Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. 

In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skills like proactive outreach and early engagement remain essential for sales success, regardless of the target audience.

Matt also talks about how crucial it is to respect the buyer’s journey. Instead of forcing people through the sales process, he suggests sellers focus on becoming trusted experts and connectors. By doing this, they can build credibility and trust in their industry.

In this episode, you’ll learn:
1. Adapting Sales to Younger Buyers – Learn why building authentic, trust-based relationships is now critical to overcoming skepticism from younger buyers.  
2. Early Engagement for Long-Term Success – Understand the value of engaging buyers early in their journey to influence the decision-making process.  
3. The Importance of Brand in Modern Sales – Explore how strong personal and company branding helps salespeople stay top-of-mind throughout the buyer’s journey.  

Resources:
Matt Heinz’s LinkedIn: https://www.linkedin.com/in/mattheinz
Heinz Marketing: https://www.heinzmarketing.com/

Jump into the conversation:
(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Matt Heinz  
(01:31) Building trust with skeptical buyers  
(05:52) The fluidity of the buyer’s journey  
(07:47) How to leverage the first mover advantage  
(10:22) Understanding your ideal customer profile  
(13:15) What is a “poised” prospect?  
(21:25) The role of buying committees in sales success  
(24:56) The “double thank you” framework
(34:17) The role and value of brand in sales

For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/

Ep 093 Core Sales Skills for the Next Generation of Buyers

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. 

Welcome to Mental Selling!

New tracks tagged #salesframework