Home / Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus Guest: Matt Heinz Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn. You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their hand. Spend the time needed to gauge their progress. Communicate what is and isn’t being done. Otherwise you’re leaving all your hard work to chance. I speak with Matt Heinz, President & Founder of Heinz Marketing and host of Sales Pipeline Radio, about maintaining (and expanding) these relationships, what account based selling really means and requires today and more. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions Listen on Apple Podcasts, Google Podcasts, Spotify, SoundCloud, iHeartRadio, Stitcher or wherever you get your podcasts as we discuss:– Account based sales and marketing: how it has evolved & how to strategically select the right targets– The role an MQL (marketing qualified lead) can still have in an organization– Account based customer retention strategy & salesperson expectations– Rethinking the buying community & building your brand Shape Copy “One of our largest jobs as sellers is to help build internal consensus towards a commitment to change.” -Matt Heinz Want to learn more about the strategy, mindset and focus needed for account based sales and marketing strategies to work? Rethinking the buying community & building your brand? How to discern the right metrics to focus on from the wrong ones? This episode of Mental Selling is for you. Shape Copy “There’s other ways of ensuring that other people in the buying committee start to get exposed to the content and the insights and the sense making that will help them organically build more awareness of the problem and more of a commitment to change.” -Matt Heinz Related Links: Follow Matt Heinz on Twitter Heinz Marketing website Account-Based Selling and Adapting to Buying Committees of the Future- and Present (blog post) Raise your Mental Selling acumen with us by subscribing on SoundCloud, Apple Podcasts, Google Podcasts iHeartRadio, Spotify, Stitcher or wherever you get your podcasts. Please rate our show or leave a comment— we’d love your feedback! Share This Post: Related Episodes When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin Guests: Michelle Dillon and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 135 July 9, 2026 21:15 Human-Centric Selling and Risk-Aware Growth with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 134 June 4, 2026 29:45 When Compliance Meets Culture in Banking with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 133 May 15, 2026 23:47 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin Guests: Amara Hunt and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 132 May 4, 2026 32:39