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/