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Matt Heinz
Founder & President, Heinz Marketing Inc
@heinzmarketing
Buildings Don’t Write ChecksSales Pipeline & Demand Generation Secrets for Professional Services Firms
Housekeeping
• Copy of this deck
• Other offers for you:
– The Modern Marketer’s Field Guide
– Successful Selling
– My award-winning* apple-smoked bacon recipe
• Send me an email ([email protected]) or bring me a business card noting what you want
• Text “pipeline” to 72000 to get a free copy of my latest book Full Funnel Marketing
Quick, take out your smartphone!
Your customers are:
1. Busier than ever
2. Self-educated
3. Skeptical
4. Distrustful
5. Jaded
6. A lot like you!
The Five Foundations of Customer Commitment
1. Attention
2. Interest
3. Trust
4. Interaction
5. Engagement
The Five Foundations of Customer Commitment
1. Attention
2. Interest
3. Trust
4. Interaction
5. Engagement
Revenue responsibility in practice
• Quick sales vs. lifetime value
• Good sales vs. bad sales
– Expensive customers, higher churn likelihood
• Can you buy a beer with it?
• Business vs. commission check mindset
Attributes of a focused sales pro
• Daily plan
• Evening evaluation & recalibration
• Minimized distractions
• Effective triage
• Distraction management (internally & externally)
Accountability means…
• Transparency
• Constructive criticism & improvement
• Macro & micro calibrations
• Proactive adjustments
• Daily discipline
Is your tech helping or hurting?
• What problem does it solve?
• What does it automate or accelerate?
• What is your system or process?
• Can it scale beyond you?
What is your tolerance for chaos?
• Speed and focus amidst change
• Quick recalibration & new game plan development
• The power of humility
What empathy means…
• For your peers
• For your sales organization
• For other departments
• For your customers
• What is important to THEM?
Six Habits of Customer Trust1. Focus
2. Surprise & Delight
3. Daily discipline
4. Adjustments
5. Polite Persistence
6. Surround
Last slide last
• Respect your customer
• Lead with value
• Establish daily habits
• Manage your time
Housekeeping
• Copy of this deck
• Other offers for you:
– The Modern Marketer’s Field Guide
– Successful Selling
– My award-winning* apple-smoked bacon recipe
• Send me an email ([email protected]) or bring me a business card noting what you want
• Text “pipeline” to 72000 to get a free copy of my latest book Full Funnel Marketing
Quick, take out your smartphone!
Matt HeinzPresident, Heinz Marketing@[email protected]