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Episode #090: Selling to Multiple Decision Makers with Matt Heinz

In This Episode of The Buyer’s Mind with Jeff Shore:

Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker.  That could be a husband and wife or it could be different level managers in a B2B situation. This situation nothing new to the seasoned sales professional but the solutions might not be what you think.  Find out how to follow the passion in this episode of The Buyer’s Mind.

Topics we’re going to cover on today’s podcast:

[1:06] What do you do when you have multiple decision makers?

[7:42] Lot of experts in marketing – what separates real marketing?

[14:07] How do you make everyone happy with multiple decision makers?

[21:38] Successful sellers focus more on being memorable than on being agreeable

[28:33] Hot seat questions

More about our guest Matt Heinz:

Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.

Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth.

Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt renovated his 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth and enjoys it with their three young children, dog, two rabbits, and seven chickens.

Links from today’s podcast:

HomeStreet Bank

Matt Heinz

Atlas Shrugged

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.