Episode #079: Matt Heinz
Build Bigger Pipelines
Matt Heinz is an Author, a Keynote Speaker and a Consultant. Matt is the President of Heinz Marketing which is a Greater Seattle based marketing consultancy as well as the host of Sales Pipeline Radio.
Key Takeaways From This Episode
[00.47] Matt shares his journey into sales – Aspiring aeronautical engineer moves into sales through a giant mistake.
[01.46] How Has Selling Changed – The attention span of clients has decreased significantly.
[07.35] The Key Attributes of a Modern Successful Sales Professional – Detail oriented, organized, focussed, disciplined, persistent, and they are challengers of the status quo.
[09.00] Matt’s Top Three Sales Do’s and Don’ts – Do’s: Build bigger pipelines, spend time every day prospecting, be a source of value for your customers. Don’ts: Don’t keep following up with customers, don’t just react to what’s in front of you and don’t ignore your customer.
[11.11] Matt’s Most Satisfying Sales Pursuit and Lesson – Matt shares a pursuit where he maintained contact with a contact for five years which describes the value of longevity and persistence.
[12.48] Matt’s Advice to His Younger Self – Build a bigger network, go out and build relationships.
[14:40] Bonus Question – Matt shares some information about Sales Pipeline Radio
More About Matt
What is your all time favourite sales-related movie?
Favourite sales related quote?
“Sell the hole, not the drill.”
Which sales book has had the most positive impact on you?
Mastering the Complex Sale by […]