Episode #079: Matt Heinz

Build Bigger Pipelines

MEET

Matt Heinz

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?
Tommy Boy

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 Jeff Thull

Who / What inspires you?
My wife and children inspire me.

What aspect of your own personal development are you most focussed on improving at the moment?
Managing my time and resources more efficiently against my objectives (personal and professional)

Hobbies, Interests?
Numerous!  I’m a big baseball and college football fan, and enjoy woodworking and BBQ on the weekends.