Matt Heinz of Heinz Marketing Joins the Sales Lead Management Association’s Board

Matt-Heinz-300x300-300x300March 20, 2017- - Lynden, WA - - James w. Obermayer, President  of the Sales Lead Management Association (SLMA) announced that Matt Heinz, founder & president of Heinz Marketing and host of Sales Pipeline Radio, has joined the SLMA as an advisory board member.    Obermayer said, “With his background in sales and his agency’s focus on predictable pipeline creation and management, Matt brings a wealth of knowledge to our association.  Heinz is the expert’s expert on these topics and we welcome his experience at the SLMA.

Full-Funnel-Marketing-Book-ThumbnailHeinz is also the author of four books: Full Funnel Marketing (2016), The Modern Marketers Field Guide (2013) Startups for Sales (2013), and Successful Social Selling (2012).

“For the past 10 years I have known him, Jim has pioneered and evangelized countless efforts, trends and tactics to improve predictable pipeline performance in B2B,” Heinz said. “It’s an honor to work more closely with him and the SLMA board moving forward.”

Salespipelineradio-header2018 (1)Heinz is also host of the live, long-running Sales Pipeline Radio, which has over 100 episodes and 20,000-plus listeners; the program is on the Funnel Radio Channel.   All past episodes are available as podcast replays on

Recent programs include:

Your Crazy-Busy Buyer: How to Break Through, Build Value & Get the Sale with Jill Konrath

Cold Outreach Is Alive! But Are You Doing It Wrong? with Mike Schultz

The Power of Radio: Building Trust, Credibility (and Pipeline) with Paul Roberts

Sales Enablement at Enterprise Scale: How Citrix Does It with Eric Spatzer

 About Heinz Marketing   

 Heinz Marketing is a B2B marketing and sales acceleration firm that delivers measurable revenue results. Every strategy, tactic, and action has a specific, measured purpose. Instead of focusing on the activities, we focus on the outcomes. What really matters is sales pipeline, closing business and accelerating revenue.

About the Sales Lead Management Association

 At the Sales Lead Management Association we believe that managing sales leads manages revenue.  Membership and subscriptions to various publications and broadcasts, as it should be, are free.  For information call Sue Campanale at 360-933-1259.  The Sales Lead Management Association is a division of the Funnel Media Group, LLC which publishes the Funnel Radio Channel and B2B Podcast Directory.            

White Paper Review: Marketo's Marketing Metrics Guide - Must Reading

DG2MM coverWhy It’s Important:

“Reporting on revenue created by marketing by source is the only truth that counts.  Marketing now controls the majority of the pipeline and with it comes revenue responsibility.”

James Obermayer

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White Paper: Outdated CRM Fails to Enable - VanillaSoft


Why It’s Important:

“Best-in-Class companies are aggressively supporting inside sales-enablement, and as a result see an average of 87% of their reps achieving quota, and a 17% year-over-increase in corporate revenue.”

Ken Murray - VanillaSoft

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Title:   Why traditional CRM is Not Enough

Subtitle:  A white paper on the changing dynamics of inside sales

Published by/Authors:  Ken Murray - VanillaSoft      

Gated: Yes

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Length:  5 Pages






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Konrath on Her Book: More Sales Less Time with Matt Heinz

Your Crazy-Busy Buyer: How to Break Through, Build Value & Get the Sale


Why it's Important

"When people are this busy, you have to fundamentally shift how you do things in order to peak their curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more."


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How to Compete Against Industry Giants: Caretsky


2 Tips for Competing Against Industry Giants

“Every industry has an 800-pound gorilla, but that does not mean you cannot effectively compete against  them and grow your business” says Larry Caretsky, president of Commence Corporation.

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Caretsky knows because his firm competes in the CRM software industry, one of the most competitive areas in the technology sector. Despite this, Commence Corporation continues to grow by helping small to mid-size businesses improve how they market, sell and provide service to their customers.

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Salary: Digital Marketing Manager:, PayScale and glassdoor


Digital Marketing overall has a growing interest for us.  As such we are looking at salaries for these positions.  We will search out salaries and job descriptions and conduct interviews on SLMA Radio (Live) and podcasts about digital marketing management. 

Why it's Important

SLMA's interest lies in measurement of marketing because we believe if you can't measure it you can't manage it. 

Our last salary post about digital marketing is this one:

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Market Intelligence Infographic from New Jersey Institute of Technology

The following Infographic is from the  New Jersey Institute of Technology.    It fits nicely this week with our series of posts and discussions in the coming week on SLMA and CRM Radio about the skill of Digital Analytics and salaries of marketing people that work with the results on marketing intelligence.

This is an especially insightful visual guide from a source that isn't biased in its approach. 

Why it's Important

Market intelligence (MI) refers to data that uncovers information about a product’s market, which is then used to shape strategies around advertising, market penetration and new products. By devoting time and resources toward gathering and analyzing MI, some companies have been able to rise above their competitors.

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