The Authority Builder Podcast

Now, more than ever, says Matt Heinz, you need to be crystal clear about who you’re selling to and why… and build your message around that. Only then can you stand out from the crowd and reach the fewer prospects who are buying (and are buying less, by the way). He says the first step is to set your sales goals – and that informs your target market. Next, setting up a “sales funnel.”

Show Notes

Now, more than ever, says Matt Heinz, you need to be crystal clear about who you’re selling to and why… and build your message around that. Only then can you stand out from the crowd and reach the fewer prospects who are buying (and are buying less, by the way).
 
He says the first step is to set your sales goals – and that informs your target market. Next, setting up a “sales funnel.” 
 
But in complex selling, which requires multiple “touches” to get the deal, a new type of funnel is needed, says Matt. He outlines a sales process that incorporates all parts of your organization working together.
 
As part of that, Matt talks about getting very specific about your target audience – much more detailed than you might think. We talk about that, as well as…
 
  • A strategy for scaling up revenue goals – without increasing your marketing budget
  • How to get sales and marketing teams to actually work together 
  • Why the wrong types of goals can sabotage your marketing 
  • When a lead isn’t a really a lead
  • And more

What is The Authority Builder Podcast?

The Authority Builder Podcast is the place to come if you are building a professional practice and want to be seen as the leader in your market. We interview the top experts throughout professional services and share insights to help you grow your firm and be positioned as the only choice the clients ever want.

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
― Calvin Coolidge, 30th President of the United States