Matt Heinz, #MKTGgenius: It’s All About the Grind

Have you heard about the Society of the Secret Sauce yet? Earlier this week, we announced our members-only club along with several members. Take a look at the full list and learn about our contest here. Recently, I was fortunate enough to catch up with an honorary member and uber-marketing genius, Matt Heinz of Heinz Marketing to learn more about what makes him and his clients successful. Read the Q&A with Matt below.

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Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washington with his wife, Beth and three young children. Follow Matt on Twitter

What is the secret to your success in marketing?

Grinding. Seriously, there is no secret sauce to this. No one thing that will work now and forever. Every day you need to challenge your assumptions, test new things, put your hard hat on and figure out how to make connections with your customers that bring value to both of you.

What’s something you wished you learned earlier in your career?

The eternal importance of relationships. I didn’t invest enough time in building them, nurturing them, investing in them. Relationships are the lifeblood of business & sales, and have been critical as I’ve grown Heinz Marketing in the past few years.

What is one marketing technology (or capability) that you can’t live without? Why? 

The telephone. Seriously, it’s my most important technology tool right now. There are of course several tools that help me make better use of the phone – LinkedIn for buying signals and trigger events, Rexter for targeted daily call lists, Contactually to remind me when it’s been too long since I’ve talked to someone important to me. But I’m finding that an investment in phone time is an accelerant to relationships and sales progress vs. other channels.

In your time at Heinz Marketing, what’s the #MKTGgenius project you’re most proud of?

You know that MarTech Landscape Supergraphic? Apparently even Scott Brinker didn’t have it in spreadsheet format. So we created one. In less than two weeks, it had been downloaded over one thousand times. Proud of how our team got creative and scrappy on that one.

How do you evaluate and select new marketing technologies?

Impact on pipeline and revenue. Can this technology help me accelerate relationships, lead readiness and qualified opportunities? Can it do something better than a more expensive or more manual process? Does it address a gap or bottleneck in my current process that’s impeding more growth or sales?

If you could write a haiku about marketing, what would it be?

It’s all about sales

Sell the hole and not the drill

Embrace revenue

What’s next? What are your areas of focus for marketing for the remainder of 2015?

We’ve launched a CMO practice that is growing like crazy, and doubling down on our marketing technology practice to help companies navigate, choose and profit from the right martech mix for their organizations.

Check out another #MKTGgenius’s Q&A here.

Written by

Amanda Maksymiw
March 27, 2015

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