this roundtable

Feb. 6, 2012

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

Does the B2B distinction matter any more?

I often wonder if we’d be more successful at B2B marketing if we thought of it more like B2C. In the end, we’re selling to people, not businesses. People make the decisions, based on a mix of personal interests, professional aspirations, politics, etc.
Yes, there’s ... more

Matt Heinz and 9 other people answered this question at this roundtable

Feb. 3, 2012

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

Why are only 50% of sales people making quota?

In any given month, nearly every sales organization has someone under quota. Sales is a difficult job, and even the best reps have bad months or quarters. But if you have a rep in a prolonged slump, here are six things you can do to ... more

Matt Heinz and 7 other people answered this question

Feb. 2, 2012

What are the most meaningless sales metrics you have seen?

Yeah, I agree that number of dials is misleading at best. A couple teams I've worked with recently have converted that to measuring 10-minute calls. The rationale is that this more effectively combines dials and talk time into something that expects a 10-minute conversion goes ... more

Sales Management

Matt Heinz and 7 other people answered this question

Feb. 2, 2012

Have you made a sale using social media? Tell us your success stories!

A couple months ago, I got a call from the CEO of a fast-growing technology company on the East Coast. We had met at a conference two years ago. At the time, I did what I usually do with people I meet at events – ... more

Matt Heinz is now following Brad Carpenter and 5 other people

Feb. 2, 2012

Matt Heinz asked a question

Feb. 2, 2012

What can B2B marketers learn from Super Bowl advertisers?

Matt Heinz and 1 other person answered this question at this roundtable

Feb. 2, 2012

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

How do you track the effectiveness of direct mail?

Ironically, one of the best books on direct mail tracking was written in 1923. Check out Scientific Advertising by Claude Hopkins. The guy was doing measured direct response and A/B testing via direct mail and magazine/newspaper advertisements. His methods still work today (although now they're ... more

Matt Heinz and 4 other people answered this question

Feb. 1, 2012

What is the most effective way to secure a meeting with higher ups in a company?

Here are six specific recommendations for selling to C-level buyers:
1. Different needs, pain, objectives
Know that C-level buyers approach their day differently. They sell the same products and services, but think about them in a different way. They’re thinking more about market share and ... more

Sales Strategies

Matt Heinz and 5 other people answered this question

Jan. 31, 2012

What are the best resources to learn about social selling?

We've taken a bunch of our social selling best practices and put them into a single report. Free download on SlideShare at the link below:
http://www.slideshare.net/heinzmarketing/secrets-to-successful-social-selling
Some of the places I get the most insipiration and ideas on social selling are from individuals in a ... more

Matt Heinz and 4 other people answered this question

Jan. 30, 2012

What are some best practices/tips on how to apply social selling in a B2B environment?

We put together a guide to social selling recently, and have posted it on SlideShare. Free download, have at it:
http://www.slideshare.net/heinzmarketing/secrets-to-successful-social-selling

Matt Heinz and 5 other people answered this question at this roundtable

Jan. 25, 2012

Social Media and Content Marketing For Business Q&A [2/14 @ 11 am]

My blog gets many visits, but no interaction, should I use a particular call for action?

If you’re not getting a lot of comments, it may feel like you’re talking to an empty room. But oftentimes, you do have the traffic and readership, but aren’t doing a few simple things to encourage faster, easier and more frequent commenting by you readers. ... more

Content Marketing

Matt Heinz and 10 other people answered this question at this roundtable

Jan. 23, 2012

Social Media and Content Marketing For Business Q&A [2/14 @ 11 am]

My CEO won't blog or tweet. How can I get him to do it?

It's not for everybody. For many CEOs and others in leadership or influential positions, getting them to participate (if not lead) via the social Web may be an ongoing, uphill battle.
But I'm talking with more and more CEOs that truly want to give it ... more

Content Marketing

Matt Heinz and 1 other person answered this question at this roundtable

Jan. 23, 2012

Top Technology Marketers to Watch in 2012 [1/25 @ 1 pm]

Is brand marketing becoming a priority again for B2B?

Especially in early-stage businesses, proactive brand management often isn't a high priority or isn't strongly/actively managed as it would be with consumer products. Some of this may come down to the presumed, pragmatic nature of the product, its market and the end customers. More of ... more

Matt Heinz and 1 other person answered this question at this roundtable

Jan. 20, 2012

Social Media and Content Marketing For Business Q&A [2/14 @ 11 am]

What can I do to help my YouTube video go viral?

Based on an analysis of some of the Web’s most successful videos, as well as more targeted videos that drive behavior with a specific audience, here are six elements that I think consistently make good videos worth sharing.
Humor
Even serious brands can incorporate a ... more

Content Marketing

Matt Heinz and 3 other people answered this question at this roundtable

Jan. 20, 2012

Social Media and Content Marketing For Business Q&A [2/14 @ 11 am]

What is the best way to manage my social media time?

Eight minutes in the morning. Seven minutes in the afternoon. That’s all you need.
Yes, you can spend significantly more time in your social channels – chatting with friends, meeting new people, learning new things. But you can also stay active and reap the benefits ... more

Content Marketing

Matt Heinz and 7 other people answered this question at this roundtable

Jan. 20, 2012

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

What percentage of your sales calls today are virtual meetings vs. face-to-face meetings?

Technology has a habit of making our personal interactions less intimate, less meaningful, more uniform. The volumes of people we can connect with now via email, Twitter, other social networks is great at scale, but superficial in creating the kind of bonds and relationships that ... more

Matt Heinz and 3 other people answered this question

Jan. 20, 2012

What three things are necessary to build a customer-centric business?

Whether you hear it or not, your customers are giving you feedback every day. Here are six lessons they’re teaching us (and worth the reminder every once in a while to keep ourselves honest).
Your prospects are extremely busy.
They don’t return your phone calls ... more

Customer Centric

Customer Centric Strategies

Marketing Strategies

Matt Heinz asked a question at this roundtable

Jan. 20, 2012

Top Technology Marketers to Watch in 2012 [1/25 @ 1 pm]

How do you work with vendors? How should vendors pitch you to get noticed?

Matt Heinz and 8 other people answered this question

Jan. 19, 2012

What are the top things 3-5 things that buyers should know about marketing automation?

One of the biggest challenges for many organizations is making the case for marketing automation in the first place.
If others in your group or organization need convincing to give marketing automation software a go, here are nine proven ways to get the thumbs-up.
1. ... more

Demand Generation

Matt Heinz and 17 other people answered this question

Jan. 17, 2012

Should salespeople drive marketing, or should marketing drive sales? Who should be at the wheel?

What if you treated your annual marketing planning process as if it were a proposal to a customer?
Marketing doesn’t work for sales, but in many companies the primary “customer” for marketing is in fact the sales organization. So if that’s the case, it seems ... more

Matt Heinz and 1 other person answered this question at this roundtable

Jan. 12, 2012

FSI Sales Office Hours: Sales People Need To Be More Pushy! [1/19 @ 1 pm]

What are some examples of things sales reps can do to be 'pushy' without irritating a customer or prospect?

Prospects stop responding or "go dark" for a number of reasons. But that doesn’t mean you have no control over getting them back above water to give an update and keep the deal moving. Here are six specific next steps you can take for that ... more

Future Selling Institute

Matt Heinz and 5 other people answered this question at this roundtable

Jan. 12, 2012

The Social CMO in B2B: Lessons from Marketing Leaders on Social Media Marketing Success [1/18 @ 11 am]

What are some of the metrics your organization uses to measure the effectiveness of 'Social'?

You can’t measure everything. You just can’t.
I’m a numbers guy. I like ROI, I like cause and effect, I like demonstrating results and weening out the weak or failed initiatives. But not everything is cut and dry like that.
Gary Vaynerchuk gets asked to ... more

Following 23 Topics

Customer Loyalty

Demand Generation

General Management

Inside Sales Tactics

Lead Generation

...

Marketing Strategy

Sales & Marketing 2.0

Sales and Marketing Alignment

Sales Management

Sales Operations

Sales Strategies

Following 35 People

Followed by 428 People

Knowledgeable in 112 Topics

#6 of 2755

#3 of 1982

General Management

#1 of 1194

#6 of 1411

#9 of 1211

Information Technology

#23 of 2263

#1 of 128

Human Resources

#21 of 1382

Career Development

#2 of 309

Sales Management

#9 of 460

Entrepreneurship

#1 of 150

#1 of 211

#1 of 340

#1 of 90

#5 of 249

#4 of 193

#4 of 98

#3 of 338

#20 of 437

#11 of 418

Online Marketing

#3 of 302

#6 of 314

Content Marketing

#13 of 202

Customer Service

#47 of 741

Social Media Marketing

#7 of 313

#2 of 152

Lead Management

#16 of 223

Inbound Marketing

#11 of 97

#19 of 208

Marketing Strategy

#14 of 135

Sales Presentation

#5 of 22

Demand Generation

#14 of 158

#11 of 188

#4 of 44

#9 of 117

Email Marketing

#42 of 266

Marketing Automation

#104 of 497

#7 of 99

Email Deliverability

#7 of 26

Motivate Salespeople

#1 of 20

Inside Sales Management

#2 of 23

#8 of 85

Email Marketing Strategies

#9 of 48

#14 of 111

#18 of 118

#47 of 180

Social Business

#39 of 323

Inside Sales Reps

#8 of 32

Lead Generation

#32 of 188

#28 of 130

Sales and Marketing Alignment

#21 of 123

#9 of 54

#10 of 44

#30 of 117

#27 of 102

#36 of 168

Marketing Tools

#4 of 35

#14 of 71

#3 of 20

Social Media Sites

#26 of 93

Small Business Social Media

#3 of 21

#11 of 35

#7 of 22

#12 of 66

Revenue Performance Management

#15 of 31

#10 of 24

Contact Centers

#47 of 203

#43 of 115

#35 of 126

Sales Development

#11 of 43

Customer Experience

#39 of 140

Sales Strategies

#26 of 83

Market Research

#57 of 205

#26 of 132

Marketing Process

#9 of 31

#10 of 35

Lead Development

#7 of 22

#11 of 29

#4 of 28

#8 of 22

Business Intelligence

#156 of 236

#316 of 619

Customer Feedback

#26 of 35

Customer Loyalty

#95 of 115

Customer Satisfaction

#21 of 40

#84 of 140

#9 of 22

#68 of 100

Sales Performance

#18 of 25

Business Development

#34 of 38

#25 of 40

#33 of 46

#11 of 25

Technology Marketing

#22 of 39

Marketing Strategies

#42 of 68

Social Media Strategy

#26 of 55

#19 of 29

#39 of 70

#34 of 41

Marketing Automation Strategy

#37 of 51

#17 of 24

#16 of 27

#10 of 25

Small Business Strategies

#28 of 51

#14 of 22

Focus Interactive Summit

#80 of 112

#261 of 496

Marketing Campaign

#15 of 32

#30 of 40

#8 of 20

Marketing Metrics

#29 of 35

#100 of 109