Shows
Sales SOS PodcastEp.76 Stop Managing, Start Coaching: The Difference That Drives ResultsLiz Heiman and the Sales SOS crew reveal why yelling louder and repeating yourself doesn't work. They break down the difference between coaching, training, and mentoring, explain the feedback ratio that actually keeps reps engaged, and discuss why trust has to come before critique. The conversation covers different meeting types and what they're each designed to accomplish, plus a powerful approach to peer-led training that elevates the whole team. If your coaching feels like it's falling flat or your best advice gets ignored, this episode explains what's actually getting in the way.
2025-12-1522 minSales SOS PodcastEp75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead)Liz Heiman and the Sales SOS crew expose why most sales teams ignore their KPIs, and it's not what you think. They discuss the difference between measuring activity versus outcomes, reveal the critical mistake that kills complex deals before they close, and explain why your company values might be contradicting your compensation structure. If your reps are hitting their numbers but you're still losing deals you thought were "in the bag," this episode shows you what's broken in your measurement system.
2025-12-1524 minSales SOS PodcastEp74. How to Build a Compensation Plan That Makes SenseLiz Heiman and the Sales SOS crew tackle the biggest mistakes in sales compensation plans. They reveal the formula most companies miss, why your targets might be setting your team up to fail, and the critical decision between paying on bookings, revenue, or profit. If your comp plan feels like guesswork or your best reps keep leaving, this episode shows you what to fix.
2025-12-1531 minSales SOS PodcastEp73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will)Liz Heiman and the Sales SOS crew tackle what most sales leaders get wrong about compensation: jumping straight to incentive plans when performance lags. Before comp can work, you need to remove the friction preventing your team from selling, hire for the right skills, and build trust and coaching into your culture. This episode sets the foundation for their compensation series by addressing leadership gaps, toxic management, and the real costs of turnover. It's about creating a selling machine instead of throwing money at a sales prevention department.
2025-12-1524 min
GoalChatScalability with Liz Heiman, Camille L Miller & Joe PatneaudeOn this episode of GoalChat, host Debra Eckerling talks about Scalability with Liz Heiman, Regarding Sales; Camille L. Miller, Soul Professional; and Executive Coach Joe Patneaude. The panel shares their origin stories and thoughts on building a sustainable, scalable business, along with things like customer service, leadership, and "drag."
Goals
- Joe: Do a self-assessment: Look at what you do on a daily basis as a leader, and decide what has to be you and what can be systemized
- Camille: Look at everything that happens from the first conversation...
2025-10-161h 05Sales SOS PodcastEp.68 Beyond MEDDIC: Adapting Sales Methodologies to Match Your Buyer JourneyIn this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen look at what happens when sales methodologies collide with messy CRM data and long buying cycles. From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust.
2025-09-2927 minSales SOS PodcastEp.67 Picking a Sales Methodology for Your Team: SPIN and SandlerIn this episode of Sales SOS, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen explore the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. The crew goes over how to avoid the “Frankenstein” problem of mixing too many approaches, how to factor in multiple stakeholders and long buying cycles, and why outdated methods often fail to align with today’s buyer journey.
2025-09-2943 minSales SOS PodcastEp.66 Picking a Sales Methodology for Your Team: Strategic SellingIn this episode of Sales SOS, Liz Heiman, Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons move from defining sales methodologies to exploring how to actually put them into practice. The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. The group also looks at the challenges of change management: why rolling out a new methodology feels like launching a campaign, and how internal messaging and consistent language help teams adopt it successfully.
2025-09-2923 minSales SOS PodcastEp.65 Picking a Sales Methodology for Your Team: ChallengerIn this episode, Liz Heiman, Renee Bigelow, Brynne Tillman, Mike Simmons and Chris Bowen take on one of the most common points of confusion in sales: what exactly counts as a methodology, and how it differs from a system, a framework, or a process. The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth.
2025-09-2926 minSales SOS PodcastEp.64 Team-Building for Sales Success: Supporting Your Sales Team (Strategy, Tools and Compassion)In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution.
2025-07-2916 minSales SOS PodcastEp.63 Team-Building for Sales Success: Getting Team Buy-in for New InitiativesIn this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use.
2025-07-2926 minSales SOS PodcastEp.62 Team-Building for Sales Success: A Day in the Life of a High-Performing SalespersonIn this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting...
2025-07-2928 minSales SOS PodcastEp.61 Team-Building for Sales Success: Cross-Team Collaboration (Not Sales in Isolation)In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a...
2025-07-2936 minSales SOS PodcastEp.60 Selling in Tough Economic Climates: Bringing Energy Back to a Struggling TeamIn this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times.
2025-07-2124 minSales SOS PodcastEp.59 Selling in Tough Economic Climates: Handling Uncertainty (Tariffs, Regulations, etc)In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients.
2025-07-2125 minSales SOS PodcastEp.58 Selling in Tough Economic Climates: Navigating Sales in a Down MarketIn this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable.
2025-07-2128 minSales SOS PodcastEp.57 Selling in Tough Economic Climates: A Winning MindsetIn this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show...
2025-07-2127 minSales SOS PodcastEp.56 Your Sales Team Isn’t Broken: Reading Buyer Signals and Closing DealsIn this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes.
2025-07-2137 minSales SOS PodcastEp.55 Your Sales Team Isn’t Broken: How Better Questions Lead to Better Sales ConversationsIn this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more...
2025-07-2127 minSales SOS PodcastEp.54 Your Sales Team Isn’t Broken: Handling Objections with Confidence and CompassionIn this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate...
2025-07-2124 minSales SOS PodcastEp.53 Your Sales Team Isn’t Broken: Building Credibility, Earning TrustIn this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding...
2025-07-2125 minSales SOS PodcastEp.52 Sales Leadership in a Virtual World: Leveraging Relationships or List BuildingIn this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture.
2025-07-2122 minSales SOS PodcastEp.51 Sales Leadership in a Virtual World: Keeping Remote Teams Engaged and On TrackIn this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space...
2025-07-1621 minSales SOS PodcastEp50. Mastering Virtual Sales Meetings: Best PracticesThis episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client...
2025-07-1619 minSales SOS PodcastEp.49 Sales Leadership in a Virtual World: Rethinking Territory ManagementThis episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why...
2025-07-1629 minSales SOS PodcastEp.48 The Future Of Sales: Treat Customers Like Humans, Not TransactionsIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into the concept of loving your customers with experts Brynne Tillman and Renee Bigelow. The discussion revolves around how businesses can show genuine care for their customers by treating them the way they want to be treated. Key strategies include making introductions, offering insightful advice, and showing appreciation through small gestures. The experts also emphasize the importance of maintaining transparency, following through on commitments, and continuously improving customer experiences to foster long-term relationships and drive business growth.
2025-05-2613 minSales SOS PodcastEp.46 The Future Of Sales: Human Skills That Still Matter in the Age of AIIn this episode of the Sales SOS podcast, we dive into the human side of sales in an increasingly tech-driven world. Liz Heiman, Brynne Tillman, and Renee Bigelow explore the essential skills salespeople need today — from curiosity, resilience, and communication to adaptability and emotional intelligence. The conversation also highlights how AI and technology can support, not replace, real human connection. Whether you're hiring, training, or selling, this episode offers fresh insights on what truly makes a sales professional effective in 2025.
2025-05-2621 minSales SOS PodcastEp.45 The Future Of Sales: Rethinking Territory ManagementIn this episode of the Sales SOS podcast, hosted by Liz Heiman, experts Brynne Tillman, and Renee Bigelow discuss the transformative landscape of sales driven by technological advances and AI. The conversation explores the enduring importance of relationships in sales, the evolution of technology's role, and the critical need for prompt writing skills. They emphasize how AI can enhance rather than replace human interactions. The discussion also covers the shift from a seller-driven to a buyer-driven market, the importance of being a trusted advisor, and how to adapt sales strategies to meet these changes. Key recommendations include leveraging technology, enhancing...
2025-05-2635 minSales SOS PodcastEp.43 No More Sales Chaos: Plan to stay on Goal (Celebrating, offsites, skills checks, tracking progress)In this episode, hosted by Liz Heiman with insights from Renee Bigelow, Darryl Praill, Chris Bowen, and Brynne Tillman, we dive into strategies to set and achieve sales goals for the new year. The discussion emphasizes dividing big goals into smaller, actionable steps, understanding the resources required for achieving targets, and creating detailed plans. The importance of transparency in goal-setting and the role of assumptions in financial modeling are highlighted. Effective tracking systems like OKRs and KPIs are examined, with an emphasis on recognizing and celebrating small wins to maintain team morale. The episode also covers the necessity of having...
2025-05-2632 min
a BROADcast for Manufacturers75: Navigating Sales Chaos- with Liz HeimanMeet Liz HeimanLiz has been conquering the sales environment since she was 15, hawking lingerie at local flea markets. A self-proclaimed introvert, she recognized that sales success comes not from owning the room but from owning the relationship. Her transformative training programs have powered the success of HP and Coca-Cola. Liz earned her stripes as head of Miller Heiman's struggling Asian-Pacific region. She engineered a turnaround from red ink to black, catapulting annual sales to $1 million within just two years.At the vanguard of B2B sales, Liz specializes in propelling manufacturing companies from uncertainty...
2025-03-2638 minSales SOS PodcastEp.41 No More Sales Chaos: Start the Year with ClarityIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss kicking off the new year right with a focus on personal and professional growth for 2025. Joined by experts Brynne Tillman, Darryl Praill, Chris Bowen, and Renee Bigelow, we delve into actionable strategies such as tackling unfinished tasks, being more intentional, and using data to track progress. We tackle the importance of understanding AI and controlling its use in sales, knowing your customers, and effective communication. We emphasize stopping ineffective practices and reevaluating strategies to ensure sales success. The episode wraps with practical advice for sales leaders...
2025-03-2424 min
Industry IowaEpisode 69: Maximizing Sales Team Effectiveness with Liz HeimanIn this episode of Industry Iowa, host Steve Wilson welcomes sales expert Liz Heiman to discuss strategies for building high-performing sales teams. As a featured speaker at the upcoming Ivy College of Business Innovation Sales Summit, Liz shares insights on sales compensation, effective team management, and the importance of aligning sales strategies with company values.Key topics include:✅ How sales compensation impacts team performance✅ The role of mindset and values in attracting top sales talent✅ Common pitfalls in sales forecasting and how to avoid them✅ Coaching strategies that drive long-ter...
2025-03-1227 min
Art & Science of Complex SalesFrom Chaos to Clarity: Building Better Sales Teams | Liz HeimanWhat if you could transform a chaotic sales environment into a well-oiled machine? Join us for an enlightening conversation with Liz Heiman, CEO and Chief Sales Strategist of Regarding Sales. With her extensive knowledge in strategic selling, Liz shares her insights on creating scalable, manageable, and predictable sales infrastructures. She also shares how leaders can align company vision and values with strategic frameworks to eliminate chaos and foster a thriving sales team environment in this episode.
Building a Sales Strategy That Drives Purpose and Results (8:20)
The first step to eliminating chaos in a sales organization i...
2025-02-2136 min
GoalChatNetworking with Liz Heiman, Dave Sanderson & Brynne TillmanOn this week's GoalChat, Liz Heiman, Dave Sanderson, and Brynne Tillman join Debra Eckerling to talk about Networking. Liz is CEO and chief sales strategist, Regarding Sales; Dave is a speaker, #MiracleOnTheHudson survivor, and publisher of "Moments Matter" magazine; Brynne is CEO of Social Sales Link and host of the Making Sales Social podcast. The panel talked about strategies for IRL and online networking, introvert versus extrovert networking, and more.For "52 Secrets for Goal-Setting and Goal-Getting," Debra interviewed leaders, speakers, consultants, entertainers, and changemakers. Everyone in the book is a friend, friend of a...
2025-02-131h 11
Behind The NumbersMastering Sales Strategies: Liz Heiman on Building Effective Sales Funnels & Overcoming Common MythsProudly brought to you by The NEW ROI: Return on Individuals - www.NewROI.com
Welcome to Behind the Numbers, where host Dave Bookbinder explores the power of sales in business with expert guest Liz Heiman, CEO and Chief Sales Strategist at Regarding Sales. With over two decades of experience since 2002 in building sales infrastructures, Liz shares actionable strategies for creating successful sales systems in midsize companies.
In this episode, Liz reflects on her career, starting at Miller Heiman, famous for the Strategic Selling methodology, and discusses why everyone in a company is involved in...
2025-02-0400 min
Behind The NumbersMastering Sales Strategies: Liz Heiman on Building Effective Sales Funnels & Overcoming Common MythsProudly brought to you by The NEW ROI: Return on Individuals - www.NewROI.com
Welcome to Behind the Numbers, where host Dave Bookbinder explores the power of sales in business with expert guest Liz Heiman, CEO and Chief Sales Strategist at Regarding Sales. With over two decades of experience since 2002 in building sales infrastructures, Liz shares actionable strategies for creating successful sales systems in midsize companies.
In this episode, Liz reflects on her career, starting at Miller Heiman, famous for the Strategic Selling methodology, and discusses why everyone in a company is involved in...
2025-02-0400 min
Behind The Numbers With Dave BookbinderMastering Sales Funnels & Busting Sales Myths - Liz HeimanWelcome to Behind the Numbers, where host Dave Bookbinder explores the power of sales in business with expert guest Liz Heiman, CEO and Chief Sales Strategist at Regarding Sales. With over two decades of experience since 2002 in building sales infrastructures, Liz shares actionable strategies for creating successful sales systems in midsize companies.
In this episode, Liz reflects on her career, starting at Miller Heiman, famous for the Strategic Selling methodology, and discusses why everyone in a company is involved in sales, from accountants to facilities managers. Together, they debunk common sales misconceptions, including the importance of a...
2025-02-0430 minSales SOS PodcastEp40. From Chaos to Strategy: Setting Goals with Strategy, Not HopeIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value...
2025-01-2026 minSales SOS PodcastEp39. From Chaos to Strategy: Growing Revenue Through Existing CustomersIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts.
2025-01-2025 minSales SOS PodcastEp38. From Chaos to Strategy: Turning Last Year’s Lessons into Next Year’s WinsIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends.
2025-01-2031 minSales SOS PodcastEp37. From Chaos to Strategy: Planning Aheadn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to...
2025-01-2024 minSales SOS PodcastEp36. Understanding Math: ROI on Sales ActivityIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals.
2025-01-0225 minSales SOS PodcastEp35. Understanding Math: The Math of Hiring and Ramp UpIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth.
2025-01-0227 minSales SOS PodcastEp34. Understanding Math: Changing The MathIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and...
2025-01-0231 minSales SOS PodcastEp33. Understanding Math: Basic Sales MathIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making.
2025-01-0235 min
Mastering Modern SellingMMS #112 - Strategic Sales Mastery: Building Scalable Growth with Liz HeimanLeave your commentIn our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father’s seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations. Here’s a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Sales Strategy Over Process: Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy. For an effective sales operating system, it’s crucial...
2024-11-141h 06Sales SOS PodcastEp32. Making the most of Q4: Creepy SellingSpooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation.00:00 Introduction to Sales SOS Podcast00:40 Meet the Sales SOS Crew00:59 Spooky Sales Tactics01:32 Creepy Sales Behaviors05:20 Personal Boundaries in Sales08:51 AI and Automation in...
2024-10-2624 minSales SOS PodcastEp31. Making the most of Q4: Avoid the 4th Quarter ScrambleIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel.
2024-10-2633 minSales SOS PodcastEp30. Making the most of Q4: Worst MistakesIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems.
2024-10-2623 minSales SOS PodcastEp29. Making the most of Q4: 4th Quarter PanicIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with...
2024-10-2632 minSales SOS PodcastEp26. Deconstructing Value: Value PropositionIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful...
2024-10-2625 minSales SOS PodcastEp27. Deconstructing Value: CommunicationIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored.
2024-10-2630 minSales SOS PodcastEp25. Deconstructing Value: Solution/Value SellingIn this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their...
2024-10-2629 minSales SOS PodcastEp23. Effective Sales Management: CoachingJoin us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking.00:00 Introduction to Sales SOS Podcast00:40 Meet the Sales SOS Crew00:57 Discussing Sales Leadership Mistakes02:01 Unrealistic Sales Targets03:21 Effective Sales Leadership Strategies05:47 Challenges with Sales Forecasting12:22 Mid-Market Sales...
2024-09-2828 minSales SOS PodcastEp24. Effective Sales Management: Leading Indicators & KPIsIn this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways.
2024-09-2823 minSales SOS PodcastEp22. Effective Sales Management: Funnel Reviews00:00 Introduction to the Sales SOS Podcast00:40 Essential Tools for Sales Leaders01:17 The Role of RevOps in Sales03:35 Daily Responsibilities of a Sales Leader04:51 Importance of CRM and Data-Driven Decisions06:57 Effective One-on-One Meetings07:45 Balancing Data and Relationships08:44 Types of Sales Meetings11:05 Team Sales Meetings: Best Practices14:35 Cross-Functional Communication18:08 Making Meetings Fun and Engaging18:46 Sharing Big Ideas in Sales Meetings20:02 Effective Pipeline and Funnel Reviews20:18 Custom Coaching for Different Sales Styles22:29 Key Metrics for Pipeline Management26:47 The Importance of Consistent One-on-One Meetings29:23 Good vs. Bad Coaching Practices34:48 Conclusion and Wrap-Up
2024-09-2835 minSales SOS PodcastEp21. Effective Sales Management: Running Sales Meetings00:00 Introduction to Sales SOS Podcast00:43 Meet the Sales SOS Crew01:20 Defining Sales Leadership vs. Sales Management02:42 Effective Sales Leadership Strategies03:59 Motivating and Managing Sales Teams06:31 The Role of Culture in Sales Leadership12:18 Leading by Example and Engagement14:30 Salespeople's Disconnect from Management16:17 The Importance of Understanding Your Sales Team16:45 Evaluating Sales Leadership Effectiveness18:19 Challenges in Preparing Sales Leaders19:28 Training Sales Leaders and Managers21:29 Communication in Sales Leadership23:32 The Role of Sales Leadership in Employee Retention27:19 Final Thoughts on Sales Leadership30:42 Conclusion and Wrap-Up
2024-09-2831 minSales SOS PodcastEp20. Redefining Sales Process: Aligning with the CRMIn this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making.
2024-09-2824 minSales SOS PodcastEp19. Redefining Sales Process: Activities and Rules00:00 Introduction to Sales SOS Podcast00:39 Meet Your Hosts: Liz Heiman and Mike Simmons01:07 Deep Dive into Sales Process Stages01:51 Tools and Activities for Each Sales Stage05:41 Common Mistakes and How to Avoid Them08:17 Flexibility in Sales Processes12:33 Spotting CRM Bull Crap Behavior12:57 Sales Process: Tool or Handcuff?13:46 Aligning Sales Process with Buying Process14:28 Simplifying Sales Processes15:14 The Role of Reflective Models in Sales16:40 Balancing Process Complexity17:51 Involving the Right People at the Right Time19:51 Overcoming Internal Process Challenges21:50 The Importance of Customer Focus24:19 Final Thoughts and Wrap-Up
2024-09-2825 minSales SOS PodcastEp18. Redefining Sales Process: Defining Stages00:00 Introduction to Sales SOS Podcast00:40 Meet the Hosts: Liz Heiman and Mike Simmons00:58 Defining Sales Stages01:40 Starting the Sales Process04:10 Mike's Sales Stages Explained10:51 Liz's Approach to Sales Stages15:01 Starting the Closing Process15:25 Consistency in Sales Language16:59 Defining Sales Terms Clearly17:40 Aligning Sales Processes Across Functions18:43 The Pitfalls of Probability in Sales21:21 Leadership Challenges in Sales25:00 Activity vs. Stages in Sales Funnels30:24 Final Thoughts and Next Steps
2024-09-2831 minSales SOS PodcastEp17. Redefining Sales Process: What is Sales Process00:00 Introduction to Sales SOS Podcast00:40 Meet the Hosts: Liz Heiman and Mike Simmons00:51 Understanding Sales Process01:30 The Importance of a Structured Sales Process02:42 Mike Simmons' Background and Insights05:23 Defining Sales Process09:39 Common Misconceptions About Salespeople11:37 The Dopamine Trap in Sales12:01 Sales Process as an Operating System13:03 Defining the Sales Process14:03 The Importance of Following a Sales Process16:20 Aligning Sales Process with Buyer Journey19:11 Utilizing CRM for Sales Success20:53 Prioritizing and Managing Sales Workload22:54 The Role of Documentation in Sales24:05 Simplifying Sales Processes24:44 Conclusion and Next Steps
2024-09-2826 minSales SOS PodcastEp16. Building a Sales Org: Onboarding00:00 Introduction to Sales SOS Podcast00:46 Today's Topic: Building Your Sales Organization01:06 Effective Onboarding Strategies02:29 Personalizing the Onboarding Experience05:14 Setting Clear Expectations07:06 Common Onboarding Mistakes07:43 Designing for Internal Customer Experience08:34 Creating Early Engagement Across Departments09:31 The Importance of First Impressions10:22 Common Onboarding Mistakes11:39 The Extended Onboarding Process12:22 Addressing Previous Job Habits12:38 Onboarding is a Sales Responsibility13:08 Setting Clear Expectations14:49 The Concept of Everboarding17:13 Final Thoughts and Recommendations18:41 Podcast Wrap-Up
2024-09-2719 minSales SOS PodcastEp15. Building a Sales Org: HiringIn this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit.
Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight...
2024-09-2729 minSales SOS PodcastEp14. Building a Sales Org: Defining the job(s)00:00 Introduction to Sales SOS Podcast00:48 Building Your Sales Organization01:42 Understanding Sales Roles and Titles02:40 Debating the Role of BDRs05:19 The Evolution of Sales Roles08:39 Challenges in Defining Sales Roles10:52 Addressing Bottlenecks in Sales Processes12:39 Addressing Common Sales Strategy Pitfalls13:03 The Talent Bottleneck in Sales Teams14:17 Leadership Failures and Their Impact15:37 The Misconception of the SaaS Model17:10 Investor Influence on Sales Structures18:14 Final Thoughts on Building a Sales Organization21:49 The Importance of Measuring ROI24:25 Outsourcing Sales Functions25:20 Conclusion and Wrap-Up
2024-09-2725 min
CloseMode: The Enterprise Sales ShowBreaking Down Sales Operating Systems w/Liz HeimanIn this episode, Brian Dietmeyer talks with Liz Heiman, CEO and chief strategist at Regarding Sales, about the critical components and importance of a robust B2B sales operating system. They explore how a well-structured sales operating system can lead to predictable sales revenue and discuss the common pitfalls that many leaders face in sales management. This insightful conversation sheds light on the strategic, systemic, and managerial elements essential for running an effective sales organization.Mentioned Resources: Sales Operating System Guide: https://www.linkedin.com/in/lizheiman/overlay/1635546122102/single-media-viewer/?type=DOCUMENT&profileId=ACoAAAAAxi0BH4ZEQ4HC2...
2024-09-1826 min
Sales SOS PodcastEp13. Building a Sales Org: Sales Org StructureIn this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel.
2024-08-2632 min
Becoming PreferredLiz Heiman – Sales Strategy and Process OptimizationSEASON: 4 EPISODE: 13Episode Overview:Have you ever wondered what separates thriving businesses from those that struggle to keep their heads above water? Well, buckle up because we’re about to dive deep into the world of winning strategies and sales processes that can catapult your business and sales results to new heights.My guest, Liz Heiman, is a powerhouse in the realm of business strategy and sales. In this episode, Liz will share her insights on how businesses can create a winning strategy and sales process to fuel their growth, so whether you're a...
2024-08-2637 min
Sales SOS PodcastEp12. Target Market: How to Create Lists and Target Your MarketIn this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market.
2024-07-0131 min
Sales SOS PodcastEp11. Target Market: Understanding Your Client BaseIn this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth.
2024-07-0133 min
Sales SOS PodcastEp10. Target Market: Account-Based ApproachIn this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success
2024-07-0130 min
Sales SOS PodcastEp9. Target Market: Ideal Customer Buyer PersonaIn this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence!
2024-07-0127 min
Sales SOS PodcastEp8. Transforming How You Use Your CRM: Rules and Protocols for CRM ManagementIn this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling.
2024-07-0122 min
Sales SOS PodcastEp7. Transforming How You Use Your CRM: Common CRM MistakesIn this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls.
2024-07-0122 min
Sales SOS PodcastEp6. Transforming How You Use Your CRM: Things to Consider When Setting Up CRM and ReportingIn this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success.
2024-07-0123 min
Sales SOS PodcastEp5. Transforming How You Use Your CRM: What a CRM Is and What It DoesIn this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM.
2024-07-0122 min
Sales SOS PodcastEp4. Using AI in Sales: Governance of AIIn this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we...
2024-07-0119 min
Sales SOS PodcastEp2. Using AI in Sales: AI Tools You Can Use in SalesIn this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in...
2024-07-0134 min
Sales SOS PodcastEp1. Using AI in Sales: Why is Everyone Talking About It?In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities.
Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales!
2024-07-0130 min
Marketing The InvisibleHow to Predictably Grow your Company with a Sales Operating System – In Just 7 Minutes with Liz HeimanWhy you've got to check out today's episode:Discover the strategies to achieve consistent and controllable sales, empowering you to scale and broaden your business.Learn how to effectively oversee and evaluate your sales funnel alongside your team.Uncover an efficient sales process tailored to your business, enabling you to gain insights into every step of the journey.Resources/Links:Download your Sales Operating Guide here and build winning sales strategies: www.regardingsales.comSummary:
2024-05-0909 min
Help! My Business is GrowingBuilding an effective B2B sales process, with Liz HeimanComments? Suggestions? Text the show here! When growing your B2B operations, having an effective sales process in place is key.It serves as a guide for you and your clients - from the initial interest stage until you finally close the deal.But in B2B operations your sales funnel is more complex. There are more decision-makers, longer sales cycles, and more barriers to sales such as company accreditation or procurement checklists and so on.If you don't have an effective...
2024-03-2940 min
Field Sales UnscriptedUnderstanding Your Sales Funnel with Liz HeimanIn this episode, Liz Heiman discusses the importance of having a sales operating system to bring predictability and structure to sales organizations. She emphasizes the need for founders and business owners to understand their sales process and develop a clear vision, positioning, and value proposition. Liz also highlights the role of AI in prospecting and research, as well as the importance of managing cash flow and understanding profitability. She advises business owners to be actively involved in sales and hold their sales teams accountable.TakeawaysDeveloping a sales operating system brings predictability and structure to sales...
2024-02-2129 min
Journey To MasteryEp 303: Selling Smarter, Not Harder: A Strategic Approach for Entrepreneurs with Liz HeimanAre you an entrepreneur struggling to grow your startup or established company? This episode is for you. Elzie talks to Liz Heiman, a sales consultant and expert in startup growth. Liz shares her knowledge of building a successful sales team, establishing a culture of sales within your company, and managing your sales funnel effectively. She emphasizes the importance of creating a mission, vision, and values-driven plan, conducting strategic planning sessions, and hiring people who fit those values.Liz explains the significance of having a Sales Operating System that includes strategy, lead generation, sales process, key account management...
2023-05-1241 min
Journey To MasteryEp 302: Taking Control of Your Funnel with Liz HeimanLiz Heiman explains that the sales funnel is shaped like a funnel for a reason because there are many more conversations and prospects at the top of the funnel than there are at the bottom. The goal is to have leads fall out of the funnel, so you can focus on the leads that matter. She discusses the priorities of managing a sales funnel, such as closing ready-to-buy clients first, prospecting for new leads, qualifying new leads, and developing solutions.Liz advises tracking leads, opportunities or deals in a CRM or spreadsheet, and mapping the sales process...
2023-05-1108 minJourney To MasteryEp 301: Setting the Foundation for Successful Relationships with Liz HeimanThere's a prevailing trend in the world of sales that claims relationship selling is dead. Some argue that customers are already 67% through the sales process before even talking to a salesperson, rendering relationships irrelevant. However, Liz Heiman disagrees. In complex business-to-business sales or even personal sales, relationship is everything. If a customer is making a big investment that will impact their organization, they need to trust the people selling to them. People still buy from people they trust. If a salesperson is not trustworthy, customers will look elsewhere.Although the way people research and make purchasing decisions h...
2023-05-1002 minJourney To MasteryEp 300: Setting Up a Winning Sales System with Liz HeimanLiz Heiman guides entrepreneurs through setting up a successful sales system so that they can reap the rewards of their hard work. She covers topics such as how to find and manage sales staff, building business strategy around numbers, creating an effective lead generation strategy, implementing stages and activities for your salespeople in order to reach their goals, running team meetings with training and updates included and finally assessing your process regularly for success. Are you a founder or entrepreneur struggling to find success in sales? Then listen to this episode where Liz provides useful advice that...
2023-05-0905 minJourney To MasteryEp 299: Master Different Sales Methodologies with Liz HeimanLiz Heiman goes over a variety of sales procedures and systems, helping you to gain insights into the best possible approaches. She explains that a framework is a set of guide rails that companies must use to communicate and define their ideal customer. She discusses various recognized methodologies within the sales world such as Sandler, Challenger Sale, MEDDIC, Solution Selling, SPIN Selling, and Miller Heiman’s Strategic Selling, Conceptual Selling, and Large Account Management Process.Liz stresses that these methodologies don’t offer any secrets or magic but instead they require an organized process when selling complex prod...
2023-05-0803 minJourney To MasteryEp 298: Strategic Planning and the Culture of Sales with Liz HeimanElzie and Liz Heiman discuss how sales is at the heart of any successful business. Liz provides advice on hiring sales personnel who fit in with a company's mission and values. She also suggests having a strategic plan with clear objectives to create a culture of sales within the organization. Discover how creating a strong culture of sales through strategic planning can result in the successful hiring of personnel with shared mission and values. This episode is essential listening if you are looking to build an effective sales team, or just trying to get better results from...
2023-05-0706 min
Get Authentic with Marques OgdenHow To Authentically Increase Your Sales, With Liz Heiman!Liz Heiman this month launched her new company, Regarding Sales LLC.“I’m thrilled to bring my own dream to reality,” Heiman said in a statement. “I believe in building and creating strategies to help businesses from startups through mid-size corporations who need actionable, affordable and results-oriented sales planning.”Heiman grew up in the sales world. Her father, Stephen Heiman, was one of the co-authors of the now-legendary industry methodology known as Strategic Selling, and is also co-founder of Miller Heiman (now part of the Korn Ferry group), according to an Oct. 7 press release.For the past 20 years, Liz Heiman has worked...
2023-03-2822 min
SaasholesLiz Heiman on What Founders Often Miss on Their Strategic PlanLiz Heiman joins Pete Jansons on the SAASholes Revenue Operations Podcast to discuss Strategic Plans and things founders of companies tend to miss on them. Other Topics are Miller Heiman Korn Ferry Steve Heiman What its like selling in Eurasia and Asia Caling Sales Teams Excel versus Sales Force #jonmiller #marketo Differentiation What is in...
2022-11-0500 min
SaasHoles "Rev Ops with an edge"Liz Heiman on What Founders Often Miss on Their Strategic Plan#strategicplan #revopswithanedge #saas #solutionsellingLiz Heiman joins Pete Jansons on the SAASholes Revenue Operations Podcast to discuss Strategic Plans and things founders of companies tend to miss on them. Other Topics are Miller Heiman Korn Ferry Steve Heiman What its like selling in Eurasia and Asia Caling Sales Teams Excel versus Sales Force #jonmiller #marketo Differentiation What is in a Kick Ass Strategy Plan #zigziglar #michaeltbosworth Solutionselling #gapselling BDR and SDR Business Development Reps and Sales Development Reps Sales Training Leadership Training https://www.regardingsales.com/ Liz Heiman is the structural thinker behind Regarding Sales LLC; a company focused on bu...
2022-10-2756 min
Conversations with Good HumansLiz Heiman- Beliefs in SellingWhat starts out as a discussion of habits in sales, turns into a masterclass on complex B2B sales.My guest on Conversations With Good Humans is sales consultant and expert Liz Heiman. Liz grew up in selling as her father was co-founder of Miller Heiman. She has created a name for herself with her own firm and generously shares her wisdom in this episode.Listen for Liz to explain what sales habits she considers to be so basic that she returns to them over and over again. You may just want to copy her!
2022-10-0748 min
Field Sales UnscriptedWhy You Need Data-Driven Sales Strategies with Liz HeimanGet FREE Sales Leadership Resources at go.transformedsales.com/podHighlightsGrowing up in a sales environment and going from international political economist to sales professional to business owner (01:09)Learning to lead teams and build a business from living and learning in Japan (04:09)How to turn a business around from loss-making to consistent and long-term profit-making (07:25)The importance of building your sales strategy around data (11:19)Knowing your worth and when it’s time to leave a job that doesn’t align with your worth (14:22)Major differences between sales and marketing (17:58)Getting a direct ROI on your market...
2022-07-0634 min
Catalyst Sale PodcastStruggles, the Funnel and Identifying Your Ideal Customer with Liz HeimanIn this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales.They talk struggles, process, funnel and ways to identify your ideal customer. Key Takeaways: It's fun to help people realize Sales isn't a big, bad, scary thing. Many Founders struggle because they don't realize they can ask certain questions of prospects. Work on becoming more comfortable talking about what you do. Ideal Customer Profile Customer that is most likely to buy from you Customer who is most likely to be happy with the outcome Customer who will continue to buy...
2021-10-0553 minFind My Catalyst PodcastStruggles, the Funnel and Identifying Your Ideal Customer with Liz HeimanIn this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales.They talk struggles, process, funnel and ways to identify your ideal customer. Key Takeaways: It's fun to help people realize Sales isn't a big, bad, scary thing. Many Founders struggle because they don't realize they can ask certain questions of prospects. Work on becoming more comfortable talking about what you do. Ideal Customer Profile Customer that is most likely to buy from you Customer who is most likely to be happy with the outcome Customer who will continue to buy...
2021-10-0553 min
Moneyball ManagerLiz HeimanLiz Heiman is the founder and CEO of Regarding Sales, a sales training firm focused on helping founders create clear sales strategy. She spent a portion of her career leading the APAC region for Miller-Heiman consulting and took that experience into a career as an entrepreneur.
2021-07-2058 min
Conversational SellingLiz Heiman | Create a Sales Operating System for SuccessOn the show this week we talk with the CEO and Chief Sales Strategist for Regarding Sales, Liz Heiman. Liz helps B2B companies grow by developing strategies and processes that connect a company’s vision to sales success. She is also a panelist on the Sales Expert Channel and an active member of both the Women Sales Pros and the Sales Enablement Society.Sales isn’t magic, it can be predictable and manageable. For those dealing with the problem of too many ups and downs in sales, there is a solution and Liz has it! The...
2021-06-2921 min
The SmallBizChat with Melinda EmersonBuilding Your Sales Operation Systems with Liz HeimanIn this episode, Melinda Emerson and guest Liz Heiman discuss leadership and sales systems for small businesses. They cover common sales mistakes, the importance of a sales operation system, and lead generation strategies. Also discussed are tips on hiring your first salesperson, tech tools for sales, and Liz Heiman's best advice for small businesses.
(0:00) Introduction and Topic of the Day: Developing Leadership and Sales Systems
(1:19) Guest Introduction: Liz Heiman
(2:50) Common Small Business Sales Mistakes and Understanding a Sales Operation System
(10:21) Lead Generation in Small Businesses: Process and Qualifying Leads
(13:23) Ideal Customer Profile and Hiring Your First Salesperson
(16:41) Importance of Hiring...
2021-04-1427 min
Evolvers89: Existing Customer Focus: The Revival of Key Account Management w/ Liz Heiman (CEO and Chief Sales Strategist for sales consultancy Regarding Sales)Before early 2020, we saw the majority of sales and marketing teams focused on new account acquisition to fuel growth. Then the crisis hit, and many companies “circled the wagons” around existing customers, and all of a sudden key account management became vital again.
So why this renewed focus and how do you get key account management right ?
In this interview with Liz Heiman, CEO and Chief Sales Strategist for sales consultancy Regarding Sales, she answers these questions and many more in order to assure expansion revenue and growth from your key account management sales and enabl...
2021-01-1334 min
Women Your Mother Warned You AboutStrategy Isn't Sexy - It's Critical! With Liz HeimanThis is a sexy strategy sister act show! You've heard form Alice Heiman, now it's Liz Heiman's turn to help you get sexy, get strategic and close more sales. Liz Heiman is the structural thinker behind Alice Heiman LLC, a sales consulting firm focused on building B2B sales organizations for start-up to mid-size companies that deliver extraordinary growth. Liz is obsessed with developing strategy for each part of the sales process to drive more revenue growth. We discuss sexy strategies for aligning with key accounts to promote repeat sales, culture changes that can start from any level o...
2019-11-0751 min