Author Archives: Matt Heinz

Picking the Right Social Media Channels

The volume of social media channels available to engage with is exhausting. And they keep coming. As an individual or a business, there’s no way you can keep up with them all. And the good news is, you don’t have to. Take a step back, and answer these two questions: Where are my customers? Where am I most comfortable? The ...

Read More »

Six Efficient Habits for Success and Balance

It seems that every time I take some time off (whether it’s a long weekend or paternity leave), I bring a fresh perspective about my work back to the office. I tell myself in the days beforehand I’m going work smarter, seek better balance, avoid more distractions, and so forth. With the best of intentions, these objectives too often fall ...

Read More »

How to Sort 2,000 Emails in an Hour

Whether you’re coming back from a long weekend or two full weeks away, your email inbox is going to be really full. The last thing you want to do is waste your entire first day sorting through email. That’s no way to get real work done. Recently I came back from a short two-week paternity break to more than 2,000 ...

Read More »

10 Proven Sources of Inspiration

Few people argue with the value of creating regular content – more prospects, more Web traffic, more thought leadership and a better-educated set of prospects are just a few of the benefits regular bloggers enjoy. A primary hurdle I hear from many would-be bloggers and innovators is content or solution inspiration. So where do you find new blog post ideas? ...

Read More »

How to Market Your Marketing Organization

Does your marketing organization have a brand? Do you have a reputation within the company? If I asked the sales team what they thought marketing did, what would they say? If we asked your executive team how to describe marketing’s contribution to the business, how would they answer? If you lead or are part of a marketing team, you have ...

Read More »

Is context more important than permission?

I get a lot of junk mail at home. Some of it, though unsolicited, is actually valuable. If an advertiser was smart enough to map my interests with their products or services, I’m more likely to take a quick look. I didn’t ask ESPN to send me that baseball-themed catalog, for example. But I still read through it and picked ...

Read More »

How Saying 'No' Can Help you Get to 'Yes'

What happens when you say no? More often than not, in a business context, you end up getting what you want. It’s a wonder more of us don’t use no more often. Of course, reality isn’t that easy. We all want to please, make our customers happy, get the job done. If we keep saying yes, we’ll close the deal. ...

Read More »

Be Indispensable – Instead of Sticky

I’ve always had a problem with the word “sticky” as it relates to product or go-to-market strategy. Sticky, from a customer point of view, is a negative. It’s something that you can’t get off. I prefer the word indispensable. That’s a customer-centric word. It implies that the customer can’t live without what you’re doing for them. It implies they don’t ...

Read More »

My Three Words for 2011

Inspired by Chris, I decided to boil down our focus areas for 2011 to three words. I’ve done this for myself personally as well, and challenged our team to do it for themselves too. Here are our three words for 2011, including what I think they mean and how they’re guiding how we work. Results. Everything we do is about ...

Read More »

3 Things You Must Know About Your Customers

Every great product, every successful sales & marketing plan, starts with the customer. As you build product and go-to-market plans moving forward, make sure you can crisply answer these three questions: Who is our customer? You want a crisp definition here, a solid profile and/or persona that tells your entire team who you’re building for and selling to. Who are ...

Read More »