14: Less is More: Driving Sales Tech Stack Performance with Heinz Marketing's Matt Heinz

Less is More: Driving Sales Tech Stack Performance with Heinz Marketing's Matt Heinz Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, keynote speaker, author, and radio host, Matt Heinz joins the show to discuss his background in marketing, the relationship between Sales and Marketing, and trends he’s noticing in the sales tech industry. Matt has over fifteen years of experience in marketing, business development, and sales experience from a variety of organizations, vertical industries, and company sizes. Today, Thom and Matt discuss the key role Marketing plays in supporting sales professionals. Matt talks about his experience with prospecting and provides best practices, including the value of utilizing the phone as a means of outreach. Matt shares his thoughts on sales tech stack that all organizations should be employing and expounds on what excites him most about the future of sales tech. What We Covered: 00:39 – Thom introduces today’s guest, Matt Heinz, who joins the show to talk about his marketing company, Heinz Marketing, and the relationship between Sales and Marketing 03:40 – Matt speaks to the tools that both Sales and Marketing utilize 05:12 – Trends Matt has noticed in sales tech that sales professionals need to pay attention to 08:01 – Best practices for standing out while prospecting 12:39 – Matt stresses the importance of paying attention to the little details when looking to differentiate yourself 15:05 – Matt lists the sales tech stack that all companies should have in their arsenal and the value of using the phone as a means of outreach 18:38 – How to get sales professionals to better utilize sales technology 21:09 – What excites Matt the most about the future of sales tech 23:18 – Final words of wisdom from Matt 24:21 – Thom thanks Matt for joining the show today and let’s listeners know how to connect with him Tweetables: “You still, as a business, want to build brand. You still want to build thought leadership. You still want to build credibility for your brand and to build trust. But, you can’t just focus on that and say, ‘We’ve done our job for sales.’ You have to provide more tangible value in the way of actual, qualified leads as well as tools, content, and support to help the team close more business.” (03:18) “In the best, highest performing organizations where they’re consistently hitting their number, Marketing is helping to create the playbook of, ‘How do I use LinkedIn Sales Navigator to get more value?’” (04:32) “That’s my number one feedback to selling organizations is recognize the volume of noise in front of your prospects and be better.” (06:59) “According to Gartner Sales Research, only three to four percent of companies in your market are actively buying right now. Forty-six percent of the market are considered poised.” (14:02) “So the question you asked was, ‘How do we get salespeople to better use the technology?’ I would say the answer is probably in asking the opposite question, ‘What is the technology that’s gonna best support the sales organization?’” (19:03) “You don’t win awards, let alone sales, from having the most tools. You win awards and sales and make more money and get promotions in having a tech stack that is actively used that has a direct correlation to driving performance. In ninety-plus percent of occasions that means less is more.” (20:40) Links Mentioned: Matt Heinz on LinkedIn                     Matt’s Email  Heinz Marketing on Twitter  Heinz Marketing Website  Salesforce  Outreach  VanillaSoft  LinkedIn Sales Navigator

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