By Matt Heinz, President of Heinz Marketing“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series.Every single week we highlight a new B2B sales, marketing or business leader in our own version of How I Work” questions.This week I’m excited to feature Nick Hart, senior enterprise customer success manager for Outreach.Nick is highly involved in the Seattle business community, including as co-organizer of TedX Seattle and on the leadership team of the American Association of Inside Sales Professionals (AA-ISP) Seattle chapter.First thing you do when you come into work?
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Every week we highlight a B2B sales, marketing or business leader answering what have become OUR standard “How I Work” questions.This week I’m thrilled to feature Melissa McCready, founder and CEO of Navigate Consulting Group.Melissa has helped numerous organizations with revenue operations, content marketing, events and more.Personal >1K, Business = 0First app checked in the morning?My business email accounts have folders set up by priority of projects/clients.
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You can catch up on everyone we’ve featured thus far in the “How I Work” series here.This week I’m thrilled to feature Rebecca Kline, General Manager, Growth at PagerDuty.Pro-tip, as we are a Google Suite shop having an ex-Google Cloud employee on your team really helps!She has a whole deck of amazing productivity hacks that she built for new employees who are feeling the learning curve of acclimating to G Suite.Swarm has a global map of every place I have ever been, with a decent search feature.Focused I use active calendar blocking and also take advantage of working on Sundays for deep work.
By Chris Goetz, Senior Engagement Director at Heinz MarketingThis may sound familiar to you: “We’ve taken all the right steps to build out our B2B marketing platform, but it just isn’t performing like we thought it would.We need stronger results from our marketing investment.”We hear this from clients all the time – it’s why they hire us!But often times the reason for a plateau in B2B results is that many organizations have jumped into demand generation, account-based marketing, and more modern-based B2B marketing methodologies without a sound strategy for integrating the core components of demand generation.But the magic is not in the execution of these components in silos, but rather the integration of all of these core components into a finely tuned machine.
Every week on Thursday, we feature a B2B sales, marketing or business leader here answering our very own version of “How I Work” questions.This week I’m excited to feature Tricia Montgomery, a long-time marketing executive who now serves as an interim CMO for fast-growth companies.Her resume is a who’s who of Seattle companies including Microsoft, Starbucks and Coinstar.I am an early riser and also do my best thinking work in the morning so I plan my day and meetings around creating space for that.What’s your best time-saving shortcut or lifehack?What are you currently reading?
By Sheena McKinney, Executive Assistant at Heinz MarketingI don’t think of myself as one of those fussy, needy customers (you know the kind), but when I experience poor customer service, sometimes mild indignation rears up in me… and I blame it all on Nordstrom.Among other things it included my pay stub from 1984 and a little brown booklet called “Selling .And the inside cover explains the asterisk….What a great glimpse into a time I now think of as a key milestone in the formative years of my career.Inside my white glossy folder with an ombre Nordstrom logo on front (seen below), were handouts about Nordstrom history and philosophy dated 1982 that looked like they had originally been typed on a typewriter and copied.
Every week I feature a new B2B sales, marketing or business leader here answering our very own version of “How I Work” questions.You can catch up on everyone we’ve featured thus far in the “How I Work” series here.This week I’m excited to feature Suzanne Calderon, Global Partner Marketing Director at Oracle Marketing Cloud.I just got back from Costa Rica so let’s just say it could use a little work.Emails related to high priority projects/partners or from management are answered first.On weeks where there is less “me time” available a glass of red wine in the evenings helps quite a bit!
By Brenna Lofquist, Marketing Consultant at Heinz MarketingI was looking through some of Heinz Marketing’s older blog content to see if there was anything I could repurpose or update and I stumbled across a blog post of Matt’s entitled Eight things to do when you have 10 minutes to kill.Quite often I find myself wishing there was more time in the day to accomplish my to-do list both at work and outside of work.I’m sure everyone has experienced that awkward break in between meetings, whether one ended early or someone was trying to give you a break during a day full of meetings – either way, I’m sure it’s happened to you at some point.But then I realized time is money and decided I should take advantage of that time.Here are some things I like to do during those awkward 10-20-minute breaks during my work day.
By Maria Geokezas, VP of Client Services at Heinz MarketingToo often in the B2B marketing world, we forget an important truth:Our customers are people, not companies!Behind every brand interaction is an actual person on a deadline, with a budget, goals to meet, and stress to manage.If our customers feel like another cog in the wheel of a sales cycle, their experience with us will feel cold and distant, inducing more anxiety in their search for solutions.Perhaps this is why 59% of B2B buyers avoid sales reps by doing their own online research — there’s too much noise and not enough human interaction!
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By Matt Heinz, President of Heinz Marketing“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well.Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions.I have been following his work for 15+ years, and his advice for marketers and companies of all sizes if highly accessible and right on the money.I have no idea how he gets so much done, but here’s a small window into how he does it.Ananda – a meditation app from Deepak Chopra
By Brenna Lofquist, Marketing Consultant for Heinz MarketingThis blog post was inspired/updated from a previous Heinz Marketing blog post written by Matt Heinz “10 best practices for better cold calling”.I am no sales expert but through my experience at Heinz Marketing, research I’ve done for clients, recommendations/project deliverables, and personal experience (being the receiver of sales outreach) I have developed quite a few best practices and tips for better sales outreach.All of Matt’s tips are still applicable but there’s probably some sprucing up to do given the post was written in 2011.While I have never been in a sales role and am no expert, as previously mentioned, I have the opportunity to view sales from an outsider’s perspective.Enough about my experience – hopefully I have given myself some credit and you might at least consider the tips I have for you.
By Stephanie Carrillo, Senior Marketing Consultant at Heinz MarketingIt would be a perfect world if everyone you spoke with at your last event was ready to buy today.Over the course of a week your company may have collected a few hundred leads, but chances are only one or two of those prospects are ready to make a purchase.At Heinz marketing, we recommend five lead stages to our customers to help guide a prospect through the sales funnel to make a purchase.When we develop the lead stages, this process works in tandem with defining the buying committees and building out the personas.The five lead stages we recommend are:
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By Matt Heinz, President of Heinz Marketing“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well.Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions.A geography major from Oxford, Andrew has spent the majority of his career consulting companies worldwide how to improve their marketing.With regards to tasks to complete that day.So, when I go through my email.
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Every Thursday we feature a B2B sales, marketing or business leader here answering what have become OUR standard “How I Work” questions.You can catch up on everyone we’ve featured thus far in the “How I Work” series here.Zero unread emails in my primary folder; 29 unread notification and newsletter emails, which I read all in one sitting a couple times a week.Instagram, because I follow friends and artist accounts, and it makes me happy to start the day connecting with good vibes.I’m more task oriented in the morning, and more focused in the afternoon.I filter anything related to notifications, newsletters, updates, promotions — basically anything not time sensitive or mission critical — into a separate folder so it doesn’t clutter my primary inbox.
By Lisa Heay, Planning Manager at Heinz MarketingMy career began as an in-house marketer.Sometimes we get asked tough questions and must tell clients, “That’s a great question – I don’t know the answer right now, but I’ll look into it.” That’s our job – we turn around and put in the work to figure it out.More importantly, displaying these characteristics ensure you’ll gain value from the relationship, as well.It is so important for clients to have an executive-level sponsor on their team to keep everyone accountable and driving towards the same goal.When leadership isn’t on board, it’s very hard for the team to devote the time needed to get the most value out of the project.
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Every week, right here on Thursdays we feature a B2B sales, marketing or business leader here answering what have become our very own “How I Work” questions.You can catch up on everyone we’ve featured thus far in the “How I Work” series here.This week it is our pleasure to feature Barb Mosher Zinck, CEO at BMZ Content Strategies, a content & product marketer, martech analyst, and a writer of a regular weekly column for Diginomica.I do love Google’s classifications – helps me pay attention to the most important email.Messages – to keep in touch with the family.What’s your perspective or approach to work/life balance?
This week I’m excited to feature Mark Sims, founder and CEO of Fikes Products.A former collegiate football player and past president of the Entrepreneurs Organization Seattle chapter, in addition to running his business Mark is active with the YMCA and helping new entrepreneurs worldwide.Location: My main distribution center in Kent, WA mostly but also Portland and Denver offices or wherever I travel I’m pretty good at making do.My ritual is 30 minutes of time at my desk working on activities that involve anything but e-mail.I instead have a drink comprised of 1 healthy teaspoon of turmeric, 1 cup of warm water, 1 whole lemon juiced and a pinch of black pepper for quicker absorption into my system.I do e-mail in a couple select segments throughout the day (late morning, right after lunch and late in the day) and don’t work on it continually.
By Lauren Dichter, Marketing Consultant for Heinz MarketingIn 2018, less than 25% of total survey respondents were confident their ABM programs were effective, while over half of the group of survey respondents with advanced ABM programs were genuinely confident in their programs’ ability to drive revenue!Which begs the question, where do ABM practitioners find the most success, and, perhaps more importantly, what steps are they taking to get there?To find out, Terminus and Heinz Marketing teamed up in late 2018 to conduct a survey of 211 B2B sales and marketing professionals who are currently running ABM programs in their organizations.Through this effort, we uncovered the specific aspects of ABM that gained momentum, remained the same, or lost momentum in 2018 as compared to previous years.Various elements of ABM in 2018 are organized below into these 3 categories:
By Matt Heinz, President of Heinz Marketing“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, so much so we started our own series a few years ago.In addition to a career with a wide variety of executive roles, Aaron has served as a high school soccer coach and regional executive for Boy Scouts of America.I treat my email like triage and try to get through and categorize by the end of the week.I find a review of my daily priorities at that moment before I dive in really helps productivity.How do you keep yourself calm and/or focused?
By Joshua Baez, Engagement Manager at Heinz Marketing“How do my peers make buying decisions?”It’s a question on the mind of many of today’s B2B marketing leaders — and for good reason.The role of the marketing leader is evolving, expanding to focus on more strategic purchase decisions spanning the entire customer lifecycle.And with this expansion comes the greater potential that your decisions more broadly impact the success of your company as well as the other functions across your organization.The creation of the B2B buying committee was intended to lighten the load of the buying process for marketing leaders.
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