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  • 1 year ago
Episode 335: Marketing Into the Sales Funnel. With Matt Heinz.

Episode 335: Marketing Into the Sales Funnel. With Matt Heinz.

Joining me for the second time on Accelerate! is my guest Matt Heinz. Matt is Founder and CEO of Heinz Marketing, and the author of Full Funnel Marketing: How to Embrace Revenue Responsibility & Increase Marketing’s Influence On Pipeline Growth & Closed Deals. Among the many topics that Matt and I discuss are how Full Funnel Marketing is a challenge to marketers; how to measure Marketing’s contribution to the pipeline; the challenges for integrating Marketing and Sales; and why so many sales reps have trouble selling the outcome vs their product.     KEY TAKEAWAYS [:57] Matt, self-proclaimed B2B marketing geek, founded Heinz Marketing to help companies build and manage sales pipeline. [2:07] His book, Full Funnel Marketing, challenges marketers to think beyond traditional metrics, and to put their activities in line with the numbers the organization cares most about. [6:04] How can an organization measure Marketing’s contribution to pipeline? [8:04] What is the importance of understand

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