Shows
Sales Talk for CEOsEp166 Relationships Before Revenue: Barb Betts’ System to Scale Sales Through TrustFrom rookie agent to revenue powerhouse, Barb Betts built her business on one thing—relationships. 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.📚 Barb's Book Recommendation: How to Win Friends and Influence People by Dale Carnegie 🎧 Podcast Pick: The Ed Mylett Show and The School of Greatness by Lewis Howes 💡 Advice to CEOs: “Relationships before revenue. Always.”About 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 Team’s Credibility with Alice HeimanShould your B2B sales team be using social media to sell? Alice Heiman says - no. The “Connect and Pitch Slap” 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 you’re a CEO or sales leader wondering why your “social selling” isn’t working, start here.Connect with...2025-06-0412 minSales Talk for CEOsEp162 From Bottleneck to Breakthrough: Manuj Aggarwal’s AI Scaling StrategyManuj Aggarwal hit a wall: too much work, too little time, and no content writer who could capture his vision. That’s when he turned to OpenAI—and 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 up—but 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 product—it's how they frame value. Messaging expert Tim Riesterer shares research-backed insights on how today’s 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 Me®, How Samantha McKenna Built #samsales Before Day OneSamantha McKenna didn’t just start a sales consultancy—she 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.🔗 Connect with Samantha McKenna:https://www.linkedin.com/in/sams...2025-05-1438 minSales Talk for CEOsEp159 The Go-to-Market Mistake Most CEOs Make—and How to Fix it with Expert Garrett MehrguthMost GTM strategies miss the mark—and 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/Alice’s 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 isn’t enough. In this solo episode, Alice Heiman explains why coaching is the missing link that turns average sellers into top performers—and what CEOs must do to fix the gap.Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Alice’s Website: https://aliceheiman.com/2025-04-2918 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 they’re 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 learned—through failure—that 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 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 CEOsEp150 Why Most CEOs Fail at Thought Leadership (and How to Fix It) with Alice HeimanMost CEOs think they’re doing thought leadership, but the truth? They’re doing it wrong—if they’re 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 you’re 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 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. He’s 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 min
Revenue RehabLeadership at the Helm: CEOs' Role in Unifying Revenue TeamsThis week our host Brandi Starr is joined by Alice Heiman, the Chief Sales Energizer and Host of "Sales Talk for CEOs." Meet Alice Heiman, a dynamic leader transforming the B2B sales landscape. With a stellar career in boosting sales, founding multiple start-ups, and hosting her own insightful podcast, Alice is a powerhouse in the world of sales and growth strategy. From her actionable advice for C-level executives to her innovative takes on structuring go-to-market teams, Alice brings a wealth of knowledge and experience to the table. Whether it's breaking down the barriers between departments or critiquing traditional quota...2024-12-1139 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
The Sales Problem PodcastS4: Episode #2- Skyrocket Your Value with Alice HeimanWhat are you doing to make it EASIER to be your customer? What are you doing to make it HARDER to be your competitor?
Top 30 Global Guru Sales Professional- Alice Heiman answers these questions and MORE!
Jump into this episode and skyrocket your value!
Connect with Alice:
Website: aliceheiman.com
Sign up for Sales Strategies for CEOs Newsletter: https://aliceheiman.com/CEOpodcast
Podcast:
Sales Talk for CEOs Podcast - Apple Podcasts
CRANK Coffee and Mama T's Cookies:
Cranky Pants™ - Dark...2024-11-101h 06
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 today’s 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
TractionBreaking Down Sales Barriers with Alice Heiman, host of the Sales Strategies for CEOs with Alice Heiman PodcastIn this episode of the Traction podcast, Alice Heiman, Founder, Strategist, and Podcast Host of Sales Strategies for CEOs, shares her expertise in sales, honed from a rich background that spans from teaching in public schools to excelling in corporate sales. Alice’s journey from a public school teacher to a leading figure in complex corporate sales provides a unique perspective on sales strategies and customer relations.Alice discusses several key points:- The transition from education to sales and how teaching skills are beneficial in sales....2024-02-2959 min
The People Powered Community Podcast023: Alice Heiman - Harnessing the Power of Community: How CEOs Can Drive Sales PerformanceOn this week's episode of the People Powered Community podcast, we're joined by Alice Heiman, Chief Sales Energizer and host of the Sales Talk for CEOs podcast.
Learn about Alice's super-connector superpower.
Gain insights into the complexities of B2B sales and learn how to make the process easier and more enjoyable.
Explore practical strategies for understanding and aligning with customers' buying journeys.
Discover the power of community interaction in enhancing business operations.
Unleash your own superpower and learn how to leverage it for professional success. Don't miss this episode of The People Powered Community Podcast!
2023-09-2133 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 it’s often hard to achieve. Luckily, you’ll 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 where—on the one hand—the end-users of the software (sales re...2023-09-1343 min
Sales Talk for CEOsEncore: Marketing That Is Music to Your Buyer’s 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 buyer’s 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
Leaders of B2B Podcast - Interviews on Business Leadership, B2B Sales, B2B Marketing and Revenue GrowthHow Becoming a Better CEO Can Lead to Exponential Growth with Alice Heiman, Founder and Chief Sales EnergizerOn this episode, Alice Heiman, Founder & Chief Sales Energizer, shares fantastic lessons for #B2B #businessleaders, particularly CEOs.CEOs are vital both in sales and understanding the customer journey. This allows the business to emphasize its value proposition and differentiator, along with the fiscal stability of gaining revenue. She discusses the Entrepreneurial Operating System as a vital tool for business #leadership.Understanding the customer journey entails the CEO having to listen to sales calls and read emails. Other than this, the CEO should not be tactical on other fronts...2023-05-3045 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 ‘Always be learning’ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Every sentence could be its own chapter.Chapters:00:00 Radhika’s Background - Always Be Learning 06:53 Sales Growth St...2023-05-1336 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 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
Salesology® - Conversations with Sales Leaders037: Alice Heiman: How to Energize SalesGuest: Alice Heiman Guest Bio: As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. 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. Alice dedicates time to local entrepreneurs by tea...2023-03-0644 min
Sales Talk for CEOsWhat every CEO can learn from 2022Wrapping up my 3rd season and I still can’t 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 it’s 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
Attributed - A podcast by DreamdataBuilding Your First Professional Sales TeamLars Grønnegard CEO at Dreamdata.io is a guest on the Sales Talk with CEOs Podcast hosted by Alice Heiman. When you’re an early-stage startup getting off the ground, hiring Salespeople decision will impact your future growth. You need a step forward, not a setback. Lars is sharing his tips and knowledge on the importance of finding new sales hires with an entrepreneurial spirit. Lars as a CEO with a sales team successfully handling the bulk of work still stays involved in the sales process and will share how experimenting and data can ease up the...2023-01-0944 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. “I can hardly wait until we can afford a VP sales to take over” 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 wasn’t until he discovered a genius channel strategy that he made the transition out of sales management.In th...2022-10-0426 min
Play the King & Win the Day!Episode 21- Alice Heiman Chief Sales Energizer & Podcast Host of Sales Talk for CEO'sEpisode 21 -We speak with Alice Heiman Chief Sales Energizer & Podcast Host of Sales Talk for CEO's Alice shares her experience with starting her own company in 1997 and her journey to being nationally known for working with B2B companies that have exceptional growth potential to elevate their sales and increase their valuation. Alice Hosts the Podcast Sales Talk for CEO's and shares her insights on Play the King from interviews with successful CEOs over the years. About Alice Heiman:2022-09-0127 min
Play the King & Win the Day!Episode 21- Alice Heiman Chief Sales Energizer & Podcast Host of Sales Talk for CEO'sEpisode 21 -We speak with Alice Heiman Chief Sales Energizer & Podcast Host of Sales Talk for CEO's Alice shares her experience with starting her own company in 1997 and her journey to being nationally known for working with B2B companies that have exceptional growth potential to elevate their sales and increase their valuation. Alice Hosts the Podcast Sales Talk for CEO's and shares her insights on Play the King from interviews with successful CEOs over the years. About Alice Heiman:2022-09-0127 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
Limitless: A Sales and Marketing PodcastS3 E2: How CEOs Can Lead Their Sales Teams to Success in Uncertain Times Ft. Alice HeimanThe key takeaways for you: Importance of fixing your positioning and messaging before selling.How not to spam your prospects and customers with emails.How to rally sales, marketing, customer success - around the customer all teams as a CEO.Ways to make the sales process easier for customers.How Alice Heiman uses video in prospecting, customer engagement.Why customer retention is more important than getting new customers in the downturn?How a company should downsize its team as a means of cost-cutting during a downturn. Learn more about Alice here:https://aliceheiman.co...2022-08-2942 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 “CEO Journey” 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 business—from 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 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. YShe’s known as “the Storyteller of the Valley” 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 mistakes—and learning lessons from them—is 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 they’re facing. In today’s world, every CEO should be looking to improve sales discovery, and that’s why you’ll 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
Selling with LoveKey Sales Skills And Guidance For CEOs - @Alice Heiman (Sales Talk for CEOs)Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ======= Are you a CEO or a founder struggling with sales? If so, pay attention because Alice Heiman can make your current and future life way easier. Along the interview, you’ll discover the first sales, leadership skills and progressive stages that every CEO has to go through. Besides, you can discover why is never to late to learn how to sell, and the crucial aspect of remaining close to yo...2022-05-1730 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, you’ll 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. That’s 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 medicine—designing custom therapeutics for each patient to cure diseases like cancer—is a whole new terrain in the pharmaceuticals industry. So, what’s 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 you’re 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
The Selling WellProfessional Sales with Alice HeimanAlice Heiman is internationally known for her expertise in elevating sales to increase the valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders, and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. She’s the host of the popular podcast, Sales Talk for CEOs, where she interviews different CEOs and they share how they’ve built up their organizations while discussing their challenges and predictions for the future. Alice dedicates time to local entrepreneurs by teaching at the...2022-03-0841 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 Purpose—from 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 CEOsSolving Startup Problems with Craig ZingerlineThe startup industry is littered with failed businesses that didn’t reach the five-year mark. It’s a shame because there are a lot of great products, ideas, and services out there that never make it because these early-stage startups don’t get the help that they need. That’s why I’m 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 BrobergThe Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s 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 Buyer’s 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 buyer’s 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 it’s often hard to achieve. Luckily, you’ll 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 where—on the one hand—the 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, it’s that CEOs should be making connections. If you’re not reaching out to customers, employees, peers, and mentors, you are missing out on opportunities to learn and grow. I understand that this doesn’t come naturally for everyone, but when you hear about the benefits of networking, evangelizing, and building relationships in today’s interview, I know you’ll 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, you’ll 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, it’s 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 customers’ 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 customers’ 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. That’s the su...2021-11-0228 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 “Creative thinking is one of those soft skills that are underutilized and undervalued… add creativity or if you want to be more creative that’ll be a skillset that will stand out”5:32 “I 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 organization’s 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 “So many things could go differently, so many startups fail for so many different reasons - but that never entered my mind. Looking back, I didn’t understand that - but at the time the ide...2021-10-0551 min
The Revenue EngineWinning Revenue Strategies for CEOs with Alice Heiman, Founder and Chief Sales Energizer at Alice Heiman, LLCThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30If you are in sales, you have heard of Miller Heiman. And you’ve probably heard of Alice Heiman, the daughter of Stephen Heiman, who helped her father’s business, but then ventured out on her own over 20 years ago.Today, Alice is the Founder and Chief Sales Energizer of her own firm, Alice Heiman, LLC, guiding and coaching CEOs and sales leaders to develop winning strategies to drive revenue growth. Alice is a long...2021-10-0141 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 CEO 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
PROFITABLE HAPPINESS®219: Building World-Class Sales Organizations, With Alice HeimanOne of the greatest and most self-evident truths in an organization is that Sales is a primary lever of business success. Without great sales, you can't achieve a great and profitable organization. Yet one requirement for achieving great sales that is often overlooked is the influence of leadership mindset on the personal and human tone of a sales organization. When this human requirement is working well at the CEO level, it will naturally trickle down throughout the organization so that sales can flourish.In this episode, we meet Alice Heiman, who helps CEOs bring a new spirit...2021-07-1233 min
Sales TransformationEpisode #95 S1-EP95 What Sales Leaders Need To Do To Elevate Their Sales In New Environments with Alice HeimanAlice Heiman is one of the most sought after entrepreneur sales coaches who Founded and is Chief Sales Officer of Alice Heiman, LLC. It is where she extensively demonstrates the direct correlation between sales performance and a leader’s mindset as she firmly believes and practices that a sales leader’s approach to their sales team immediately and dramatically determines the sales results. Alice has spent over 20 years training sales professionals all over the US on a variety of skills, strategies, and tactics. Despite the fact that sales wasn’t the first choice for her career path, she sti...2021-05-1038 min