Author Archives: Matt Heinz

Five Fast Steps to Sales & Marketing Success

Too often, Sales & Marketing blame each other for a lack of results. The leads aren’t good. Sales doesn’t follow up. The excuses go on and on. If this sounds familiar for your organization, there are things you can start doing right away to mend fences and start on a path towards not only better relations, but far better revenue ...

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Are your speeches Twitter-friendly?

When I conduct media training, we teach spokespeople to not just think in terms of sound bites, but to use those sound bites at the beginning of their answers. That way, they’re not only more quotable, but you have a better chance that the reporter is taking good notes and gets your comment recorded for use in their piece. Pretty ...

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Five Ways to Prepare for 2010

I can’t believe it’s already December, and 2009 is almost gone. That means it won’t be long before the holidays are over, and we’re staring at a brand new month, quarter and year. Before January hits you unprepared, spend time in December both catching up and getting ready. Here are five specific things to get you started: 1. Read That ...

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Joining, Talking and Participating

Want credibility with a set of prospective customers? Want to be accepted as one of them, as a part of their tribe? It takes more than just joining their club. It takes more than just speaking their language, and talking at them. To be accepted today, you have to participate. Participation means two-way communication, in an authentic manner, on a ...

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Five Steps to a Successful B2B Social Media Strategy

The beauty of most social media channels is that they’re so easy to join and engage. Most are free. It takes just a few minutes to get set up, and literally seconds to start publishing. But if you’re marketing and selling a B2B product, a simple five-step process can ensure you’re getting the maximum, measurable yield from your efforts in ...

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It is NOT who you know

Why Trust Trumps Volume by Matt Heinz The assumption that a big network – thousands of followers on Twitter, an enormous rolodex, a really big mailing list – directly translates into influence and performance is ridiculous. Anybody can build a big list of names. The more important question is whether those people care about you. Do they respect you? Do ...

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7 Reasons I Joined the Local Chamber of Commerce

Last week I finally joined the Kirkland Chamber of Commerce. I’ve attended a few events over the past year, but it was time for me to become an active member. I know in an age of Twitter and LinkedIn and all kinds of alternatives to business networking, joining the local Chamber can sometimes be seen like less of a priority. ...

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Stop Telling Prospects What You Do

Your prospects don’t care what you do. They don’t care how it works. They’re only thinking of themselves. And can you blame them? Their butt is on the line if they don’t deliver results, cut costs, delight their own customers. They have their own problems, their own pain, their own priorities. Your prospects don’t care what you do. They will ...

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