Author Archives: Matt Heinz

Stop Procrastinating – 2 Minutes or Less

When I think about procrastination, I think first of bigger projects. I have a column to write, a proposal to finish, a report to publish. The real time-suckers are the much smaller projects. If you read an email and don’t take action right away, you’re procrastinating. If you see an interesting article or blog post and don’t do something with ...

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Generating Social Leads

Let’s face it, the term ‘social media’ doesn’t mean much. It’s passive, and speaks more to the channel vs. the intent or objective of what’s actually happening there. Your customers are talking to each other. They always have. Only now, they have tools to do it faster, in real-time, and in front of everybody else. That’s social media. But social ...

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Are you turning leads into sales?

Leads alone mean nothing. Leads don’t equal revenue. By definition, leads are just prospective buyers who haven’t yet bought a thing. Marketers get upset when their executives think of them, and their budgets, as a cost center. But those same marketers often focus on generating leads, and that’s it. They don’t hold themselves accountable for the sale. What happens after ...

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Bias for Action

Should one of your company, department or individual core values be a bias for action? What does that mean? It means you take action. Get projects, products and campaigns to market quickly. You test. You spend more time executing, learning and improving. You let the market help you make decisions vs. doing it in isolation. You test quickly instead of ...

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Start-ups Don't Starve, They Drown

Three Steps to Keep from Drowning in Big Data

A former colleague who worked with me at a couple different start-ups had this quote at the top of his white board at all times: “Start-ups don’t starve, they drown.” The point is simple – very few of our organizations have a lack of opportunity, or things to do. One of our most important jobs is to choose the right ...

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Five Key Characteristics of an Entrepreneur

I briefly followed a Twitter conversation yesterday afternoon that attempted to define what a real entrepreneur is. It stemmed from one individual’s frustration that some small company employees considered themselves entrepreneurs, even though they did not own or start the company. I wonder if it matters. Furthermore, I love the idea of employees – at big companies and small – ...

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Seven Reasons Your Business Should Be On Twitter

I can think of seven specific, revenue-producing reasons why most businesses should be on Twitter. If your customers are using Twitter, you probably should be to. But how, and why? Here are seven places to start: 1. Get New Customers What do you sell? There are prospective customers talking about it on Twitter right now. Do a search for that ...

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Run Your Business Like a Life

by Matt Heinz For many of us, business and life – personal and professional – blur together on a regular basis. But the idea of running your business (or your career) like a life is a good one. Chris Brogan wrote about this in his newsletter this morning, and I’ve included some excerpts below. Worth a quick read: In writing ...

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Start with the Why

by Matt Heinz Too many sales & marketing messages, unfortunately, talk about “what” and “how”. And at the front of the sales process, that’s a shame. You’re proud of what you’ve built, which is great. You have six new features in the latest version, awesome. But if you lead your pitch with a description of what you’re selling, or how ...

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When Not to Use Focus Groups

I’m still a fan of focus groups. Yes, they’re mostly qualitative, and at best you’re capturing information from a handful of customers that may or may not be representative. But the richness of information, the multi-dimensional and behavioral feedback is unique to that environment. And with some products (trying on jackets, or testing perfume for example) sending an email survey ...

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