Shows
Sales Talk for CEOsEp169 Turn Anxiety Into Your Leadership Superpower with Dr. David RosmarinWhat if your anxiety could make you a better leader? In this episode, David H. Rosmarin Phd., Harvard professor and founder of Center for Anxiety, shows CEOs how to transform anxiety into a hidden advantage.He breaks down his proven four-step framework to move from paralyzing fear to powerful action and why ignoring your anxiety might be the most dangerous move you can make as a leader.Listen to learn how to stop fighting your anxiety and start using it to fuel growth and innovation.If you want a first hand experience with...2025-07-1536 minSales Talk for CEOsEp168 Stop Selling, Start Helping: Alice Heiman on how CEOs should Completely Rethink SalesIs your sales team struggling to hit quota? Feeling like your entire sales approach is broken? In this solo episode of Sales Talk for CEOs, Alice Heiman calls out the outdated tactics holding B2B companies back and reveals how CEOs can completely rethink sales for today's complex buying environment.đ Connect with Alice Heiman: LinkedIn: Alice Heiman Website: aliceheiman.com2025-07-0838 minSales Talk for CEOsEp167 From Startup to Scale: Jim Weldonâs Playbook for Leveraging Sales Revenue Without FundingIn this episode of Sales Talk for CEOs, Prospect Desk CEO Jim Weldon shares how he grew his latest venture by applying lessons from decades of experience, without relying on VC funding.Jim unpacks the leverage strategies, founder-led sales tactics, and innovation models that drive results. His approach? Build from insight, match customers with value, and use early wins to open doors. This conversation is packed with actionable strategies for B2B SaaS leaders navigating todayâs fast-moving landscape.đĄ Learn from a CEO whoâs built and rebuilt, smarter every time.đ Connect with Jim Weldon...2025-06-3050 minSales Talk for CEOsEp166 Relationships Before Revenue: Barb Bettsâ System to Scale Sales Through TrustFrom rookie agent to revenue powerhouse, Barb Betts built her business on one thingârelationships. In this episode, she shares with Alice Heiman the exact system CEOs can use to turn their network into a sales engine. Stop chasing leads and start building trust that scales.đ Barb's Book Recommendation: How to Win Friends and Influence People by Dale Carnegie đ§ Podcast Pick: The Ed Mylett Show and The School of Greatness by Lewis Howes đĄ Advice to CEOs: âRelationships before revenue. Always.âAbout BarbBarb Betts is a sought-after keynote speaker, CEO and relentl...2025-06-2448 minSales Talk for CEOsEp163 The Social Selling Mistake Killing Your Sales Teamâs Credibility with Alice HeimanShould your B2B sales team be using social media to sell? Alice Heiman says - no. The âConnect and Pitch Slapâ needs to die a sudden death. In this episode, Alice Heiman breaks down why LinkedIn outreach is failing and what CEOs must change now.Stop the pitch. Start building real connections. Alice shares how to equip your sales team to engage authentically, spark real conversations, and earn buyer trust.If youâre a CEO or sales leader wondering why your âsocial sellingâ isnât working, start here.Connect with...2025-06-0412 minSales Talk for CEOsEp162 From Bottleneck to Breakthrough: Manuj Aggarwalâs AI Scaling StrategyManuj Aggarwal hit a wall: too much work, too little time, and no content writer who could capture his vision. Thatâs when he turned to OpenAIâand everything changed.In this episode, hear how the founder of TetraNoodle Technologies used AI not just to scale, but to differentiate. Drawing on his backgrounds in neuroscience and cybersecurity, Manuj created a private, secure AI platform focused on storytelling, content synthesis, and control.This is the episode for CEOs ready to scale smarter and use AI not just to keep upâbut to lead.Connect with M...2025-05-2841 minSales Talk for CEOsEp161 How to Win Complex Deals Using Real Buyer Insights with Expert Tim RiestererSales teams keep losing deals not because of productâit's how they frame value. Messaging expert Tim Riesterer shares research-backed insights on how todayâs B2B buyers make decisions, and how CEOs can guide their teams to win more by reducing risk and aligning with real buying behavior.Connect with Tim Riestererhttps://www.linkedin.com/in/tim-riesterer/Learn more about Tim's Podcast, The Emblazers Show here https://www.emblazegrowth.com/podcastConnect with Alice Heimanhttps://www.linkedin.com/in/aliceheiman/https://www.linkedin.com/company/alice-heiman-llc/2025-05-2041 minSales Talk for CEOsEp160 Show Me You Know MeÂŽ, How Samantha McKenna Built #samsales Before Day OneSamantha McKenna didnât just start a sales consultancyâshe launched it with customers waiting in line. In this episode, she reveals how building an authentic presence on LinkedIn before starting #samsales set her up for immediate success. Learn how she transitioned from being a top rep at LinkedIn to bootstrapping a fast-growing company and how CEOs can do the same.Listen to how one founder defied convention, ditched traditional sales tactics, and built a business on human connection, one LinkedIn post at a time.đ Connect with Samantha McKenna:https://www.linkedin.com/in/sams...2025-05-1438 minSales Talk for CEOsEp159 The Go-to-Market Mistake Most CEOs Makeâand How to Fix it with Expert Garrett MehrguthMost GTM strategies miss the markâand CEOs are often the reason why. In this episode, Garrett Mehrguth reveals the critical mistake leaders make and how to align sales, marketing, and messaging around the right buyers.Connect with Garrett Mehrguthhttps://www.linkedin.com/in/garrettmehrguth/ (25) Directive: Posts | LinkedInConnect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/2025-05-0646 minSales Talk for CEOsEp158 Coaching Is the Missing Link Between Training & Sales Success with Alice HeimanSales training alone isnât enough. In this solo episode, Alice Heiman explains why coaching is the missing link that turns average sellers into top performersâand what CEOs must do to fix the gap.Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/2025-04-2918 minSales Talk for CEOsEp 157 When the Exit Isnât the End: Reinvention, Resilience, and Motherhood with Amanda KahlowAmanda Kahlow shares her story of stepping away from her company, navigating IVF and adoption, and launching her new venture, 1mind. A candid look at reinvention, leadership, and what really matters. About Guest Amanda Kahlow is a confident, brave, positive, passionate, and spiritual individual with an abundance of energy, love, empathy, and enthusiasm for life. Amanda is a serial entrepreneur. She is the founder and former CEO of 6sense. She started her first company at 21 and is now working on her next AI venture.  Amanda is an eternal optimist with a heal...2025-04-1134 minSales Talk for CEOsEp157 What Stepping Away from a $5B Company Taught Amanda Kahlow About Leadership and LifeAfter scaling 6sense to a $5.2B valuation, Amanda Kahlow stepped away to focus on family and rediscover what mattered most. She shares her IVF and adoption journey, lessons in leadership, and why sheâs building her new company, 1mind, with a completely different approach.Social Links https://www.linkedin.com/in/amandakahlow/https://www.linkedin.com/company/1mindai/Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/2025-04-0935 minSales Talk for CEOsEp156 Crack the C-Suite Code: 5 Sales Meeting Strategies with Caryn KoppEvery CEO wants their sales team talking to decision-makers â but getting in front of the C-suite isnât easy. Caryn Kopp has been opening high-level doors for 26+ years, and in this episode, she reveals her 5-plank framework for landing executive meetings.Youâll learn how to build smarter prospect lists, craft messaging that gets noticed, and develop an outreach rhythm that actually works. If you're tired of cold calls and email blasts falling flat, donât miss this conversation.Social Links https://koppconsultingusa.com/https://koppconsultingusa.com/blog...2025-03-2143 minSales Talk for CEOsEp155 The One-Hour-a-Week LinkedIn Strategy Every CEO Needs with Expert Brandon LeeMost CEOs are missing out on millions in potential revenue simply because theyâre invisible online. In this episode, branding and LinkedIn expert Brandon Lee joins Alice Heiman to reveal how CEOs can build their reputation, attract sales opportunities, and grow their business in just one hour a week.Brandon shares how he learnedâthrough failureâthat traditional sales methods no longer work, and why personal branding is the new demand generation. Learn the five biggest myths CEOs believe about LinkedIn, why neglecting your online presence is costing your company, and exactly what to do to fix it.2025-03-1142 minSales Talk for CEOsEp154 How to Fix Your Go-to-Market Workflow for Faster Sales with Alice HeimanYour go-to-market workflow might be costing you sales without you even realizing it. Many companies still rely on outdated workflows that donât align with the way customers buy todayâcreating friction instead of closing deals. In this episode, Alice Heiman breaks down whatâs broken in most GTM workflows and how to fix it so your sales team can move faster and convert more leads. If you want to streamline your marketing-to-sales handoff, eliminate bottlenecks, and boost revenue, this episode is for you.Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in...2025-03-0420 minSales Talk for CEOsEp153 Chocolate in Space? How This CEO is Innovating Food, AI & Human Performance with Shahreen RezaCould chocolate and AI hold the key to peak human performance? Shahreen Reza, founder of Astreas, explains how a chance conversation about pizza with an astronaut led to space-approved chocolate truffles infused with nutrients designed to boost mental clarity and endurance. Now she's taking performance coaching to the next level by combining wearable tech data with AI-driven insights. Shahreen shares how CEOs can use these cutting-edge approaches to stay at the top of their game.Connect with ShahreenLinkedIn Profile: https://www.linkedin.com/in/shahreen-reza-2824a125/https://www.linkedin...2025-02-2526 minSales Talk for CEOsEp152 How to Turn Average Sellers into Top Performers with Tania DoubEvery CEO wants a team of top-performing sellersâbut is it actually possible? Sales expert Tania Doub reveals why most sales teams struggle and how to fix it. Discover the key framework that helps sellers gain confidence, build momentum, and consistently exceed quotas. If you're ready to transform your sales team, this episode is a must-listen.About GuestTania Arakelian Doub is the CEO and Founder of Mindful Quadrant, a groundbreaking sales enablement company. With a passion for guiding sales professionals to achieve extraordinary success, Tania combines her extensive experience in the de...2025-02-1842 minSales Talk for CEOsEp150 Why Most CEOs Fail at Thought Leadership (and How to Fix It) with Alice HeimanMost CEOs think theyâre doing thought leadership, but the truth? Theyâre doing it wrongâif theyâre doing it at all.In this solo episode, Alice Heiman breaks down the biggest mistakes CEOs make when it comes to thought leadership and why those missteps are costing them sales. She reveals why most CEOs struggle to build their personal brand, how it impacts their sales team, and what they should be doing instead to drive revenue.If youâre a CEO who wants to make sales easier, attract high-value customers, and become the go-to leader in...2025-02-0514 minSales Talk for CEOsEp148 From Beer to Idea and How the Accelerator and a Network Made the Difference with Ivan Barajas VargasWhat happens when two QA professionals turn their frustrations with the industry into a groundbreaking solution? In this episode, Alice Heiman sits down with Ivan Barajas Vargas, co-founder of MuukTest, to explore how he and his partner transformed the QA automation process using AI. Ivan shares his journey from bootstrapping to landing funding, his pivot to a top-down sales strategy, and the lessons learned from building a thriving startup. If youâre a CEO looking to scale smarter, embrace innovation, or rethink your sales strategy, this conversation is packed with actionable insights you wonât want to miss....2025-01-2245 minSales Talk for CEOsEp147 Use the Power of Referrals to Close More Deals with Alice HeimanReferrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention. With real-world statistics and practical advice, youâll gain the tools to build a referral system that consistently delivers results for your sales team.Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/...2025-01-1514 minSales Talk for CEOsEp146 How CEOs Can Build Better Workplaces with Dan PontefractDan Pontefract, author of Work-Life Bloom, joins Sales Talk for CEOs to share a groundbreaking approach to leadership. Key takeaways include redefining CEO responsibilities to include care, balancing humanity with execution, and fostering engagement through positive reinforcement. Dan also introduces a unique framework for navigating work-life cycles, offering practical advice for CEOs to inspire their teams and drive sustainable success. About GuestMy new book, WORK-LIFE BLOOM is a Thinkers50 Top New Management Book for 2024 and won the Gold Medal - Axiom Business Book Awards. Otherwise, I'm a leadership strategist, author, consultant, a...2025-01-0745 minSales Talk for CEOsEp144 How the CEO can insure their team wins Mega Deals with Jamal ReimerDiscover how CEOs can lead their teams to secure larger corporate deals, transition upmarket, and build strategies for landing transformative accounts with expert insights from Jamal Reimer.About GuestJamal Reimer is an experienced coach, best-selling author, product developer, and ambitious multi-million-dollar Enterprise Seller with more than 2 decades of experience in the field. After closing three 50-million-dollar deals at Oracle, he found his passion in helping others achieve the same. Heâs coached hundreds of B2B sellers, teaching them the art of closing mega deals. Jamal has also cultivated a thriving community of more th...2024-12-2035 minSales Talk for CEOsEp143 Before You Hire More Salespeople, Check This FirstAlice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/Alice Blog: https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/2024-12-1116 min
Sales Talk for CEOsThe Dakota Way: Why it Matters with Gui CostinChapters01:06 Guest Introduction01:13 Dakota's Dual Business Model02:39 Origin Story of Dakota03:10 Transition from Employee to Entrepreneur05:06 Early Days and Initial Client Acquisition06:37 Growing the Company and Sales Team Development07:42 Implementing the 'Dakota Way'09:01 CEO's Role in Sales Process10:32 Sales Team Expansion and Developing Leadership12:07 Introducing AI in Sales13:14 Utilizing AI for Enhanced Customer Targeting16:03 Cold Outreach Strategies18:50 Building a Sales Culture Focused on Belief and Persistence20:28 Importance of the Human Element...2024-11-1928 min
Sales Talk for CEOsSales Funnel vs. Sales Pipeline: Key Differences for Better Sales StrategiesEpisode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking and Managing Opportunities06:13 The Funnel vs. The Pipeline07:33 Analyzing Pipeline Health and Sales Quotas09:02 The Significance of Periodic Reviews10:51 Avoiding Common Pipeline Review Mistakes12:24 Conducting Effective Funnel and Deal ReviewsSocial Links Connect with Alice on LinkedIn:  https://www.linkedin.com/in/aliceheiman/Aliceâs Website: https://aliceheiman.com/2024-11-1213 min
Sales Talk for CEOsScaling Your Business Through Founder-Led Sales and the Power of Partnerships Chapters01:21 Guest IntroductionIntroduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business.01:39 Current Company Operations Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies.02:17 Initial Inspiration for Starting a BusinessJay recounts his career journey leading up to entrepreneurship, inspired by personal life challenges and a lack of job opportunities.03:17 Side Gigs Before Entrepreneurship Jay discusses managing multiple consulting gigs while holding a f...2024-11-0528 min
Sales Talk for CEOsIs a Chief Revenue Officer Right for Your Business? When to Consider a CROIn the complex world of company leadership structures, the role of the Chief Revenue Officer (CRO) has sparked debates on its necessity and timing. In this episode of "Sales Talk for CEOs," Alice Heiman dives into the nuances of the CRO role, helping CEOs determine if and when it might be essential for their company.Deciphering the CRO Role:The emergence of the CRO role aims to bridge the gaps between sales, marketing, and customer success. Alice Heiman discusses the strategic integration these departments require, emphasizing that alignment is key to fostering growth and customer...2024-07-2312 min
Sales Talk for CEOsFrom Silos to Synergy: Transforming Your Team with a Go-to-Market FrameworkDid you know that collaborative team selling has become a fundamental approach for modern businesses? According to Forrester, nearly 60% of sales leaders now emphasize team collaboration over individual efforts to secure significant deals. In this compelling solo episode of Sales Talk for CEOs, Alice Heiman explores why moving away from traditional sales and marketing silos to a unified go-to-market (GTM) strategy is crucial for thriving in todayâs competitive landscape.Key Insights for CEOs:Team-Based Selling is Essential: "The days of the lone wolf seller are long gone," Alice explains, highlighting the importance of team collaboration in...2024-05-2110 min
Sales Talk for CEOsSuccessful Growth through Acquisition with Jessica FialkovichHow do you wind up being a business broker after a luxurious career in the high-end wine business?Funny story. After working in the corporate world around 2008 and 2009 Jessica Fialkovich and her husband saw her friend who had a luxurious wine business brokering really high-end wines around the world. They thought how fun it would be to taste wine and travel for a living so with the help of their friend started their own wine business. Three years later, it turns out that tasting wine all day was exhausting and they decided to re...2023-11-2831 min
Sales Talk for CEOsEncore: Aligning Your Go-to-Market Team with Pouyan SalehiProduct. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but itâs often hard to achieve. Luckily, youâll get plenty of ideas and inspiration in this Encore Episode on the Sales Talk for CEOs podcast.My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model whereâon the one handâthe end-users of the software (sales re...2023-09-1343 min
Sales Talk for CEOsEncore: Marketing That Is Music to Your Buyerâs Ears with Kate Bradley ChernisConnection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in. You have to create marketing that is music to your buyerâs ears.In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live radio DJ, Kate is now the CEO of Lately, a software that uses ar...2023-08-2343 min
Sales Talk for CEOsThe Danger of CEOs Undermining Sales with Larry MandelbergAre you a CEO perplexed by your company's stagnant sales? The solution may lie within your own actions.According to the insightful Larry Mandelberg, renowned author of "Businesses Don't Fail, They Commit Suicide," CEOs often become detached from the sales process and unknowingly hinder their team.The consequences of this disconnect are substantial, forcing CEOs to look at things differently and shift their attention from driving revenue to providing unparalleled value to their customers.Larry's extensive experience has revealed that by making this shift, CEOs can cultivate satisfied customers who will, i...2023-08-0153 min
Sales Talk for CEOsNavigating the Future of Partner Selling with Cassandra GholstonCan you imagine saying goodbye to confusing spreadsheets and emails that track partner relationships and sales?Imagine the possibility of your team instantly identifying sales opportunities in your partners' networks? Cassandra Gholston, CEO of PartnerTap, joined me on the podcast to share her journey building a data sharing application that allows companies to leverage the strengths of their partners and expand their reach into new markets. She also shares how she overcame startup challenges in implementation and marketing and built a thriving revenue team.Cassandra recounted those early days saying, "We started to u...2023-07-1141 min
Sales Talk for CEOsScaling Your Sales Through Customer RetentionWhat if you could keep your customers for years and continue to grow with them? What if everyone in your company was responsible for customer retention? What if everyone in your company sold?When a culture of caring permeates your company everyone takes responsibility for the customerâs success and helps to solve for customers so they buy - sales. If the answer to every question about building a successful sales team came back to the process of delivering successful outcomes for customers, how would that change your company?. Adam Miller recounts his 30 year...2023-05-2539 min
Sales Talk for CEOsUsings AI To Gain A Competitive Edge In B2B SalesArtificial Intelligence (AI) is here to stay. Will your sales organization utilize it or will they be left behind?AI is having a big impact on B2B sales by empowering salespeople to focus on what they do best: building meaningful relationships with their prospects. But wait, don't worry about AI replacing human sales reps! Usman Sheikh, Founder and CEO of xiQ, a Silicon Valley-based AI-powered SaaS platform explains how AI can be a game-changer for sales leaders who embrace it as a tool to gain a competitive advantage.In this po...2023-05-1752 min
Sales Talk for CEOsWhat Titans of Tech Teach Us About Growing Sales TeamsThis episode dives into how large organizations scale their sales teams. But do these approaches work for smaller organizations? Absolutely! Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams.From an âAlways be learningâ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Every sentence could be its own chapter.Chapters:00:00 Radhikaâs Background - Always Be Learning 06:53 Sales Growth St...2023-05-1336 min
Sales Talk for CEOsHow to maximize revenue growth with SalesOpsLeading indicators, lagging indicators, qualitative data, and quantitative data might sound like boring topics for your sales meetings. Quite the contrary, Michael Ingram of SalesOps.io explains the role that each one plays in achieving predictable revenue growth.Sales revenue is a lagging indicator of success. By the time you know it, itâs too late. You need data daily and weekly that tells you what to do before itâs too late. Leading indicators give you a chance to fix problems before you miss the quarter.Chapters:00:00 What Is SalesOps? 08:27 Moving On Fr...2023-05-0436 min
Sales Talk for CEOsHow Mission-Driven Companies Benefit From Founder-Led SalesIt's not surprising that Bronwyn Spira, after trying many different sales strategies, landed back on the founder-led model. In mission-driven companies, founders often deliver the most compelling pitch.She then set about recruiting a sales and marketing team to support the sales process across the entire customer journey.Stick with us to the end where Bronwyn leaves us with her three growth tips for every CEO.Chapters:00:00 A platform for patients and practitioners04:20 Getting Sales Started08:32 Back to Co-founder Led Sales12:25 The Importance of Strong...2023-04-2545 min
Sales Talk for CEOsA Customer-Success Driven Sales StrategyLeanDataâs sales organizationâs head count might seem too costly to some. It was derived out of a constant quest to map internal resources to support customer success - not revenue, yet it is highly profitable.  One example, split the customer success manager role into two positions. One checking in to monitor the account health and ensure renewal. The other, a coach to provide ongoing best practice advice to customers.Join us to learn the customer-centric sales enablement process that makes LeanData recession-proof.Chapters:00:00 LeanData - Revenue Orchestration 04...2023-04-1832 min
Sales Talk for CEOsThe Art Of Scaling A Sales TeamHow do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasnât working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased. What was the right size for the company where they could serve the clients with excellence, reduce churn and increase profitability? They...2023-03-2138 min
Sales Talk for CEOsBuilding and Implementing Scalable ProcessesMost CEOs have a hard time running one successful company. Veronica Buitron runs two!Her secrets boil down to simple, hard won lessons. First, you need a process for everything to be successful and to scale. Second, you need to trust and empower your teams.Every CEO can learn from her episode.Chapters:00:00  - Introduction2:26 - Tango Code: Redefining Software Development 003:53 - Automating Process for Scalability 10:02 - Engineering and Sales Are Both Just Solving Problems14:50 - Building Visions Together 16:30 - Shared Suc...2023-03-1439 min
Sales Talk for CEOsHow To Hire The Right Sellers In An Early Stage CompanyAriel came from engineering, he had been a product leader for quite a few years and then made the transition into sales. Initially when he moved into sales, he was running product marketing. And he thought sales was so easy, you just get all of the factsheets and battle cards and the information on the features and capabilities and share that with the prospects that they will buy it. Of course, he learned quickly he was wrong. Running a sales team taught him that sales was so much more and luckily he learned before he started his co...2023-02-2842 min
Sales Talk for CEOsMove Deals Through Your Pipeline With The Centricity ModelSean Doyle applies behavioral science to marketing and the sales funnel. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel. Sean says, âDeals stall in the middle of the funnel because we arenât giving the buyer what they need to make a decision.If you are still feeding them information about your product features and benefits, they are 80% likely to decide to stick with the old, lower risk, status quo.âOn the other hand, we know that if you help th...2023-02-1452 min
Sales Talk for CEOsWhat every CEO can learn from 2022Wrapping up my 3rd season and I still canât believe I started and built a successful podcast. The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others. Whether they are near the beginning or the end of their journey itâs always interesting to learn why they started and how they grew sales. In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond.Number...2023-01-2412 min
SaasHoles "Rev Ops with an edge"Where Do CRO's (Chief Revenue Officers) Come From? - Alice Heiman#revopswithanedge #CRO #ChiefRevenueOfficer #AliceHeiman
Alice Heiman host of the popular podcast, Sales Talk for CEOs and the sister of Liz Heiman joins Pete Jansons to talk about where Did CRO's (Chief Revenue Officers) Come From? as well as other topics like: Miller Heiman Story, Why do buyers buy?, Founder led companies, Advice on how to scale, Company Culture, Follow Through, What are the best KPI Key Performance Indicators to follow?, How long do you give someone to adopt to a new culture?, Graceful Exit, Frankenstack, DO NOT USE ACRONYMS, Time Management, Pay at Risk...2022-11-2453 min
Sales Talk for CEOsSales Talk for CEOs: A Founder-Led Sales Organization with Usman Sheikh (S3:E11)So many founders make it their goal to get out of the sales role as they scale. âI can hardly wait until we can afford a VP sales to take overâ is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do. In this episode we will learn what defines a founder-led sales organization and how you might change your mind about getting out of sales.It all starts with redefining the sales mindset. B2B sales are not transactional. They come...2022-10-2041 min
Sales Talk for CEOsA 30 Year Perspective on Scaling a Startup with Doug FrazierMost startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it's impossible to grow beyond the startup phase if you are spending 15 days a month on the road selling. Replacing himself as a salesperson took 3 years, but replacing himself as head of sales took Doug Frazier much longer. It wasnât until he discovered a genius channel strategy that he made the transition out of sales management.In th...2022-10-0426 min
Sales Talk for CEOsA Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce StuartDo you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partnersâ success? Iâve worked with many companies who sell through the channel and complain that their channel partners arenât selling enough. In order for channel sales to be successful, your team has to understand how the potential partners are going to make money with the product or service you want them to sell. Itâs not up to the partners t...2022-09-2735 min
Sales Talk for CEOsSupporting Sales Leaders with Rasmus GoksorLike most CEOs, you've probably had some bad experiences trying to hire sales leaders in your company. The root of the problem? Many CEOs think they can hire someone to take over the sales team so they can step away and focus on other things to grow the company. It's just not that way! The CEO can't step away from sales but instead must have a plan for supporting sales leaders every step of the way. That's what Rasmus Goksor learned as he founded and sold his company Cobalt (a portfolio monitoring solution). And that's what led him to...2022-08-3044 min
Sales Talk for CEOsSales Talk for CEOs: Elevate Sales by Making Sales EasierShow NotesToday we celebrate the one-year anniversary of the Sales Talk for CEOs podcast! Throughout the past year, I've featured two types of episodes on the show. In the âCEO Journeyâ series, I interview CEOs to learn about how they grow sales. Next, in the Experts Series, I interview experts I know will have advice to help you grow sales. So today, we kick off a new segment: the Insights Series! These will be episodes with just you and me where I share insights on various topics that will help you elevate sales. The first topic, maki...2022-08-2310 min
Sales Talk for CEOsClosing Bigger Deals with Expert Lisa MagnusonLisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals. If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you.Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on investors. So, scaling sales is a priority, and they want to...2022-08-0937 min
Sales Talk for CEOsThinking Differently about How to Build a Sales Organization with Juliana StancampianoAre you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.Juliana's strategy for building a sales organization involves...2022-08-0248 min
Sales Talk for CEOsProduct CEO or Sales CEO? Why You Need to Get It Right with Catherine DahlAre you a product CEO or a sales CEO? The answer may not be what you think. Case in point: Catherine Dahl, the CEO of Beanworks, an AP automation platform recently acquired by Quadient. Catherine spent two years building her company as a sales CEO when a sudden realization struck that she was trying to be something she wasn't. By owning her role as a product CEO, everything changed. With the right sales leader in place and the sales machine turned on, Beanworks went from half a million Canadian in revenue in 2017 to 8 million Canadian in 2021. Listen to her...2022-07-2636 min
Sales Talk for CEOsGoing from Incremental Growth to Exponential Growth with Expert Richard MedcalfGoing from incremental growth to exponential growth requires radical changes in your businessâfrom your mindset and focus to your team and how your company operates. If you're a CEO who feels 'stuck' in incremental growth but wants more, you'll want to listen to this episode of Sales Talk for CEOs Expert Series with Richard Medcalf. Richard is the CEO of Xquadrant, a company that works with high-achieving founders, CEOs, and executives to reinvent their success formula and push their companies to the next level. He knows what it takes to achieve exponential growth and shares his expert advice tod...2022-07-1939 min
Sales Talk for CEOsBuild an Outbound Sales Motion Early with Mei SiauwAccording to Mei Siauw, CEO of LeadIQ, a tool that helps sales teams with smarter prospecting, building an outbound sales motion is the key to growth. Start early, stick with it; if you do it right, outbound sales will produce amazing results. In this episode, we talk about the outbound motion Mei built, how Ryan used the piano to book conversations with prospects and how Mei built a global, remote team of 150 people to take LeadIQ to the next level. During the show, Mei talks about how she built LeadIQ by focusing on outbound sales. You'll learn h...2022-07-1240 min
Sales Talk for CEOsHow Word of Mouth Was All We Ever Used to Attract New Business with Nancy DuarteNancy Duarte is the CEO of Duarte, a company that specializes in the art of persuasive communication. YSheâs known as âthe Storyteller of the Valleyâ and the author of six best-selling books, including Resonate and slide:ology. Her famous TedTalk has had over 3 million views. What you may not know is that although her business was founded in 1988, she is only now growing an outbound sales team. That's right. Nancy has experienced over 30 years of exponential growth using inbound sales exclusively. Even in those early years, before the books and the fame. Want to know how she's done it? Th...2022-06-2144 min
Sales Talk for CEOsBuilding a Powerful Go-to-Market Machine with Jonathan SiddharthJonathan Siddharth is the CEO of Turing, an AI-backed Intelligent Talent Cloud that helps companies source, vet, match and manage software developers remotely. There are currently 1.5 million software developers on Turing, and the platform is used by huge companies like Johnson & Johnson, Pepsi, Dell, Disney, Coinbase, and more. The reason for Turing's wild success? Jonathan has strategically built a powerful go-to-market machine! And he's joining Sales Talk for CEOs to discuss exactly how he did it.During our conversation, Jonathan explains how he waited to hire his sales team until he had two important things in place...2022-06-1450 min
Sales Talk for CEOsMistakes and Lessons in Building a Sales Organization with Zvi GutermanHere's the reality: you'll make mistakes at every stage of building a company, especially when building a sales organization. But it's what you do with your mistakes that will determine your success. Entrepreneurs who catch the error, identify the problem, and correct it quickly are those who go on to build profitable, long-lasting businesses. Making mistakesâand learning lessons from themâis part of building a successful sales organization. And we're going to dive into that more in this episode with Zvi Guterman, CEO of CloudShare, an online platform that helps software vendors deliver virtual sales experiences.In t...2022-06-0740 min
Sales Talk for CEOsHow to Use Story as Rocket Fuel for Sales with Expert Park HowellEvery salesperson today wants to have more sales conversations. But they're difficult to get because it's become so hard to get the buyer's attention. Want to break through the noise? Try storytelling. Learning how to effectively use story in your messaging can dramatically increase the number of sales conversations and conversions. This is a big topic, and I know CEOs are eager to learn more about using story to boost their business. That's why I invited Park Howell, author of Brand Bewitchery and host of the Business of Story podcast, as the guest for this special episode in my...2022-05-3141 min
Sales Talk for CEOsScaling Your Business with Trusted Partnerships with Angela SaundersAngela Saunders is the CEO of Vorum, a company that provides digital workflow solutions worldwide for the design and manufacturing of custom prosthetics and orthotics. Started in 1989 by Angela's father, the company has seen big changes since Angela became CEO two years ago. She's not starting from scratch, though. Angela is taking the trust her father built over decades and strategically leveraging those trusted partnerships to scale the company. To learn about her journey and get inspiration for your own, check out this episode of the Sales Talk for CEOs podcast.During the episode, Angela and I...2022-05-2439 min
Sales Talk for CEOsImproving Sales Discovery with Jody GliddenPeople are bombarded with emails and sales messages. Response rates have plummeted. The number of quality interactions with prospects has declined. As a result, each interaction is more valuable than ever before. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges theyâre facing. In todayâs world, every CEO should be looking to improve sales discovery, and thatâs why youâll want to listen to this episode of Sales Talk for CEOs with Jody Glidden.Jody Glidden is CEO of Introhive, a customer...2022-05-1754 min
Sales Talk for CEOsBuilding Your First Professional Sales Team with Lars GrønnegaardLars Grønnegaard is the CEO of Dreamdata, a SAAS company that gathers, joins, and cleans revenue-related data to help B2B businesses understand what is driving sales so they can focus on what works. Like most new companies, Dreamdata started with founder-led sales to get their first customers, but within 18 months Lars realized he needed a professional sales team. In this Sales Talk for CEOs episode, Lars offers some invaluable advice!Lars and I discuss the importance of finding new sales hires with an entrepreneurial spirit. We explore why previous experience does not necessarily translate to a...2022-05-1044 min
Sales Talk for CEOsFinding Success Through Channel Partners with Barb KinnairdDr. Barbara Kinnaird is CEO of Response Biomedical, a point-of-care testing solution helping to diagnose acute diseases. A microbiologist by trade, Barb stepped in as CEO after a significant company downsize, and she soon discovered there were many other problems in the business that needed fixing. One of the big ones? Lack of clarity on who the core customer is. Research in this area led Barb (and the company) to a huge mindset shift: from focusing on product features and end users, to concentrating on channel partners."I think we're on the right pa...2022-05-0336 min
Sales Talk for CEOsLevel Up Sales at Your Company with Expert Steve BensonOn this episode of Sales Talk for CEOs, Steve Benson, CEO of Badger Maps, joins me as an Expert to talk about what CEOs can (and should!) be doing to level up sales at their company. Now hold on a moment before everyone goes, "Wait a minute, I have a sales leader who does that. I have a CRO in place. I have a VP of sales." Yes, I'm sure you do. But CEOs always have a role in sales, regardless of whether the company was just founded or is a mature business. The role changes as you grow...2022-04-1946 min
Sales Talk for CEOsDeveloping Sales Leaders from Inside Your Business with Patrick ParkerMany CEOs struggle to find sales leaders, including sales managers and VPs of sales. Not Patrick Parker. Patrick is the CEO of SaaS Partners, which helps early-stage entrepreneurs and builds in-house products to start new companies. Patrick is launching new businesses all the time, yet he never struggles to find sales leaders. His secret? Patrick has identified the exact traits to look for in new salespeople, and then he strategically grooms them into leadership roles. If you want to learn the formula for successfully developing sales leaders from inside your business, youâll have to listen to this episode of...2022-04-1243 min
Sales Talk for CEOsLead Generation for the Complex Sale with Expert Brian CarrollLead generation is often ranked as one of the biggest challenges of growing a business. Thatâs why I invited expert Brian Carroll to the Sales Talk for CEOs podcast to discuss what CEOs should know about generating leads for complex sales. Brian is the founder of Markempa, an empathy-based marketing company, and the author of the bestselling book Lead Generation for the Complex Sale. In this episode, he shares expert advice and actionable strategies for CEOs to evaluate their current lead generation practices and make adjustments that will increase sales.In this interview, Brian diagnoses the pr...2022-04-0551 min
Sales Talk for CEOsHow to Become a Trailblazer in a New Market with Amy DuRossAmy DuRoss is the co-founder and former CEO of Vineti, an enterprise software platform for personalized cell and gene therapies. Personalized medicineâdesigning custom therapeutics for each patient to cure diseases like cancerâis a whole new terrain in the pharmaceuticals industry. So, whatâs it like to start and build a company in a brand new category? In this episode of Sales Talk for CEOs, Amy talks about what it takes to become a trailblazer in a new market, including the role of passion, storytelling, networking, and referrals. If youâre a CEO entering a new market (or innovati...2022-03-2955 min
Sales Talk for CEOsWinning Hearts, Minds, and Clients Through Account-Based Marketing with Blake WilliamsAccount-based marketing is one of the hottest growth strategies right now (note: it's not new, just hot), with companies in all industries looking to create a personalized buying experience for targeted accounts. If you're a CEO who wants to unleash the power of account-based marketing in your own business, you'll want to listen to this episode of the Sales Talk for CEOs podcast. My guest, Blake Williams, is the founder and CEO of Ampfactor, an account-based marketing that teaches companies to do this, but all of his business has come from referrals. Find out how he grew sales and...2022-03-2245 min
Sales Talk for CEOsCasting the Vision for the Sales Team with Darren DixonDarren Dixon is the founder and CEO of Fyxify, a software platform for the home services industry that connects consumers and contractors. He describes Fyxify as "the most energy-efficient software in the world" because the company's vision is to address the problem of global warming by equipping homeowners and service providers with the information they need to handle home maintenance in an energy-efficient way. This vision permeates everything they do at Fyxify, from sales to hiring to customer experience. If you are a CEO who wants to build your company around a strong vision, you will want to tune...2022-03-1540 min
Sales Talk for CEOsTeaching Your Sales Team to Have Authentic Conversations with Brent KeltnerBrent Keltner is the founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy. His upcoming book, The Revenue Acceleration Playbook, teaches CEOs and go-to-market teams the importance of having authentic conversations with potential buyers. In this episode of the Sales Talk for CEOs podcast, we dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate your business. The episode will leave CEOs contemplating what authentic conversations with their customers look like and how to build and train a sales team that can have these conversations.We...2022-03-0838 min
Sales Talk for CEOsWhat CEOs Need to Know About Voice of the Customer Research With Expert Tonya BjurstromVoice of the customer research is more than just sending out a customer survey or asking for a review. It involves conducting strategic interviews, often handled by a third party, to get targeted insights for your business. Every CEO should be looking at voice of the customer research, which is why I invited expert Tonya Bjurstrom, founder of Dirby Group, a voice of the customer research company, to join me for this episode of Sales Talk for CEOs. In it, we discuss everything that CEOs need to know to get started with voice of the customer research....2022-03-0134 min
Sales Talk for CEOsCreating a Mission-Aligned Sales Team with Leeatt RothschildLeeatt Rothschild is the CEO of Packed with Purpose, a specialty corporate gifting company that sources from minority-owned companies with superior products that make a social impact. Social mission affects everything at Packed with Purposeâfrom how they market and package products to the people they hire. In fact, Leeatt has worked hard to build a mission-aligned sales team, which has greatly contributed to the company's success. The truth is, every CEO needs to think about creating a mission-aligned sales team. That's why you'll want to listen to this episode of Sales Talk for CEOs to learn how Leeatt do...2022-02-1548 min
Sales Talk for CEOsOwning Your Role as Sales Leader with Torrance HartTorrance Hart is CEO of Teak and Twine, a corporate gifting company that works with sales, marketing, and HR teams to use strategic gifting to accomplish goals. Once Torrance embraced her role as sales leader, there was no turning back. She now loves her work leading sales and credits her involvement in the sales process as one of the primary reasons for the rapid growth of Teak and Twine. Her story is a great example of what owning your role as sales leader can do for your business!In this episode, youâll learn a little about To...2022-02-0147 min
Sales Talk for CEOsSolving Startup Problems with Craig ZingerlineThe startup industry is littered with failed businesses that didnât reach the five-year mark. Itâs a shame because there are a lot of great products, ideas, and services out there that never make it because these early-stage startups donât get the help that they need. Thatâs why Iâm excited to welcome my guest for this episode of Sales Talk for CEOs: Craig Zingerline, CEO and founder of Growth University. Growth University delivers on-demand training programs geared toward early-stage startups to give them the information they need to make better decisions and grow their startups faster.2022-01-2552 min
Sales Talk for CEOsThe 3 Stages of Business Growth with Orrin BrobergAccording to Orrin, the three stages of business growth are as follows:Stage 1: Youâre scrappy and entrepreneurial with a âletâs just get it doneâ kind of attitude. As for sales, you do most of the work yourself.Stage 2: âLetâs get some kind of management in here!â becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors.Stage 3: The 3 pâs are in place: people, process, and product. Backed by a good board and investors, and with trusted...2022-01-1141 min
Sales Talk for CEOsThe 3 Stages of Business Growth with Orrin BrobergThe Greek philosopher Heraclitus once said, âThe only constant is change.â If youâve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and itâs important that you, as CEO, embrace that. The way you run sales, the type of salespeople you need, and your role in the sales organization will shift as you reach higher levels of success. This podcast will give you deeper insight into the stages of business growth, so you understand where you are and where you are headed. My gues...2022-01-0441 min
LeadovationAlice Heiman: Creating Agile Sales StrategiesAs Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale with exceptional growth potential. Her passion is to strategize with CEOs, company leaders, and their sales leadership to build strategies that find new business and grow existing accounts. Her clients love her spirit and the way she energizes their sales organization. She's the host of the popular podcast Sales Talk for CEOs. In addition, Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor she helped inspire. Alice...2021-12-1432 min
Sales Talk for CEOsMarketing That Is Music to Your Buyerâs Ears with Kate Bradley ChernisConnection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in. You have to create marketing that is music to your buyerâs ears.In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live radio DJ, Kate is now the CEO of Lately, a software that uses ar...2021-12-0742 min
Sales Talk for CEOsAligning Your Go-to-Market Team with Pouyan SalehiProduct. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but itâs often hard to achieve. Luckily, youâll get plenty of ideas and inspiration in the latest Sales Talk for CEOs podcast.My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model whereâon the one handâthe end-users of the software (sales reps) are not the...2021-11-3042 min
Sales Talk for CEOsBuilding Relationships to Grow Your Business with Amir ReiterIf there is one thing to take away from this episode of Sales Talk for CEOs, itâs that CEOs should be making connections. If youâre not reaching out to customers, employees, peers, and mentors, you are missing out on opportunities to learn and grow. I understand that this doesnât come naturally for everyone, but when you hear about the benefits of networking, evangelizing, and building relationships in todayâs interview, I know youâll be motivated to make it a priority.This episode features Amir Reiter, CEO of CloudTask, a B2B Lead Generation company he...2021-11-2338 min
Sales Talk for CEOsFinding the Right Sales Leader for Your Company with Elay CohenHiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. By hiring the right sales leader for your company, youâll be able to build the kind of sales organization that really supports your business, and that allows you, as CEO, to take on the role of strategist, evangelist, and thought leader.The perfect guest for this topic is Elay Cohen, CEO and co-founder of SalesHood, a sales enablement platform. The ro...2021-11-1645 min
Sales Talk for CEOsGrowth Strategies for Hiring and Organizing Your Sales Team with Jacco van der KooijAs an entrepreneur, when you first launch your company, you often start out doing most of the work yourself. However, at a certain point, itâs time to hire a team so you can focus on the higher-level work required of a CEO and grow your business. But who should you hire first? When should you bring on a sales team? What hiring strategies can help you find the best talent? How should you organize your team for top performance and growth? All these questions (and more!) are answered in my latest Sales Talk for CEOs podcast.Th...2021-11-0944 min
Sales Talk for CEOsBuilding a Customer-Focused Sales Strategy with Erik FrankThe companies that are succeeding today are the ones that are looking at themselves from their customersâ perspective. How do your customers see your business? Do they understand your products and services? How do they want to buy from you? Whether you have been in business for five years or 100, your customersâ perspective will always play a pivotal role in the success (or failure) of your business. So, are you listening to their valuable feedback?No matter how old your business is, you must constantly change and adapt to what your customers are telling you. Thatâs the su...2021-11-0228 min
Sales Talk for CEOsIntegrating Sales and Marketing to Better Serve Customers with Bronwyn AllenHIGHLIGHTS1:20 Changes to hiring during the pandemic8:25 Growth of sales operations during the pandemic11:25 How to integrate roles on your team to serve customers better14:10 The CEOâs unique role in sales18:38 Balancing a CEOâs many responsibilities22:40 Switching your sales strategy when inbound calls increase25:07 Growth opportunities on the horizon  âThe customer wants it to be seamless. They donât want to have your services coming from 15 different directions and different messages. They know what they want, and they want...2021-10-2630 min
Sales Talk for CEOs3 Mindsets Every CEO Must Develop in Their Business with Maria NordstromHIGHLIGHTS3:19 The journey to becoming the CEO of basketball8:24 Knowing CEO skills, playing the sport and understanding the fans10:57 Finding solutions for the first challenges you have to face as a CEO19:10 Holding each member and each department of the organization responsible for revenue and the customerâs experience27:35 The CEO as the spearhead and pivot of the organization30:35 Keeping sports stakeholders engaged during the pandemic through innovative thinking QUOTES3:25 âIf I wrote down a piece of advice to myself: specializing in a...2021-10-1941 min
Sales Talk for CEOsInterviewing for Creativity with Kris RudeegraapHIGHLIGHTS2:50 How Sendoso started - finding creative ways to connect with people5:20 Interviewing for creativity 15:10 Building a strong company culture 20:20 Adapting to modern sales 24:58 Following up with customers27:41 Why stay with named accounts?  QUOTES4:57 âCreative thinking is one of those soft skills that are underutilized and undervalued⌠add creativity or if you want to be more creative thatâll be a skillset that will stand outâ5:32 âI think creativity is something that all you CEOs out there - make sure that your s...2021-10-1338 min
Sales Talk for CEOsEntrepreneurial Enthusiasm with Chris CabreraHIGHLIGHTS1:20 What exactly is Xactly and who are their ideal customers? 7:00 Sales journey to CEO 11:55 Entrepreneurial enthusiasm26:42 Sales organizationâs evolution after 16 years30:10 The balance of having partners and direct sellers 38:20 From private company to public, then to private and going back to being public  QUOTES11:30 âSo many things could go differently, so many startups fail for so many different reasons - but that never entered my mind. Looking back, I didnât understand that - but at the time the ide...2021-10-0551 min
Revenue HarvestWhy Your Sales Territories Kill Company Growth with Alice HeimanThis episode of the Revenue Harvest Podcast with Nigel Green features Alice Heiman, Founder & Chief Sales Energizer at Alice Heiman, LLC. Good selling is still good selling even without geographical territories.Alice shares how to transition your sales around the customer and do business the way the market wants to do business. She explains the benefits of aligning your sales people with buying methods and how to use team selling to service larger clients.She shares her process of segmenting prospects and rating and ranking accounts based on metrics other than territory. Alice also discusses...2021-10-0248 min
Sales Talk for CEOsBenefits of Hiring a Sales Leader with Gary GoerkeHIGHLIGHTS3:30 Before Clarity Voice: how Gary had started as tech support and then trained in sales6:08 The CEO being the first salesperson of the company15:13 Realizing the need for a sales leader 20:18 When the CEO manages his own sales team26:46 Technology doesnât solve all problems 30:01 The richness of business QUOTES3:30 âWith any entrepreneur, when they look back to when they started the company and what led up to it, there were many things that happened that built them to where they ar...2021-09-2838 min
Sales Talk for CEOsBuilding and Maintaining Partnerships with Jamie CrosbieHIGHLIGHTS2:18 How and why Jamie started Proactivate8:45 Recognizing when to hire people 12:39 Strategically building and maintaining partnerships16:00 Partnerships versus cold-calling 19:23 Mindsets that are helpful for serving clients and growing your business - mindset versus skillset QUOTES5:26 âIt was me selling, for sure, in the beginning and doing a lot of it. In the first week I got 25 appointmentsâ9:26 âAdding a salesperson would be worth a million dollars in revenue to my company⌠I hired some sales team member and then took them throug...2021-09-2136 min
Sales Talk for CEOsThe Importance of Understanding Sales with Steve BensonHIGHLIGHTS[3:06] Being a business owner with a sales background[6:59] Getting people onboard in your company - what you can do as CEO[10:50] Building the sales organization in your company[20:41] Supporting sales and the CEO's growing role[25:51] Making your customer feel important, secure and happy[31:00] Hiring outside help to communicate more freely in the office QUOTES[6:30] âIt's really useful to have a sales background starting a company, at first you are not just selling a product, you're selling for people to join...2021-09-1440 min
Sales Talk for CEOsStrong Contributors to Sales Success with Jon FerraraHIGHLIGHTS2:00 From Goldmine to Nimble, Jonâs entrepreneurial journey8:20 Be present for your family's growth. Don't let your career get in the way of being with your loved ones. 18:17 The secret sauce to making connections and closing sales - listening more and being human29:24 Integrating more and more communication systems into Nimble 33:04 Making it easy for the buyer to buy from youQUOTES2:02 âIt really starts with our first company that I co-founded called GoldMine. I started that company out of a personal need, I struggled as a sales person.â 8:20 âI came to the conclusion that Iâm on this planet...2021-09-0943 min
Sales Talk for CEOsDirecting Sales Profitability with Transparency with Ganesh ShankarHIGHLIGHTS01:46 Starting RFPIO and helping companies respond to RFPs more efficiently10:07 Ganesh's sales experience was a natural progression to CEOÂ 14:01 Trial and error: Changing company goals to figure out behavior19:21 Celebrate sales milestones and recognize the efforts of every team member23:15 Filling the organization structure with the right people at the stages31:45 Future forecast for RFPIO and success with an onboarding specialist38:46 Sales tips for fellow CEOsQUOTES08:27 "We realized salespeople never logged into those system. They have accounts already working o...2021-07-3143 min
Sales Talk for CEOsReimagining How Salespeople Sell with Melanie FellayHIGHLIGHTS01:47 Innovating the training process with Spekit10:44 Melanie's background in supporting sales and overcoming self-limiting beliefs18:39 Learning how to sell a product and being deliberate with hiring a sales team26:55 Having a clear company vision and hiring the first head of sales37:30 Creating an online presence to evangelize and attract clients40:34 Building up the sales team and adapting to changing buyer behaviors48:32 Sales advice for fellow CEOsQUOTES09:16 "How do we reimagine the way that employees learn at work? And how...2021-07-3153 min
Sales Talk for CEOsFinding Success by Building a Remote Sales Team With Mario Martinez, Jr.HIGHLIGHTS02:11 Mario's accidental entry into sales and realizing that sales is the art of helping09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales21:26 Scale your business with remote sellers29:56 CEOs must oversee sales teams and ensure company values are preserved34:15 Future forecast for Vengresso and technologyQUOTES08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. Th...2021-07-3139 min
Sales Talk for CEOsFinding Success by Building a Remote Sales Team With Mario Martinez, Jr.HIGHLIGHTS02:11 Mario's accidental entry into sales and realizing that sales is the art of helping09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales21:26 Scale your business with remote sellers29:56 CEOs must oversee sales teams and ensure company values are preserved34:15 Future forecast for Vengresso and technologyQUOTES08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. Th...2021-07-3139 min
Sales Talk for CEOsFostering Collaboration Between Channels with Julie ThomasHIGHLIGHTS01:27 Julie as an "accidental entrepreneur" and rebuilding the structure of ValueSelling 09:37 Challenges with recruiting passionate people and translating languages14:18 Figuring out the ideal profile for ValueSelling's independent contractors18:37 Company culture has a direct effect on a channel's effectiveness21:18 Strengths and obstacles: Collaboration and adapting to change and technology29:53 Hiring direct sellers alongside independent contractors35:53 Future forecast: Adaptability is the number one skill40:11 Advice for CEOs to get more involved with salesQUOTES11:37 "We also then put in place s...2021-07-3144 minSales Talk for CEOsGet to Know Your HostOn this inaugural episode of Sales Talk for CEOs, guest host Park Howell interviews Alice Heiman to get the backstory of her career and how this podcast came to be. More about Alice Heimanwebsite: https://AliceHeiman.comFollow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/More about Park Howellwebsite: https://businessofstory.com/Follow Park on LinkedIn: https://www.linkedin.com/in/parkhowell/2021-07-1736 min
The Growth PlaybookSelling in Times of Crisis, with Alice HeimanThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Alice Heiman! Founder and Chief Sales Officer at âAlice Heiman LLCâ, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff.
This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis.
Where you can find Alice:
https://www.linkedin.com/in/aliceheiman (https://www.linkedin.com/in/aliceheiman)
http...2020-04-2935 min
Outside Sales TalkTactics that Win The Complex Sale - Outside Sales Talk with Alice Heiman
Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients' business and sales practices. Sheâs the founder and Chief Sales Officer at âAlice Heiman, LLCâ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!
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Here are some of the topics covered in this episode:
The 8 elements of the complex B2B sale
Tactics to conquer...2018-09-1950 min