Podcast appearances and mentions of alice heiman

Leave your commentIn this powerful episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Alice Heiman, a strategic sales advisor to CEOs and host of Sales Talk for CEOs. Together, they explore a critical yet often overlooked truth: CEOs must be active participants in driving sales strategy, visibility, and culture within their companies.Far from being a back-office role, the CEO today is the face, voice, and momentum behind successful sales organizations especially in founder-led and early-growth companies. Alice shares rich insights and real-world examples on how CEOs either drive growth or unknowingly prevent it.The CEO as a Sales Driver, Not Just a Visionary CEOs must be involved in sales not just setting targets, but also shaping the narrative, supporting the team, and building credibility in the marketplace.Visibility is Vital CEOs who are absent from public view are losing deals before they even start. Being accessible and sharing insights humanizes the brand and draws in top talent and prospects.Stop Selling Like a Founder Many CEOs fail because they expect salespeople to sell like them. Alice explains why founder-led sales needs to evolve and how to create scalable processes that work for your team.Outdated Playbooks Are Hurting Sales The 2009 “Predictable Revenue” model doesn't hold up in a modern, buyer-first world. Alice encourages a fresh, audience-centric approach built on relationships and relevance.A New Go-To-Market Mindset CEOs need to focus on sustainable growth. That means investing in demand generation, customer journey mapping, and a real GTM strategy not just adding more salespeople.Modern selling isn't just the job of the sales team, it's a company-wide responsibility that starts at the top.If you're a CEO still hiding behind spreadsheets and silence, this episode will challenge you to show up, speak out, and open the doors only you can open. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Samantha 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.

Sales 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/

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Alice Heiman discuss the transformative impact of AI on sales and customer experience. They explore how AI tools are changing the way customers research products, the importance of personal touch in sales, and the skills salespeople need to thrive in an AI-driven environment. The conversation also addresses common misconceptions about AI and its role in the workforce, emphasizing the need for sales professionals to adapt and learn how to effectively use AI in their processes. Takeaways AI is changing how customers research and purchase products. Salespeople can craft better messages using AI tools. AI can enhance customer experience through personalized interactions. The importance of human communication skills remains paramount in sales. Sales professionals should learn to use AI effectively to improve their workflows. AI can assist in note-taking and proposal writing. Listening and asking the right questions are crucial skills for sales success. AI won't replace complex sales roles but will change how they operate. Salespeople need to adapt to the AI economy to remain competitive. Building relationships and providing value are essential in sales. Chapters 00:00 Introduction to AI in Sales 02:18 Transforming Customer Experience with AI 08:15 AI's Role in Sales Processes 13:04 AI Misconceptions and Job Security 16:08 Balancing AI with Personal Touch 28:40 Essential Skills for Salespeople in the AI Era Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

The time has come where we hit 200 episodes and it was a pleasure to have on good friend and "Sales Energizer" Alice Heiman. Alice also hosts a great podcast called Sales Talk for CEOs.  We need to keep talking about more women in sales and sales leadership since we still have huge opportunities for more women in sales and sales leadership.  Alice and Lori talk about the last ten years of effort to help create inclusive B2B sales teams, what has changed, and what we still need to do.  We remember Barbara Giamanco who started the podcast back in 2018. Her early episodes are really great and we encourage others to listen to them.  Thanks to all those listeners who have helped it be an award-winning podcast! More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram.  Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/ 

Most 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.

Your go-to-market workflow might be costing you sales without you even realizing it. Many companies still rely on outdated workflows that don't align with the way customers buy today—creating friction instead of closing deals. In this episode, Alice Heiman breaks down what's 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/aliceheiman/Alice's Website: https://aliceheiman.com/

Most 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 your industry, this episode is for you.Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Alice's Website: https://aliceheiman.com/

What 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 you're a CEO looking to scale smarter, embrace innovation, or rethink your sales strategy, this conversation is packed with actionable insights you won't want to miss.About GuestDuring the 15 years that Ivan Barajas Vargas worked in QA and test automation, he realized that testing was slow and required an army of QAs to get it automated. In 2019, he and Renan Ugalde founded MuukTest, an AI-powered solution that effortlessly automates software testing in days instead of years. Since being part of top startup accelerators like MassChallenge and TechStars, MuukTest received grants from the National Science Foundation's Small Business Innovation Research (SBIR) program, as well as being included in Google for Startups' Latino Founders Fund for 2023, among other grants.Social Links Connect with Ivan Barajas VargasOur website: MuukTest - Test Automation ServicesIvan's LinkedIn Profile: (50) Ivan Barajas Vargas | LinkedInMuukTest LinkedIn: https://www.linkedin.com/company/muuktest/Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Alice's Website: https://aliceheiman.com/

Referrals 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, you'll 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/Alice's Website: https://aliceheiman.com/

Alice 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/Alice's Website: https://aliceheiman.com/Alice Blog: https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/

This 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 systems, her insights are nothing short of enlightening. In this episode of Revenue Rehab, Brandi and Alice dive deep into the importance of collaboration, customer-centric strategies, and the evolving roles in the C-suite. Tune in for a riveting discussion on aligning sales, marketing, and customer success to drive revenue and enhance customer experiences. Bullet Points of Key Topics + Chapter Markers: Topic #1 Importance of Collaboration for Revenue Teams [08:51]: Alice Heiman underscores the essence of cross-departmental collaboration in eliminating internal barriers, stating, “When departments like sales, marketing, and customer success work together, we close the gaps that slow our processes, especially those hindered by internal legal or operational hurdles.” This cooperative spirit ensures smoother operations and better alignment with customer needs.  Topic #2 Role of the Chief Revenue Officer (CRO) [16:32]: Alice Heiman provides insight into the role of the Chief Revenue Officer, explaining, “The CRO exists to bridge the gap between sales, marketing, and customer success. This role is crucial for aligning departmental goals and driving a unified strategy. Without a CRO, the CEO must take on the challenge of orchestrating these efforts, especially in smaller companies where each leader needs to wear multiple hats effectively." Topic #3 Customer-Centric Strategies Over Traditional Quotas [27:45]: Critiquing traditional quota systems, Alice advocates for a customer-first approach, pointing out, “Quotas often miss the mark by prioritizing financial targets over customer satisfaction. Instead, our strategies should be aligned with customer timelines and demands, fostering a more sustainable and loyal customer base. This shift requires us to focus on real customer insights and integrated market strategies rather than mere numbers." By keeping the conversation aligned with these key pillars of collaboration, leadership, and a customer-centric approach, Brandi and Alice bring actionable insights to the forefront, empowering revenue leaders to rethink their strategies for sustainable growth and customer satisfaction.  What's One Thing You Can Do Today Alice Heiman's ‘One Thing' is to take a critical look at your team's structure and collaboration. "Evaluate whether your current team setup fosters collaboration or creates silos. Make it a priority to realign your teams around customer-centric goals and ensure that leaders are not just meeting internal metrics, but also enhancing customer satisfaction. Regularly communicate these goals and check for seamless integration across departments. The focus should always be on closing gaps and ensuring the customer experience is at the forefront of every decision." Buzzword Banishment Alice's Buzzword to Banish is 'quota'. Alice wants to banish this word because, she explains, “the term 'quota' is too limiting and fails to reflect the true potential and performance of sales teams."  Links: LinkedIn: https://www.linkedin.com/in/aliceheiman/ Instagram: https://www.instagram.com/janicebgordon/ Facebook: https://www.facebook.com/AliceHeimanLLC X: https://x.com/aliceheiman YouTube: https://www.youtube.com/@AliceHeiman Podcast: https://aliceheiman.com/podcast/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live 

Imagine freeing up hours in your day while boosting your team's productivity and engagement. With the right AI tools, that's possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Here's what you need to know about AI to enhance your go-to-market strategy without stretching your team to the limit.From Pharmacist to Marketing Innovator: Gillian's JourneyGillian's story starts in a surprising place—a pharmacy. Transitioning from a pharmacist to a marketer, makes sense right? LOL, I think she has a whole book in that story. She started a firm to do traditional marketing and she quickly realized there were a lot of things she didn't want to do. That set her on a path to automate those tasks so she could get them off her plate. She was so successful that she realized that her clients might like to do the same. They wanted to automate the repetitive tasks that often bogged down teams. So she built out the tools so that everyone can use them. Now, her company helps clients minimize time on routine activities, allowing CEOs and their teams to focus on growth. As Gillian puts it, “I didn't build a business around what I loved doing—I built it around what I didn't want to do, so others wouldn't have to either.”Key Insights for CEOs Embracing AI in Marketing and SalesReaching Clients in Multiple Time ZonesAfter COVID, work styles and locations became more dispersed, with clients now spread across global time zones. Instead of a one-size-fits-all approach to communication, AI can help you identify ideal times for outreach, increasing the likelihood of engagement without adding work to your team's plate.Cutting Through the Noise with Personalized CommunicationEmail inboxes are overflowing, making it harder than ever to connect meaningfully with customers. AI can analyze your audience's preferences, enabling your team to deliver highly relevant content that resonates. Rather than sending blanket emails, think about messages that address your clients' specific industries and needs.Engagement Over Posts: Building Authentic Connections on LinkedInPosting on LinkedIn isn't enough. True engagement happens through interaction, which is often time-consuming. AI tools can handle initial connections and automate responses in line with your brand voice, freeing you to jump into conversations when they matter most.Action Steps for CEOs to Implement AI EfficientlyAssess and Integrate AI Tools with PurposeDetermine which tasks are ripe for automation—think of repetitive, high-volume activities like initial outreach or follow-ups. Tools like xiQ allow for deep research and message personalization, helping your team engage meaningfully without sacrificing time.Build Authenticity into AutomationAI tools should support authentic connection. Personalization doesn't just mean using a contact's first name; it's about showing real knowledge of their challenges. Setting up guidelines for your team can ensure AI outputs reflect your brand and bring value to every interaction.Scale Strategically Without Losing Personal TouchAs your reach expands, so does the need for genuine, tailored responses. AI can assist in automating responses that sound natural and caring, allowing your team to handle larger volumes without compromising quality.Leveraging AI to Free Up Time and Maximize ImpactThe real value of AI for CEOs isn't just about saving time; it's about allowing you and your team to focus on what matters most—building relationships, strategizing for growth, and driving impactful outcomes. As Alice Heiman notes, “AI is here to stay, and those who embrace it will outpace those who don't.”For more on how to apply AI to your business and improve your sales and marketing strategy, tune into the full episode of Sales Talk for CEOs with Alice Heiman.Episode DetailsChapters00:00 Introduction01:27 Guest Introduction02:33 From Pharmacy to Marketing03:17 Business Challenges and Innovations04:25 Application of Pharmacist Skills in Marketing06:10 Changing Workspaces and Marketing Strategies07:59 Adapting to Global Clientele10:02 Evolution of Communication and Marketing Tools11:50 Customization and Personalization in Marketing13:57 Leveraging AI for Efficient Marketing17:01 The Impact of AI-Driven Tools on Business Growth19:45 Automating Interactions and Engagement23:13 The Crucial Role of CEO in Marketing26:24 Efficacy of AI in Crafting Genuine Engagement32:09 Summation and Special Advice for CEOs39:27 ConclusionAbout GuestI come from the ‘lost and found' marketer bin. At the fourth-grade career fair I didn't choose Marketing as my field, life chose it for me. Twenty years later (at 29 years-old!) I still love chasing new ideas and reinventing better, smarter, cooler ways to do old things. I live in Raleigh, NC with my little family and 2 silly dogs. I wanted to connect with you about your podcast because as an entrepreneur I was stressed and overwhelmed leading my own company. So in a moment of desperation, I pulled pieces from my creative and technocrat background to create an envelope-pushing proposition: harness artificial intelligence to revolutionize how businesses go-to-market in a human way. I truly had to figure it out, or my business wasn't going to survive. I needed to design a way to blend the analytical power of AI with the resonant touch of human storytelling. Storytelling is the secret sauce of marketing success. People want to be seen, heard and connected with in a genuine way, but how do you scale that? That single question drove me to design, iterate, break and rebuild until I had created a brand, agency and platform that wasn't just a business but a manifesto: a marketing renaissance where technology amplifies creativity, and every strategy remains a personalized narrative. I'm trying to dispel any fears folks may have about using AI in their lives + business. AI is just the instrument; the human heart remains the composer.About Guest CompanyIn a digital age craving innovation, our visionary Founder and SheEO pulled pieces from her creative and technocrat background to create an envelope-pushing proposition: **harness artificial intelligence to revolutionize how businesses go-to-market in a human way**. Broken Glass Ceiling Marketing was born from this dichotomy, and was welcomed into the world with skepticism as we drove to blend the analytical power of AI with the resonant touch of **human storytelling.** Storytelling is the secret sauce of marketing success. People want to be seen, heard and connected with in a genuine way, but how do you scale that? That **single question** drove us to design, iterated, break and rebuild until we had created a brand, agency and platform that wasn't just a business but a manifesto: **a marketing renaissance where technology amplifies creativity, and every strategy remains a personalized narrative.**Social Links Gillian's Website: brokenglassceilingmarketing.comFollow Gillian's Facebook Page: https://www.facebook.com/brokenglassceilingmarketingConnect with Gillian on LinkedIn: https://www.linkedin.com/in/gumoney/Connect with Gillian's company page on LI https://www.linkedin.com/company/broken-glass-ceiling-marketing/Alice's Website:https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn't some futuristic fantasy—it's happening now in today's AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don't use AI will be replaced by those who do.”In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let's dive into the key takeaways and action steps every CEO should consider.AI's Impact on Customer Success and MarketingBefore tackling sales, let's look at how AI is already transforming customer success and marketing. AI enhances customer interactions by delivering fast, accurate responses, personalizing communication, and even predicting customer needs.In marketing, AI tools handle content creation, manage social media, and even assist with graphic design. This ensures consistent messaging and saves your team countless hours.Sales and AI: Navigating the New FrontierIntegrating AI into sales feels like stepping into uncharted territory. There's enormous potential, but also new challenges. Some CEOs worry AI might dilute their brand's voice or leak sensitive data. The truth? When used properly, AI is a game-changer.Action Steps for CEOs: Implementing AI in SalesEstablish Clear Guidelines: Set rules on AI use to protect data security. Make sure your team knows the risks of free AI tools and has clear directives on approved software.Train Your Sales Leaders: Train sales leaders on AI policies and tool usage. Then, empower them to educate their teams so AI becomes a strategic advantage, not a point of confusion.Use AI for Research and Personalization: Tools like xIQ offer valuable insights into prospects, help with SWOT analyses, and tailor messaging based on personality types. Your team can use this information to connect on a deeper level.Craft AI-Powered Emails and Messages: AI can help create engaging, personalized emails. However, always review and refine the content to ensure it's accurate and fits your brand's tone.Develop Sales Strategies Using AI:AI can analyze account data, spot new opportunities, and suggest next steps. This helps your team make informed decisions and stay ahead of the competition.Stay Competitive by Embracing AIAI is rapidly changing how sales teams operate. By integrating it into your GTM strategy, you can improve efficiency, boost customer engagement, and drive more revenue. As Alice Heiman says, “AI is here; it's doing great things. We need to use it, but we need to be smart.”Ready to learn more about using AI in your sales strategy? Tune in to the full episode of Sales Talk for CEOs with Alice Heiman for a deeper dive.Chapters00:02 Introduction to AI in Sales01:51 Establishing AI Guidelines and Policies03:25 AI in Customer Success and Marketing06:22 Addressing Fears and Misconceptions About AI in Sales08:53 Training and Implementing AI for Sales Teams10:06 AI Tools for Sales Coaching11:28 AI for Sales Research and Prospecting14:16 AI for Crafting Effective Sales Communication17:05 AI for Developing Sales Strategies20:42 Conclusion and Call to Action

One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it's about making it easier to be your customer and harder to be your competitor.“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.This involves a variety of activities:Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.Managing the Managers: Who Coaches the Sales Leaders?One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.Final Thoughts: A Call to Action for CEOsIf you're a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you're not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.If you want to discuss improving sales leadership in your organization, feel free to reach out. I'm always happy to chat and offer insights tailored to your needs.“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”Episode DetailsChapters00:02 Introduction and Setting the Scene01:43 Role of Sales Leaders and Customer Experience05:18 Communicating Needs to Leadership and Building Foundations08:02 Daily Activities of Sales Managers11:03 Strategic Planning and Senior Leadership Involvement13:50 Ongoing Development and Deal Coaching15:18 Pipeline Management and Effective Reviews18:02 Development and Coaching for Sales Leaders20:18 Conclusion and Call to ActionSocial Links Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/ 

In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here's a sneak peek into the key takeaways:Don't Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.Quality Over Quantity in Outreach: In an age where inboxes are flooded, Alice stresses the significance of sending high-quality, targeted communications over mass outreach. Personalization and relevance are key.Referrals First Approach: Alice advocates for prioritizing referrals as a cost-effective and powerful way to accelerate sales, ensuring that your team leverages existing relationships to open new doors.CEO's Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture. Don't miss the full episode to explore these insights in detail and start transforming your sales strategy today.Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

What if the key to your company's success lay hidden in a challenge you're currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.Here's what you'll discover:David's journey from sales training to founding Tenbound.The significance of pivoting and niching in business.Challenges and strategies in building an effective sales team.Insights into the evolving landscape of sales technology.David's advice for CEOs on continuous learning and adaptation.Finding a Niche in Sales TechnologyDavid Dulany, founder of Tenbound, didn't start his career with a clear path to entrepreneurship. Initially working at Achieve Global, a sales and leadership training company, David always had a passion for the tech industry. "I got my foot in the door at Glassdoor when they first started, and we built up the SDR team there," David recalls. His experience at Glassdoor paved the way for his eventual leap into entrepreneurship.The Accidental EntrepreneurDavid describes his entry into entrepreneurship as accidental. "I was between jobs and a friend needed help with his SDR program," he says. This opportunity led to his first client and the birth of Tenbound. David's story is a testament to seizing opportunities as they come and being open to new paths. "I was really interested in the predictable revenue model, and a lot of things converged at the same time," he notes.Building TenboundTenbound initially focused on consulting and training services for SDR teams. "We started doing playbooks, training, and consulting with different companies," David explains. The company's growth was largely driven by word of mouth and referrals. "People I had worked with in the past reached out, and that became a source of business," he says.Pivoting to Sales TechnologyThe major pivot for Tenbound came with the realization of the growing demand for sales technology tools. "Everybody wanted to talk about the tools," David observes. This led to the creation of a comprehensive database of over 2,000 sales technology tools on Tenbound's website. "We've compiled this database where you can research and look into the best solutions for your sales problems," he explains.Overcoming Challenges in HiringHiring the right salespeople was a significant challenge for David. "One person can make such a huge difference to your company," he emphasizes. David's approach involved a lot of trial and error, but ultimately, he found success by hiring individuals with a proven track record in sales.Action Steps for CEOsEmbrace Flexibility: Be open to pivoting your business model based on market demands.Invest in People: Hiring the right talent can make a significant impact on your company's success.Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency.Build a Community: Foster strong relationships with clients and industry peers to create a robust referral network.David Dulany's journey with Tenbound highlights the importance of adaptability, leveraging technology, and the power of community in building a successful business. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.Episode DetailsChapters00:52 David's Early Career and Foundational Experience01:59 Introduction to Ten Bound and Its Current Focus 02:54 David's Career Ride and Transition to Ten Bound06:03 Becoming an Accidental Entrepreneur07:54 Initial Hiring and Overcoming Early Challenges09:12 Strategies in Growing Ten Bound12:27 Sources of Early Business and Role of Referrals16:07 Launching Sales Development Conferences17:39 Realizing the Shift Towards Sales Technology19:56 Coping with Industry Shifts and Economic Changes22:47 Building the Market Map and Creating the Directory25:23 Interaction with Competitors and Future Plans29:05 Monetization and Customer Engagement30:53 Sales Strategy and Future Events32:59 Final Reflections and Key Takeaways About GuestDavid Dulany is Founder and CEO of Tenbound, a research and advisory firm focused on the Sales Technology industry. Tenbound.com lists over 2500 Sales Technology products and services and offers guidance on the best Sales Tech available.Social Links (39) Tenbound: Posts | LinkedIn(39) David Dulany | LinkedInMain List Signup (tenboundplus.com)Tenbound - YouTubeTenbound | FacebookTenbound (@Tenbound) / XTenbound (@tenbound) • Instagram photos and videosPodcast Supporter Club The Sales Development Podcast (spreaker.com)Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In 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 retention.When is a CRO Necessary?Alice points out that not every company needs a CRO immediately. She suggests that the consideration for a CRO often becomes relevant as companies approach or surpass the $50 million revenue mark. For smaller ventures, the CEO often needs to handle these alignments directly.Action Steps for CEOs:Assess Organizational Needs: Analyze whether your current setup effectively supports growth and customer alignment.Understand the CRO's Impact: Consider how a CRO could influence your strategic outcomes.Prepare for Integration: Plan how a CRO would fit within your existing leadership framework.Educate Your Team: Ensure your staff understands the potential impact of a CRO on the company's success.Why Consider a CRO?Understanding when a CRO is necessary involves recognizing the potential for better strategic alignment across departments that directly influence revenue generation. "The decision to appoint a CRO should be driven by specific business needs, not just industry trends," Alice explains.Tune Into the Full Discussion:For a deeper exploration of whether your company could benefit from a CRO, listen to the full episode of "Sales Talk for CEOs." Alice offers detailed advice that can guide your decision-making process about this pivotal role.Chapters00:00 Introduction to Sales Strategies01:45 Evolution of Sales and Marketing03:13 The Rise of Customer Success04:37 The C-Level Conundrum06:12 The Need for a CRO07:54 CEO's Role in Alignment09:36 Creating Synergy for Customer Success11:08 Evaluating CRO ReadinessSocial Links Connect with Alice on LinkedIn:(40) Alice Heiman | LinkedInCheck out Alice's website:https://AliceHeiman.com

Bringing your CEO into a sales deal can be a game-changer, but only if done strategically. When executed correctly, involving the CEO can provide the gravitas and assurance needed to close complex deals, especially when selling to large organizations. However, without proper preparation, it can backfire, causing misalignment and confusion. Key triggers for involving the CEO include high-dollar deals, prestigious accounts, and significant lifetime value. The CEO's role should be clearly defined to convey confidence, vision, and commitment to the prospective client. Proper orchestration and practice are essential to ensure the CEO enhances rather than hinders the sales process. Alice Heiman, the Chief Sales Energizer, is an expert in elevating sales for companies with exceptional growth potential. With over two decades of experience, Alice works closely with CEOs and sales leadership to build strategies that drive new business and grow existing accounts. Known for her energetic and strategic approach, Alice's clients benefit from her extensive knowledge in sales, which she also shares as a board member for several companies and as a lecturer at the University of Nevada. What you'll learn: What are the key indicators that it's time to bring the CEO into a sales deal? How can sales leaders effectively prepare their CEO for a sales meeting to ensure alignment and success? What strategies can sales leaders use to manage and guide the CEO's involvement without losing control of the sales process? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love it, by April Dunford. Invisible Women: Data Bias in a World Designed for Men - by Caroline Criado Perez --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build a tool so effective that it turned into a successful company, Mailshake.In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. Sujan shares valuable lessons learned over the past ten years.Here's what you'll discover:How Sujan transitioned from marketing to sales and founded Mailshake.The importance of pivoting and targeting the right audience.Building a community early for successThe benefits of product-led growth.Advice for CEOs on staying focused and differentiating in a crowded market.A Problem-Solver's BeginningSujan Patel, co-founder of Mailshake, didn't initially set out to create a sales engagement platform. As a VP of Marketing at a SaaS company, he discovered a significant gap in sales follow-up and engagement. "I needed a simple tool to make sure the sales team follows up. Humans, step aside; software, let's go solve this problem," Sujan recalls. His background in marketing led him to develop Mailshake to address his own sales challenges. "I took over the sales team with no real background in sales," Sujan shares. He realized that effective follow-up and engagement were missing, prompting him to create a solution.Building a CommunityInitially targeting marketers, Sujan quickly realized that salespeople were the primary users who benefited most from Mailshake. "We changed all of our branding and copy to focus specifically on the sales use case," Sujan explains. This pivot was crucial for the company's growth and product-market fit. His strategy involved building a community and sharing his journey with potential customers. "I built about a 50,000-person email list and updated them weekly on my journey," he says. This approach not only created early traction but also fostered a sense of involvement among his audience.Scaling the Sales OrganizationAs Mailshake grew, Sujan transitioned from handling sales himself to building a sales team. "I hired a sales assist first, which effectively doubled our conversion rate," he notes. This move allowed him to focus on the company's vision while ensuring that customers received the support they needed. Mailshake's product-led growth strategy enabled them to scale without a massive sales team. "We went from a team of 15 sales reps to a lean, mean five people," Sujan highlights. By focusing on simplicity and ease of use, Mailshake maintained high customer satisfaction and retention.Sujan's Advice for CEOsSujan emphasizes the importance of knowing your differentiator in a crowded market. "You need to have one thing that is your differentiator or what you're amazing at," he advises. By staying focused on their strengths and continuously improving their product, Mailshake continues to thrive.Action Steps for CEOsUnderstand Your Market: Regularly reassess your target audience and be willing to pivot based on feedback and market demand.Leverage Community Building: Engage with your potential customers early and often. Building a community can create loyal advocates and provide valuable insights.Invest in Product-Led Growth: Focus on making your product so good that it sells itself. Simplify the user experience and provide clear value.Scale Thoughtfully: Grow your team and processes in response to demand. Ensure each addition to your team aligns with your strategic goals.Sujan Patel's journey with Mailshake highlights the power of innovation driven by personal frustration and a deep understanding of market needs. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.Episode DetailsChapters01:00 Introduction & Background02:17 The Origin of Mailshake06:55 Bootstrapping & Finding Product-Market Fit10:03 Early Growth Strategies15:09 Transitioning to Sales-Led Growth18:25 Challenges in Outbound Sales22:02 Focusing on Specific Verticals25:04 Current Organizational Structure29:27 Product-Led Growth and AI Integration36:06 Recommendations for CEOs39:34 Conclusion & Final ThoughtsAbout GuestSujan Patel is the co-founder of Mailshake, a sales engagement software used by 62,000 sales and marketing professionals. He also owns 4 other SaaS companies under Ramp Ventures. Sujan has over 20 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Cafepress and many other Fortune 500 caliber companies.Social Links Check out Sujan's website: https://mailshake.com/Connect with Sujan on LinkedIn: (35) Sujan Patel | LinkedInCheck out Alice's website: Alice Heiman | Sales Consultant and Strategist for CEOsConnect with Alice on LinkedIn: (35) Alice Heiman | LinkedIn

Imagine this: every person reporting directly to you is not just competent, but an A-player, fully aligned with your vision and driving your company's growth. Sounds ideal, right? This is not just a dream—it's an achievable reality that can transform the way you lead. Today on "Sales Talk for CEOs," Alice Heiman delves into why having the right people in the right roles is not just beneficial but essential for your company's success.Key TakeawaysEvaluate Your Team: It's crucial to assess if each team member is an A-player who contributes positively to your company's performance and culture. Alice notes, “You do not need to struggle with the people who work for you. It's not good for you, it's not good for them, and it isn't good for the rest of the company.”Leverage Individual Strengths: Encourage team members to operate in their "genius zone" where they excel and are most passionate, boosting morale and efficiency. Alice emphasizes, “Know what you're good at and do that. Let's figure out how to get someone else to do things you're not good at, rather than having you do them poorly.”Strategic Restructuring: Be willing to make tough decisions. If team members are not suited to their roles, consider reassignments or changes to better align their strengths with the company's needs. Don't just live with it. As Alice points out, “It's just really not fair to anyone and it doesn't make your company grow faster, that's for sure.”Alice discusses the common challenges CEOs face with team dynamics, emphasizing the importance of not just filling positions, but filling them with people who truly fit the company's vision and values.Action Steps for CEOs:Conduct a Performance Review: Identify who truly meets the A-player criteria.Focus on Your Strengths: Ensure you are working within your genius zone and encourage your team to do the same.Clear Communication on Roles: Have honest discussions with your team about their performance and future within the company.Alice challenges leaders to envision a team that not only supports but propels company growth. She poses a critical reflection for every CEO, "What would your world be like if every team member was an A-player?"Aligning your team with your company's goals isn't just beneficial—it's crucial for thriving in today's competitive market. Tune into the full podcast for a deeper dive into how you can lead your team to success.Chapters00:00 Introduction - Alice Heiman kicks off the podcast addressing CEOs and discussing the challenges with sales strategies.02:14 A Player Struggles - Exploring the common CEO issue of having underperforming team members and the desire to turn them into A players.04:24 CEO's Role in Team Performance - The harsh truth that a part of the struggle with team performance lies with the CEOs' decisions.06:23 Genius Zone Concept - Alice Heiman introduces the concept of working within one's 'genius zone' to enhance personal and company growth.08:02 Team Structuring - Discussing the importance of aligning team members' roles with their strengths and talents.09:24 Personnel Changes - Insights on making tough personnel decisions to ensure each team member is playing to their strengths.11:14 Impact on Customer Experience - How internal team dynamics directly influence customer satisfaction and sales.13:04 Call to Action for CEOs - Alice Heiman urges CEOs to evaluate themselves and their teams to optimize company performance and growth.13:50 Conclusion - Wrapping up by emphasizing the CEO's role in building a strong company culture and inviting listeners to the next episode.Connect with Alice on LinkedIn:(40) Alice Heiman | LinkedInCheck out Alice's website:https://AliceHeiman.com

In today's fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest "Sales Talk for CEOs" episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of "The Value Sale." In this discussion, we delve into how emphasizing value rather than just product features can revolutionize sales dynamics and lead to enduring customer relationships.Key Takeaways:Accelerating Sales Cycles with Value: Demonstrating the true value of products or services can significantly shorten the sales cycle and enhance customer satisfaction.Sustaining Post-Sale Value: Delivering ongoing value post-sale is crucial for ensuring customer loyalty and facilitating smooth renewals.Essential Value Articulation: It's vital for CEOs to train their teams to articulate value effectively, aligning closely with customer expectations.Action Steps for CEOs:Evaluate Sales Messaging: Refocus your sales conversations to emphasize value over product features.Commit to Training: Continuously train your sales team on recognizing and communicating value effectively.Adapt and Improve: Regularly assess how your team communicates value and adjust strategies as needed.Ian Campbell shared, "When value drives a deal, people shorten the sales cycle. They make better references." This emphasizes the importance of a value-centric approach in modern sales strategies.Alice Heiman underscored the significance of this strategy, stating, "When there's value, you have the momentum you need to keep a sale going and close it."For a deeper dive into how embedding value in your sales process can foster more engaged and loyal customers, be sure to watch the full episode of "Sales Talk for CEOs." This discussion is essential for CEOs looking to refine their sales strategy and cultivate teams that prioritize customer value at every interaction. Don't miss these expert insights — watch the full episode now!You are not going to want to miss this episode with expert Ian Campbell! For a comprehensive exploration of their insights, make sure to watch the entire episode.Chapters00:00 Introduction - Welcome to Sales Talk for CEOs and introduction to the value proposition topic with guest Ian Campbell of Nucleus Research.01:30 The Importance of Value - Exploring why value is essential in sales and how it can shorten sales cycles and foster long-term customer relationships.02:56 Focusing on Customer Value - The discussion shifts to a customer-centric approach and how value shapes their purchasing decisions.04:28 Renewals and References - Ian emphasizes the pivotal role of articulating value for subscription renewals and generating robust customer references.05:34 Beyond the Sale - Delving into how value sustains the customer journey beyond the initial sale, influencing retention and word-of-mouth marketing.06:23 Key Value Aspects - Ian breaks down the critical factors of value that resonate most strongly with customers, aiding in the sales process.07:23 Direct vs. Indirect Benefits - Understanding the difference between direct and indirect benefits and their impact on the value narrative.08:15 Crafting Marketing and Sales Messages - The conversion to align marketing and sales messaging with value-driven content to captivate the target audience.09:39 The Art of Value Language - Learning how to effectively communicate value propositions, translating into successful customer engagement.10:17 Selling Through Value - Ian explains the significance of selling through an individual to make an organization-wide impact.12:08 Assessing Sales Team Culture - A guide for CEOs to evaluate whether their teams are truly embracing value selling tactics.13:14 Training for Value Selling - Highlighting the necessity for CEOs to provide comprehensive training on value selling and relevant tools to their sales teams.18:23 Knowing Your Customer Value - Emphasizing the need for connecting product features to tangible customer value.19:08 Value Selling Methodology - Ian shares practical steps in the methodology of value selling, from early engagement to closing deals.21:16 The Elevator Pitch - The importance of equipping your sales team with a strong value-driven pitch for stakeholders like the CFO.About GuestIan Campbell is CEO of Nucleus Research, where he is responsible for the company's investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.Social Links Ian Campbell LinkedIn: https://www.linkedin.com/in/iancampbellnucleusresearch/Nucleus Research LinkedIn: https://www.linkedin.com/company/nucleus-research/Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

Connect with Alice Heiman on LinkedIn AND LET HER KNOW YOU HEARD HER ON THIS PODCAST!! Alice Heiman's wesite Do you have the makings of an Elite Sales Professional? Measure your ability to sell vs elite sellers. Take the Elite Seller Assessment Now! The best part, you get a Personalised Score, and Specific tips on how to improve your exact current situation. --- Connect with Paul M. Caffrey on LinkedIn. FREE!! Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." --- Takeaways CEOs can unintentionally block sales by not aligning with modern sales methods and impeding the sales process. Understanding the customer journey is crucial for effective sales strategies. Building a sales team should involve hiring a customer success person and a sales coordinator before bringing in salespeople. Referrals are a powerful prospecting tool that can lead to more successful sales. Demand generation is essential in marketing to generate interest and conversations with potential buyers. Recommended books for sales professionals include 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie. Summary In this conversation, Alice Heiman, Chief Sales Energizer and host of Sales Talk for CEOs podcast, discusses the challenges CEOs face in blocking sales and the need for CEOs to adapt to modern sales methods. She emphasizes the importance of understanding the customer journey and aligning sales strategies accordingly. Alice also provides insights on building a sales team, prospecting through referrals, and the significance of demand generation in marketing. She recommends books such as 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie for sales professionals to read.

Did 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 sales.Cultural Shift is Necessary: A GTM strategy involves reshaping your company's culture so that everyone understands their role in sales success.Marketing Must Contribute to Sales: Alice stresses that marketing should generate sales-qualified leads, directly contributing to the sales pipeline.Include Customer Success Early: Start customer success processes early in the sales cycle to enhance customer retention and satisfaction.Actions for CEO's: How to Implement a GTM Strategy:Evaluate Your Current Processes: Look at how each department supports or hinders sales and customer experiences.Encourage Collaboration: Work towards unified sales goals across all departments.Clearly Communicate Your Vision: Articulate a vision that emphasizes exceptional customer experience across all departments.Adopting a GTM strategy is not just an operational change but a strategic necessity for modern CEOs. For a deeper dive into these strategies, watch the full episode of Sales Talk for CEOs. Equip your team to meet today's market challenges by integrating these insights and encouraging them to adopt a successful GTM strategy.Chapters00:00 Introduction - Alice Heiman uncovers the evolving landscape of sales and the vital shift from siloed functions to a unified go-to-market strategy.02:02 Go-to-Market Importance - Unpacking the necessity for team collaboration in sales and questioning traditional sales, marketing, and customer success isolation.04:28 Marketing's Role in Sales - A deep dive into how marketing must transition from branding to owning sales numbers and generating qualified leads.05:39 Customer Success Integration - Exploring the expanded role of customer success in onboarding and retention, starting long before the sales close.07:17 Cross-Departmental Sales Roles - A call for every department to recognize their part in sales and how they contribute to making it easier for customers.09:20 CEO's Leadership in Sales Alignment - Emphasizing the CEO's unique position to realign the company's vision and culture towards a customer-centric, integrated sales approach.Social Links Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In this illuminating episode, Jeff delves into the crucial interplay between organizational culture and sales strategy with Alice Heiman, a renowned sales leader and consultant. Together, they navigate the intricate landscape of modern business, highlighting the indispensable value of a strong sales mentality that emphasizes customer relationships, strategic market growth, and clear communication. Alice and Jeff bring the need for a clear exit strategy to the vital importance of aligning team strategies with long-term goals, and dynamics of customer relationships, and stress the necessity of multiple touchpoints. Alice advocates for a structured approach where top-tier clients have direct connections not just with sales, but also with product specialists, engineers, and senior executives, ensuring enhanced customer satisfaction and retention.

This week's episode of "Sales Talk for CEOs" is out of this world, literally! Alice Heiman was joined by Beth Mund, whose journey from NASA to entrepreneurial space storyteller is rich with insights for business leaders. Not only that, we found out Alice is a bit of a space geek and she's a huge fan of Beth's having discovered her when she began her podcast Casual Space. Beth's story from navigating NASA's communication strategies to starting her podcast and founding a nonprofit called Stories of Space underscores the essence of curiosity, the imperative of adaptability, and the potency of storytelling in leadership.Key Takeaways for CEOs:Foster a Culture of Curiosity: Beth's endless questions at NASA showcase the need for leaders to cultivate curiosity within their teams. A curious team is an innovative team, always on the brink of the next big discovery.Embrace Change and Adaptability: Mund's leap into the unknown by leaving NASA for new ventures teaches the importance of adaptability in leadership. Change is not just inevitable; it's an opportunity for growth.Leverage Diverse Testing Groups: Beth's experiences as an analog astronaut demonstrate the value of diverse test groups in gaining genuine product insights. Understand your customers by walking a mile in their shoes, or in this case, their spacesuit.Harness the Power of Storytelling: Mund's transition to storytelling through her podcast and nonprofit work illustrates how narratives can effectively communicate complex ideas and connect with people on a deeper level."Curiosity is one of the key things that salespeople need, and I believe that all CEOs need to be curious...Fostering a culture of curiosity within your organization can lead to the exploration of uncharted markets and the development of groundbreaking products."Beth Mund's transition from the realms of being International Space Station Communications Officer NASA to entrepreneurship offers CEOs a blueprint for navigating their businesses through today's dynamic landscapes. Her journey reminds us that the principles guiding space exploration—innovation, adaptability, and effective communication—are parallel to navigating the intricacies of modern business leadership.Watch the full episode on our YouTube channel to see Beth Mund share her extraordinary experiences and insights that can inspire every CEO to lead with curiosity and courage.By embracing these lessons, CEOs can pilot their companies with the vision, innovation, and resilience needed to explore uncharted territories in business and beyond. Mund's narrative is not just a call to explore outer space; it's a call to explore the vast potential within our teams and ourselves. Don't miss out on this cosmic journey of leadership and innovation—listen to the podcast now.Chapters01:55 Exploring New Horizons - Alice elaborates on the value of seeking inspiration from diverse fields outside of sales, hinting at the innovative insights to come from Beth's experiences.04:22 Beth's Stellar Journey - Beth shares her nostalgic beginnings in space fascination and her journey from gazing at Halley's Comet to working at NASA and beyond.07:27 Finding a Place Among the Stars - Storytelling continues with Beth explaining how her childhood curiosity about space led to a fulfilling career in NASA communications.09:07 Tapping into Curiosity - Alice discusses the parallels between curiosity in Beth's space pursuits and its necessity in sales and leadership roles.09:34 The NASA Chapter - Beth recounts her tenure at NASA, the challenges encountered, and the crucial task of conveying the value of space exploration to taxpayers.12:15 Selling the Stars - Unpacking the concept of 'selling space' and the nuanced role of storytelling and education in both NASA's outreach and the sales process.14:06 Entrepreneurial Leap - Beth talks about the difficult decision to leave NASA and eventually embracing her entrepreneurial spirit by starting her own podcast, Casual Space.16:58 The Power of Narrative - Elaborating on the effectiveness of narratives and stories in both space communication and business, and their potential to engage and educate.18:02 Communication Tips for CEOs - Beth shares valuable insights on how CEOs and businesses can improve their communication strategies based on lessons from her career.23:13 Analog Astronaut Adventures - Beth delves into the world of analog astronauts, explaining how simulated missions on Earth provide insights for real space travel.28:42 Customers on a Journey - Alice draws a comparison between analog astronauts' preparations and the importance of understanding customers' experiences with products.33:28 Tackling Space Junk - The conversation addresses the issue of space debris, the innovations aimed at cleanup, and the implications for businesses.40:18 Stories of Space - Beth invites everyone to contribute their space-related stories to an exciting project that sends these narratives to the International Space Station.About GuestHi, I'm Beth Mund. Analog Astronaut, Keynote Speaker, and Space Communicator.  While working at NASA as a public affairs officer for the Johnson Space Center, and later as a communication officer for the International Space Station, I reported the many scientific innovations that enhanced and sometimes _saved_ people's lives, only to see these stories fall to the wayside, undiscovered. I became a fiercely passionate advocate for the people and their stories of science and space exploration. I share their stories on stage, in workshops, on my podcast, in my blog…any opportunity that showcases people who are making tomorrow's innovations happen today.  About a year ago, I created [Casual Space] (http://www.bethmund.com/casualspace), a podcast that provides intimate conversations each week with astronauts, engineers, authors, educators, architects and many more guests looking to share their love for space while helping to inspire the next generation of difference makers. Thousands of listeners continue to grow our casual community of space enthusiasts and advocates.  I serve on the Space Camp Alumni Board, and as a Space Drinks board member. I became an Analog Astronaut in November at the HI-SEAS research facility on a Mars simulation mission with a crew of 5 other incredible women.  I'm Beth Mund, and I discover, design and deliver stories about space. Beth Mund is a recognized expert in space exploration and story application. She owns her company, Stellar Communications, and is an influential keynote speaker. Beth is the Executive Director of the STORIES of Space Non-Profit, which provides direct access to space through innovative story submissions. In 2024, STORIES of Space launched 300+ stories to the International Space Station, where they are currently orbiting our Earth at 17,500 miles an hour for the next six months.  Beth's work at **NASA **as a science communication advisor helped shape her career in the space industry. As a Public Affairs Officer, Beth helped tell the story of the International Space Station, wrote speeches for astronauts, and showcased the technology, projects, and people at NASA's Johnson Space Center.  Beth is the host and creator of the Casual Space Podcast, delivering insightful conversations with astronauts, artists, scientists, and explorers.  Beth has served as an analog astronaut for several missions, including a simulated Mars mission in Hawaii, living in the Biosphere in Arizona, and a simulated Moon mission in Poland. Beth provides direct access to space, allowing people to apply their innovative ideas, change the way we explore space, and improve our lives on Earth.Social Links Beth MundThe Stories of Space Project™(25) Beth Mund | LinkedInBeth Mund Speaker, Writer, Space Geek | FacebookBeth Mund (@casualspacepodcast) • Instagram photos and videosCasual Space Podcast - YouTubeConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

"We help sellers consistently execute a Michelin star experience for their buyers instead of a fast food experience." And isn't this what every buyer wants today. On "Sales Talk for CEOs," Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. His focus on the customer journey always in the forefront.Elevating the Buyer ExperienceMark emphasizes transforming the sales process into a collaborative and transparent journey; he wants to enable sellers to provide a Michelin Star experience. This approach underlines the shift towards prioritizing the buyer's needs and simplifying their journey. Something he always did as a seller. Embracing Adaptability and ProcessReflecting on his early days in sales where he was struggling and almost got PIP'd. He realized he was too focused on the art of sales and not the science. He recognized that the best sellers had a process and though he didn't consider himself a very organized person he knew he had to do something. So he started project managing his deals, creating mutual action plans and spreadsheets and all of a sudden he was 150, 250, 300% of quota and those principles became the basis for Recapped. "I was too focused on the art of sales and not the science of sales."His story highlights the importance of adaptability, process, and organization in achieving sales success.Learning from ScalingDiscussing the challenges of rapid growth, Mark advises, "You can always speed up. You can't always slow down." He underscores the need for a solid foundation before scaling, advocating for a strategic approach to growth.Key Takeaways for CEOs:Prioritize the Buyer's Experience: Elevate the sales process by focusing on transparency and collaboration, enhancing the overall buyer journey.Innovate Through Adaptability: Embrace change and focus on the science behind sales to develop processes that drive success.Scale with Caution: Ensure a solid foundation and clear processes are in place before accelerating growth to avoid potential pitfalls.For more in-depth insights and practical advice from Mark Fershteyn's experience, CEOs are encouraged to listen to the full episode of "Sales Talk for CEOs."Mark's journey is a testament to the power of focusing on the buyer's experience, the necessity of adaptability, and the importance of cautious scaling in the dynamic world of sales.Chapters00:00 Introduction - Understanding contemporary sales strategies and the shift towards customer-centric approaches.01:59 Recapped's Value Proposition - Mark Fershteyn explains how Recapped elevates the buyer experience through collaboration and transparency.03:36 Eliminating Inefficiencies - Highlighting how Recapped reduces common sales bottlenecks and streamlines buyer-seller interactions.04:48 Origin Story - Mark shares his personal sales challenges and the inception of Recapped as a solution for process-driven selling.06:17 Sales as Science - The transformative moment that marked Mark's shift from artful selling to systematic, results-focused methods.07:17 Early Success Leading to Investment - The journey from an efficient internal tool to securing investment to scale Recapped.09:04 The Accidental Entrepreneur - How Mark went from VP of Sales to running a successful start-up.10:18 User Adoption Challenges - The importance of robust onboarding and user adoption in the early stages of customer relationship-building.12:23 Rapid Scalability Challenges - The pitfalls of aggressive scaling and the subsequent need to pare down and refocus.13:52 Market Downturn and Pivot - Adapting to changing market conditions and making tough decisions to ensure the future of Recapped.16:23 Building a Sales Team - Intention and strategy behind assembling a high-impact sales force.18:49 Learning from Recruitment Mistakes - Reflecting on past hiring practices and how to improve them moving forward.20:02 Pivoting to Product-Led Growth - Mark discusses sharpening the focus on product development and self-service for the buyer's journey.22:05 Scaling for the Future - Preparing to rebuild the team with valuable lessons from past experiences and aiming for profitability.About GuestMark Fershteyn is the CEO of Recapped.io, the easiest way for sellers to execute their deals and provide a better buyer experience. Recapped helps revenue teams accelerate sales cycles, close more deals, forecast with confidence, and stand out from the competition. Before founding Recapped in 2019, Mark spent the last decade selling SaaS products and building sales teams. Connect with Mark on LinkedIn:(15) Mark Fershteyn | LinkedInCheck out Recapped's website:Recapped.io - The Customer Collaboration PlatformConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

Do you know that exceptional customer and employee experiences can be the game-changer for your business? In a recent episode of "Sales Talk for CEOs," Alice Heiman explores this dynamic duo's profound impact. Here's a sneak peek:

Another company that scaled to over $20M in ARR. How does Alice Heiman keep finding them?In another insightful episode of "Sales Talk for CEOs" Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. Not unlike “G” Guillaume Moubeche,  from a few episodes ago, Adam is willing to put himself out there and share the good, the bad and the ugly.This episode offers CEOs actionable insights on leveraging technology for sales success, the importance of transparency, and the power of authentic engagement.The Essence of Retention.com's InnovationAdam Robinson has carved a niche in the sales landscape by addressing a critical need: identifying anonymous website visitors. Retention.com's innovative approach, as Robinson puts it, allows businesses to "know who they are without them filling out a form or doing anything," revolutionizing how sales teams follow up on leads. This breakthrough underscores the untapped potential in sales technology, urging CEOs to rethink their strategies.Key Insights for CEOsInnovate to Stay Ahead: Robinson's journey underlines the importance of adopting and creating new technologies. His message to CEOs: don't shy away from technology that can redefine your sales strategy.Transparency Builds Trust: By openly sharing his company's ups and downs, Robinson demonstrates the value of transparency in building a brand. It's a reminder that honesty can significantly bolster your company's image.Content is King: Adam's success story on LinkedIn emphasizes the need for CEOs to leverage social media and content creation to engage with their audience (for actions you can take on that listen to Scott Gillum's episode). He wisely points out, "I made 18, ten-minute episodes, two different seasons...and I ended up hiring the person full time to basically 5x the output of this."Product-Market Fit is Key: "Nothing will work without incredible word of mouth," Robinson states, highlighting the essence of product-market fit. This is a critical reminder for CEOs to continually refine their offerings based on customer feedback.Simplicity in Communication: The effectiveness of Retention.com's cold email strategy lies in its simplicity. "We can identify your anonymous website visitors and give you email addresses for people who do not fill out forms. Do you care?" This approach underscores the power of clear, concise messaging.Engage and InnovateRobinson's journey demonstrates how CEOs can actively engage with their communities and innovate relentlessly. In a world where sales strategies rapidly evolve, embracing technology and fostering a transparent relationship with your audience can set you apart.To gain comprehensive insights into transforming sales strategies and leveraging technology for business growth, make sure to listen to the full episode of "Sales Talk for CEOs" Adam Robinson's experience is a testament to the power of innovation, clear communication, and community engagement in driving business success.Chapters01:43 Adam Robinson, CEO of Retention.com joins the conversation, hinting at a game-changing sales tool for identifying website visitors.02:02 Adam discusses documentary series on the growth of his company and finding the ideal customer profile.03:49 The core technology of Retention.com is revealed, a tool for identifying website visitors without forms.05:00 Discussing how personal-level website visitor identification significantly benefits sales professionals.06:15 Adam recounts his prior experience in SaaS and the inception of Retention.com amidst an ultra-competitive market.07:11 Shifting from email marketing to discovering the untapped potential in visitor identification.10:06 Transition from email marketing to focusing on the more lucrative opportunity with Get Emails.10:56 Exploring the initial growth strategies employed, including Facebook ad campaigns and their efficacy in attracting diverse clients.13:38 Pivoting to cold email strategies that leverage simple yet potent messaging to resonate with recipients and drive conversions.14:38 Emphasizing the indispensability of word-of-mouth and product excellence in scaling a business.17:07 Detailing how captivating cold emails with clear value propositions can yield significant business interest.21:10 Adam's vision of scaling Retention.com without a conventional sales team but with a focus on technology and chatbots.23:22 Adam outlines his plans to tap into the B2B market with an innovative and free product offering.33:02 Adam invites listeners to try the new free B2B product, concluding the podcast on an encouraging note for aspirational entrepreneurs.About GuestAdam is the Founder/CEO of Retention.com. Retention.com helps businesses identify anonymous people on their website, and pushes their Linkedin profiles to a slack channel, for free! Adam has bootstrapped Retention.com to $22m ARR in 4 years, is an avid content creator on LinkedIn, and loves building in public. He's trying to create wildly immersive experiences - mostly using video - for the Retention.com community. Follow him on Linkedin - his handle is RetentionAdam.(8) Adam Robinson | LinkedInCheck out Rentention's website: +250% Klaviyo Flow Revenue | Retention.comConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. A recent conversation between Alice Heiman and Scott Gillum on "Sales Talk for CEOs" podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can't afford to ignore. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape.The CEO's Role in Social Media: A Strategic ImperativeThe conversation with Scott Gillum reveals a critical insight: "There is a correlation between your online presence and revenue." This simple yet profound statement underscores the importance of a strategic social media presence, not just for the brand but for the CEO personally. It's about being where your customers are, engaging in meaningful conversations, and showcasing the human side of leadership.Embracing Training and Defining RolesOne of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, "They want training...they want to know how to do it right." This calls for a structured approach to social media engagement, where CEOs and senior management are clear on their roles - be it as content producers, sharers, or supporters. It's about empowering leaders with the skills and confidence to engage effectively, without risking the brand's reputation.The Power of Authentic EngagementGillum's work with a global law firm illustrates the tangible benefits of executive involvement in social media, highlighting "a direct correlation between revenue billings and their online presence and activities." This evidence supports the notion that when CEOs engage online, it not only enhances their personal brand but also contributes significantly to the company's bottom line.Strategic Content Creation and DistributionIn discussing content strategies, the importance of planning cannot be overstated. Gillum emphasizes the shift towards "planning a quarter out," allowing for higher production quality and more strategic content dissemination. This approach ensures that social media efforts are aligned with overall business goals, making every post part of a larger narrative that drives engagement and leads.Choosing the Right Platforms and FrequencyThe digital landscape is vast, with each platform offering unique advantages. From LinkedIn's professional network to Instagram's visually engaging stories, CEOs need to identify where their audience is most active. However, Gillum warns against over-posting, suggesting that "less is more" when it comes to frequency. The focus should be on quality, relevance, and strategic timing, ensuring that each post adds value to the conversation.The CEO as a Brand AmbassadorFinally, the discussion touches on the CEO's role as the ultimate brand ambassador. Whether it's championing STEM programs or highlighting community involvement, CEOs have the opportunity to use social media as a platform for sharing what they and their companies stand for. This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike.In ConclusionThe insights from Alice Heiman and Scott Gillum's conversation serve as a roadmap for CEOs navigating the social media landscape. By embracing training, defining roles, engaging authentically, and strategically planning content, CEOs can leverage social media to enhance their personal brand, amplify their company's message, and ultimately drive business success. The key is to be strategic, authentic, and always aligned with the company's values and goals. In the ever-evolving digital world, the CEO's voice can be a powerful catalyst for growth, innovation, and connection.Chapters00:00 Introduction - Dive into the evolution of sales strategies and the need for innovation in today's markets with Scott Gillum.01:01 Challenges in Sales & Marketing - Scott discusses ongoing issues in sales and marketing, underscoring the importance of continuous improvement.01:20 Ever-Present Marketing Problems - Revelations on the persistent challenges in the field despite decades of progress.02:52 Founding Carbon Design - Scott shares the unique inception of Carbon Design, highlighting its people-focused and flexible work ethos.04:05 Value Proposition Creation - Anecdotes on developing effective value propositions using challenger marketing techniques.06:29 The Essence of Sales & Marketing - Discussion on the critical gaps between sales and marketing efforts and customer acquisition processes.08:04 Social Media Strategy for Leads - Insights into using social media for lead generation and the common mistakes CEOs make.09:56 Executive Reluctance on Social Media - Exploring the challenges CEOs face with personal branding on social media platforms.11:25 Training Executives for Social Media - The benefits of social media training for senior management and their impact on corporate branding.12:33 Importance of Online Presence - Highlighting the direct correlation between an online presence and revenue generation.14:01 High-Quality Social Media Content - The shift toward strategic planning for content creation and distribution on social media.17:10 Platform-Specific Strategies - Unravel the nuances of different social media platforms for B2B engagement, from LinkedIn to Instagram and beyond.22:04 Social Media as a Strategic Tool - Advice for CEOs on the strategic importance of social media and tips on content categorization.25:44 Employee Role in Social Media - Encouraging a company-wide approach to social media participation and the specific roles employees can play.31:58 CEO Directions on Social Media - Suggestions for CEOs on how to effectively use social media for personal branding and promoting company values.About GuestScott is the Founder and CEO of Carbon Design, a Personality Based Marketing firm. Prior to founding Carbon Design, he was the President of the Washington, DC office for gyro (a Dentsu agency), the world's largest B2B agency.His career follows the pipeline. Starting at the bottom closing deals as a sales rep. Then as a management consultant after graduate school, helping clients build sales and marketing channels. Advertising broadened his knowledge and experience in building brands and creating awareness.Along the way, he's been the head of marketing for an Inc. 500 company, and an interim CMO for a Fortune 500 company. Today, Scott helps clients improve the effectiveness of their marketing efforts up and down the funnel. From transitioning to digital to finding new ways to communicate, connect, and motivate audiences.Scott has been a member of the Gartner for Marketing Leaders Council and he writes a monthly column for several publications on business marketing.  In the past, he has been a regular contributor to publications such as Forbes, Fortune, Adage, the Huffington Post and he has contributed to various books on marketing. Currently he writes a monthly column for MarTech. Finally, his work on sales and marketing integration was made into a Harvard Business School Case Study and is taught at leading business schools across the nation. Connect with Scott on Linked In(99+) Scott Gillum | LinkedInCarbon Design(99+) Carbon Design LLC: Overview | LinkedInConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business. Schmidt's transition from a sustainability advocate to a tech entrepreneur offers invaluable lessons on the intersection of technology, procurement, and sustainable business practices, making her path a beacon for CEOs and leaders aiming to navigate the complexities of modern industries.A Journey of Resilience and InnovationAt the heart of Schmidt's story is her unwavering commitment to sustainability, which led her to challenge the traditional cost-centric models in procurement. Her philosophy, "What we want to do is to put the right data and insights in front of the strategic buyer...including the quality of what you buy, how it has been produced, and of course, to the right price," reflects a holistic approach to business that balances economic, environmental, and social factors.Kodiak Hub's utilization of technology to foster transparency and drive change is a testament to Schmidt's forward-thinking leadership. She emphasizes the importance of not just collecting data but using it to identify and act on opportunities for improvement, stating, "One thing is to report and to measure. But if those data points are not used to drive and identify opportunities for change...then what use is it to just report?" This approach underscores the role of technology as a catalyst for meaningful change, beyond mere efficiency gains.Schmidt's leadership journey is also marked by resilience, particularly in the face of challenges such as the COVID-19 pandemic. Her ability to lead Kodiak Hub to double its growth consecutively highlights the significance of agility and customer-centric innovation in overcoming obstacles. This resilience, coupled with a strategic focus on growth, offers a blueprint for CEOs navigating uncertain times.Emphasizing Creativity and Innovation in LeadershipA distinctive feature of Schmidt's leadership style is her emphasis on creativity in hiring. By exploring candidates' personal journeys and thought processes, Schmidt seeks to uncover their innovative potential, ensuring that Kodiak Hub's team is not only technically adept but also capable of thinking outside the box to drive sustainable solutions and innovation. This approach to building a team underscores the critical role of creativity in fostering innovation and navigating the complexities of technology and sustainability.Key Insights for CEOsSchmidt's journey and leadership at Kodiak Hub offer several key takeaways for CEOs and business leaders:Sustainability as a Core Business Strategy: Schmidt's emphasis on sustainability highlights its importance as a competitive advantage and a pillar for long-term business success.The Power of Technology for Change: Leveraging technology for transparency and to drive actionable change is crucial for modern businesses aiming to stay ahead.Resilience Through Innovation: Schmidt's ability to guide her company through challenges underscores the importance of innovation and customer-centric approaches in ensuring business continuity and growth.Creativity in Leadership: Valuing creativity in the hiring process ensures a team capable of innovative thinking and problem-solving, key components for addressing today's complex business challenges.For CEOs and business leaders looking to embrace sustainable business practices and navigate the complexities of modern supply chains, Malin Schmidt's insights provide a roadmap for leveraging technology, understanding buyer needs, and prioritizing sustainability to drive business growth and innovation. Her journey from a sustainability advocate to a leading CEO in the tech space is not just inspiring but also offers practical strategies for leadership in the 21st century.About GuestMalin Schmidt, a seasoned SaaS B2B entrepreneur, seamlessly blends her expertise in Operations, Supply Chain Management, and SustainTech to reshape global business collaborations. Malin stands at the forefront of innovation in the realm of Supplier Relationship Management (SRM) software as the Founder and CEO of Kodiak Hub. Recognized as one of the Top 100 most influential Women in Supply Chain, Malin has carved an indelible mark in the industry by steering Kodiak Hub to unprecedented success. For Malin, the creation of Kodiak Hub represents the most rewarding and enjoyable venture in her career. With a mission to assist brands in developing sustainable supply chains at scale, Kodiak Hub, under Malin's guidance, has become synonymous with innovation and excellence in the industry. She emphasizes the importance of balancing expansion with consolidation in her business building, to ensure organizational scalability and sustainable modes of operating.Her continuous mission is to develop the Kodiak Hub platform to consistently surprise and delight users, delivering top-line value for large enterprises and solving the challenges residing in global supply chains.Social Links Connect with Malin on Linked In(99+) Malin Schmidt | LinkedInCheck out Kodiak Hub's Website:Kodiak Hub | Supplier Relationship Management Platform(99+) Kodiak Hub: Overview | LinkedInKodiak Hub on YouTube:Kodiak Hub - YouTubeConnect with Alice on LinkedIn:(4) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs 

In 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.- Importance of mindset change in sales, especially for CEO founders.- Utilizing networks and board advisors for business growth and sales strategies.- Emphasizing the role of sales as a team sport and the importance of a team approach in large deals.- The concept of No-Sell Selling and preparation before sales calls.- Challenges faced by sales leaders globally and strategies to overcome them.- Effective hiring and coaching strategies in sales.Resources Mentioned:Alice Heiman -https://www.linkedin.com/in/aliceheiman/Sales Strategies for CEOs -https://www.linkedin.com/company/alice-heiman-llc/“Conceptual Selling” by Robert Miller and Stephen Heiman -https://www.amazon.com/Conceptual-Selling-Robert-B-Miller/dp/0446389064 “Strategic Selling” by Robert Miller and Stephen Heiman. -https://www.amazon.com/Strategic-Selling-Successful-Americas-Companies/dp/0446386278/ref=pd_bxgy_img_d_sccl_2/135-0551963-3670142?pd_rd_w=1pMvl&content-id=amzn1.sym.7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_p=7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_r=HBETANRAPEWTZA3KVZS9&pd_rd_wg=atzQP&pd_rd_r=e428d300-d512-424f-9219-3b22c6e3f5ef&pd_rd_i=0446386278&psc=1 “Obviously Awesome” by April Dunford -https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005“Growth IQ” by Tiffany Bova -https://www.amazon.com/Growth-IQ-Smarter-Choices-Business/dp/0525534407“The Experience Mindset” by Tiffany Bova -https://www.amazon.com/Experience-Mindset-Changing-Think-Growth/dp/059354269X“Sales Innovation Paradox” by Dr. Howard Dover -https://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243Alice Heiman's podcast -https://www.youtube.com/@AliceHeimanThis episode is brought to you by:Leverage community-led growth to skyrocket your business. From “Grassroots to Greatness” by author Lloyed Lobo will help you master 13 game-changing rules from some of the most iconic brands in the world — like Apple, Atlassian, CrossFit, Harley-Davidson, HubSpot, Red Bull and many more — to attract superfans of your own that will propel you to new heights. Grab your copy today at FromGrassrootsToGreatness.com.Each year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don't get paid until you do! Find out if you qualify today at https://Boast.AI.Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.ca.Content Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com.#product #marketing #innovation #startup #generativeai #AI

According to Forbes.com, Alice Heiman is among the world's leading experts on the complex sale. Heiman and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results profitably. Alice Heiman, LLC is a leading sales consultancy which helps its clients find new business and grow existing accounts. Alice's Website: https://aliceheiman.com/ Sales Talk for CEO's Podcast: https://aliceheiman.com/podcast/ Alice's LinkedIn: https://www.linkedin.com/in/aliceheiman/ - Website and live online programs: http://ims-online.com Blog: https://blog.ims-online.com/ Podcast: https://ims-online.com/podcasts/ LinkedIn: https://www.linkedin.com/in/charlesagood/ Twitter: https://twitter.com/charlesgood99 Chapters: ((00:19) Tip: The Role of Senior Leaders in Sales (02:41) Tip: Supporting Sales Teams During Challenging Times (06:34) Tip: Leading Sales Through a Recession (12:07) Tip: The Best Place to Get New Business (17:16) Tool: Marketing and Sales Alignment (19:31) Technique: Targeting and Alignment (20:28) Tool: Content Creation and Curation (23:02) Tip: CEO's Understanding of Customers (24:39) Technique: Adapting to the Buyer Journey (25:07) Conclusion

In a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways:Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future.Greatness Breeds Success: Acknowledging past achievements is the true measure of success. Reflecting on the times when you've outdone yourself helps predict future success.Leadership and Appreciation: As leaders, appreciating ourselves and our teams is crucial. It sets an example for others and drives sales, scales businesses, and focuses on what truly matters—customer satisfaction and employee engagement.It's Simple and Cost-Effective: Appreciation doesn't have to be grand gestures. Simple acts like handwritten notes, thoughtful gifts, or spending quality time can go a long way in showing appreciation.Building a Culture of Appreciation: To foster a culture of appreciation, start with yourself, appreciate your team, and encourage others to do the same. It creates a positive atmosphere that benefits everyone involved.Alice Heiman's insights highlight the transformative power of appreciation in business. Take the time to appreciate yourself, help others do the same, and share appreciation with those around you. It's a simple yet powerful practice that can elevate your business to new heights.If you found these insights valuable, be sure to listen to the full podcast for a deeper understanding of the topic. Don't forget to like and subscribe for more thought-provoking discussions on "Sales Talk for CEOs."Chapters01:27 Importance of taking time to appreciate and celebrate successes   02:47 Deep appreciation helps build momentum and confidence   03:56 Recommendation to read the book "Ten X is Easier Than Two X"   05:29 Being great as a leader benefits others and brings success   06:46 Need to appreciate and celebrate team achievements   08:05 Ways to appreciate oneself and others in the company   09:31 Understanding how individuals like to be appreciated   10:50 Suggestions for showing appreciation: handwritten notes, asking preferences   Connect with Alice on LinkedIn:(2) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

According to Forbes.com, Alice Heiman is among the world's leading experts on the complex sale. Heiman and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results profitably. Alice Heiman, LLC is a leading sales consultancy which helps its clients find new business and grow existing accounts. Alice's Website: https://aliceheiman.com/ Sales Talk for CEO's Podcast: https://aliceheiman.com/podcast/ Alice's LinkedIn: https://www.linkedin.com/in/aliceheiman/ - Website and live online programs: http://ims-online.com Blog: https://blog.ims-online.com/ Podcast: https://ims-online.com/podcasts/ LinkedIn: https://www.linkedin.com/in/charlesagood/ Twitter: https://twitter.com/charlesgood99 Chapters: (00:00) Introduction (01:25) Alice's Journey to Sales (05:22) Technique: Buyer-Centric Selling (14:04) Technique: Meeting Buyers Where They Are (17:13) Tip: Founder-Led Sales & Building Sales Organization (22:06) Tip: Finding Entrepreneurial Salespeople (23:05) Tool: Managing Salespeople (24:10) Technique: Hiring and Training Strategies (24:49) Conclusion

Imagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that. Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.The Catalyst for Change: Pivoting in a PandemicHarris's tenure at Challenger began amidst the pandemic. She was met with the daunting task of revitalizing a company that was "dead in the water" due to the pandemic-induced halt in its traditional training services. Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger's training could be met despite the constraints of the global crisis.One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. This included optimizing the company's website for SEO, engaging in social selling, and rebranding Challenger as an innovative tech company, thereby widening its appeal to include SMB and mid-market customers alongside its enterprise clientele.Strategic Sales Team RestructuringHarris didn't stop at marketing transformations. She meticulously restructured the sales team to better align with customer segments, differentiating between new logo acquisition and existing account management. This strategic segmentation enabled Challenger to tailor its approach to various customer needs more effectively, showcasing Harris's keen understanding of the nuances in customer buying processes.Key Takeaways for CEOs:Andee Harris's journey with Challenger Sales Training Company offers invaluable lessons for CEOs navigating their businesses through uncertainty:Embrace Agility: The swift pivot to virtual and e-learning platforms was a testament to the importance of agility in business. CEOs should be ready to adapt their product delivery to meet customer needs, regardless of external pressures.Demand Generation is Key: Harris's focus on building a demand generation engine highlights the critical role of marketing in driving growth. CEOs should ensure their companies have robust strategies for lead generation and brand positioning.Strategic Sales Team Structure: Tailoring sales strategies to customer segments can significantly enhance effectiveness. CEOs should consider how their sales teams are structured to best meet the diverse needs of their clientele.Customer-Centric Approach: Above all, Harris's strategies were rooted in a deep understanding of customer needs and buying behaviors. CEOs should maintain a laser focus on serving their customers in the manner they prefer, ensuring success and satisfaction.Andee Harris's CEO journey, is a compelling case study on leading with resilience, innovation, and an unwavering focus on customer needs. Her success in transforming Challenger amidst unprecedented challenges offers inspiration and practical advice for CEOs looking to navigate their companies through turbulent times.For a deeper dive into her strategies, challenges, and the innovative steps she took to transform Challenger, watch the full episode and subscribe to our channel!Chapters02:55 'Andee's decision to become CEO of Challenger after selling High Ground'06:17 'Transition of Challenger's founders and how opportunity came Andee's way'08:43 'Overcoming the absence of demand generation and marketing at Challenger'10:42 'Andee's strategy for developing lead generation and hiring new sales talent'13:19 'Fastest path to lead generation and impact on sales processes'16:25 'Upscaling sales talent and adapting to remote selling during Covid'17:08 'Recruiting the right salespeople and providing sales training under unique circumstances'18:52 'Segmenting the sales team according to customer needs and buying processes'21:06 'Finding the right sellers to handle segmented customer groups'22:47 'Aligning the structure of the sales team with customer acquisition and growth strategies'23:17 'Adapting to customer buying preferences and servicing key accounts'25:03 'Ongoing growth and hiring for the sales team at Challenger'26:01 'Training focus for sellers on understanding and addressing customer indecision'27:24 'Real-world impact of Challenger selling philosophy beyond sales'28:20 'Looking forward and recognizing the power of partnerships and integrations'32:33 'How the new Salesforce app will enhance the sales process with Challenger methodology cues'About GuestAndee Harris is the CEO of Challenger. A proven leader, Harris brings more than two decades of experience in growing and scaling service and technology businesses. She has previously led multiple companies, both as CEO and Senior Vice President, through periods of rapid revenue growth, critical fundraising and successful acquisition. She is an unstoppable, successful business builder, right brain thinker in a left-brain world. She is known for clearing pathways by connecting data and people. Andee is an Adjunct Professor at Kellogg School of Management, sharing her entrepreneurial wisdom in the course, Launching and Leading Startups. She is a highly regarded technology thought leader with broad expertise in market share growth, business development, multi-channel marketing and revenue management. Andee is a member of YPO Chicago and a board member to Bonfire, Chicago Ideas Week, Lyft Community Board and The Lurie Children's Hospital Strategic Founders. She lives in Lincoln Square with her husband, two teenagers and black lab. She is an avid traveler and loves to cook and be outdoors.Social Links You can learn more about and connect with Andee Harris in the links below.Challenger:The Challenger Sale | Sales, Marketing, & CS Approach (challengerinc.com)Winning The Challenger Sale podcast:Winning the Challenger Sale - Sales Podcast | Challenger IncAndee on LinkedIn:(99+) Andee (Weissman) Harris | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

Growing your business by doing an exceptional job is something that Alice's guest Justin Rende knows well. This may be overlooked by those companies with a race to land new logos. Having referenceable customers can help you grow your sales. In fact when you do an exceptional job, without prompting, your customers will tell others. But that won't fuel all the growth you need. You might have to become a bike messenger and start dropping off packages. When Justin decided to branch out he focused on startups.  Learn how Justin messengered his way into startups all over New York City and how that grew his sales before hiring a team of sellers.Chapters02:38 Justin's journey from a consulting firm to starting his own business, Ramtek03:24 The concept and process of penetration testing04:35 How successful penetration tests led to a referral and the start of Ramtek05:34 The opportunity that prompted Justin to start his own business06:35 Justin's steps to become a CEO practically overnight07:03 Gaining the first prominent client and the growth following that08:57 The importance of doing a great job and how it led to a snowball effect in business growth10:40 Justin's strategies for scaling the company, hiring new talent, and the responsibilities they brought in17:39 The transition from bike deliveries to a global sales approach18:23 The training and responsibilities of hired CSOs and their role in sales and customer success20:05 Outreach strategies to engage technology startups23:30 Justin's unique approach using personal touches in sales outreach and its impact26:58 The evolution of sales tasks and hiring a sales team to support business growth32:06 Discussion on the growth of the go-to-market team beyond initial outreach methods34:49 Key takeaways on the importance of hiring people with the right mindset in salesAbout GuestJustin Rende is the Founder and CEO of Rhymetec, a cybersecurity firm providing cybersecurity, compliance and data privacy needs to SaaS companies. With over 20 years of experience in cybersecurity, Justin has focused exclusively on developing the most innovative and customizable cybersecurity solutions for modern SaaS-based companies.Social Links Connect with JustinLinkedIn: https://www.linkedin.com/in/justin-rende/Twitter: https://twitter.com/rhymetecFacebook: https://www.facebook.com/RhymetecCyberSolutionsConnect with AliceLinkedIn: (3) Alice Heiman | LinkedInWebsite: Alice Heiman | Sales Consultant and Strategist for CEOs 

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Alice Heiman's latest guest, Gretchen Gordon, author of "Happy Sales Manager" and President of Braveheart Sales Performance, shares her profound insights on empowering sales teams to excel in any economic climate.Episode's Key Takeaways:Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust plans to adapt and thrive regardless of market conditions.Strategic Sales Planning: It's not just about the numbers; it's about understanding the market, retaining customers, and fostering growth through value-driven relationships.Mindset and Skills: A winning sales team is built on a foundation of confidence, business acumen, and the ability to act as trusted advisors to their customers.Curious about transforming your sales team and leading them to new heights Watch the full episode below for a deep dive into Gretchen's strategies for stellar sales leadership.Chapters02:17 - Anticipating 2024's Economy: Evaluating economic predictions for 2024's potential challenges and opportunities.08:35 - Gaining More Market Share: Tactics for sales leaders to expand market share in fluctuating economic conditions.14:29 - Effective Market Positioning: Discussing strategies to stand out in the market for enhanced sales results.18:29 - Customer Retention Strategies: Techniques for retaining customers by showcasing value and differentiation.25:35 - Elevating Sales Roles: Transforming sales teams into trusted advisors and industry peers.28:20 - Boosting Sales Confidence: Overcoming confidence barriers in sales through practice and support.32:13 - Sales Attitude and Impact: The influence of mindset on sales effectiveness and client interactions.38:05 - Leveraging Referrals: Using existing networks for referrals to new customer segments.40:56 - Responsive Sales Planning: Adapting sales goals and methods to align with economic shifts.42:47 - Leadership in Sales: Balancing tactical skills and mindset for optimal sales leadership.When it comes to leading sales teams, it's about balancing the trio of acquiring new customers, ensuring customer retention, and driving growth. As Gretchen eloquently puts it, being a sales leader is about "driving sales and leading teams with ease and fun."For more insights on sales leadership and how to empower your team for success, subscribe to The Sales Talk with CEO's podcast.About GuestGretchen Gordon is the author of "Happy Sales Manager" and the President of Braveheart Sales Performance. With over 14 years of experience, she helps salespeople and leaders excel in any economy.I am an author, keynote speaker and I lead a team of experts who cultivate sales teams so sellers can sell and leaders can lead. We focus on People, Processes, and Pipeline to accelerate sales and profits and transform organizations permanently.You can learn more about and connect with Gretchen Gordon in the links below.Connect with Gretchen on LinkedIn:(99+) Gretchen Gordon | LinkedInCheck out Braveheart's website:Braveheart SalesYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

This week Alice shares her reflections after having time to think during the holidays. In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do.She talks about how CEOs need to stay in their genius zone and find others to do the rest. It's tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best. As CEOs you always have so much going on and most of you are still heavily involved in sales as well. Alice points out that you need to start to think differently about your time. In this episode she recommends that you drink your coffee while it's hot.Chapters00:53 Importance of using time effectively as a CEO   01:34 Being a better leader and supporting sales strategies   02:23 Metaphor of drinking coffee while it's hot  03:36 Taking time to enjoy and savor the moment   04:45 Tips for keeping coffee hot and writing things down   06:00 Importance of morning rituals and self-care    Social Links You can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

SummaryLaura Gassner Otting, TEDx speaker and author of Wonderhell: Why Success Doesn't Feel like it Should . . . and What to do About it, had an insightful conversation with Alice. Her career has spanned from a pivotal role in Bill Clinton's White House to achieving entrepreneurial heights. Laura and Alice discussed the concept of "Wonderhell," which most CEOs know well, it's where the exhilaration of success is entwined with the challenges it brings and the feeling of wanting more. This episode offers a unique opportunity to gain insights from Laura's diverse experiences, shedding light on the complex dynamics of ambition, success, and the resilience required to thrive in leadership roles.Exploring "Wonderhell"Laura's journey through the highs of achievement and the lows of pressure showcases the duality at the heart of success. "Wonderhell" is not just about reaching the peak; it's about thriving amidst the challenges and relishing the journey. Laura shares, "I wrote Wonderhell because I found myself in it.” She reveals, “I was filled with imposter syndrome and anxiety and uncertainty and doubt and envy and exhaustion and burnout. And I was like, it's kind of horrible. Now, I'm stuck with the burden of my potential." She knew she had to figure it out and the book is the result of that.Key Insights from this episode:Embracing Ambition: Laura encourages CEOs to see ambition as a catalyst, not a flaw. It's the fuel that drives us towards greater heights. She states, "Embrace your ambition... It's okay for me to want more, that's totally cool."Success Beyond Finances: Success isn't just measured in dollars. Laura places immense value on personal relationships and internal fulfillment. She remarks, "I am proudest of the relationships that I built and deepened with my kids, my husband, and my friends."Emotional Balance: Achieving success brings a spectrum of emotions. Laura's approach is about finding an equilibrium between excitement and the anxieties that come with leadership. She advises, "Get comfortable being uncomfortable... understand that this is not the now; it's actually the new normal."Strategic Focus and Delegation: As a CEO, Laura highlights the importance of focusing on tasks unique to your skillset and delegating to others to enhance efficiency and satisfaction. Laura elaborates, "The highest and best use of your time is to do what only you can do."Embracing the JourneyLaura Gassner Otting teaches us that success is more than a destination; it's a continuous process of growth, challenge, and self-discovery. Her journey from the White House to entrepreneurship exemplifies the nuanced nature of leadership and the importance of embracing every part of the journey.Have you experienced your own version of "Wonderhell"? I'd love to hear from you. Join the discussion in the comments below. Chapters08:18 - Valuing Achievements Before Chasing Next Goals11:47 - Shifting Leadership Mindset to Positivity14:47 - Leveraging Intentional Focus for Opportunities18:12 - Prioritizing Culture for Business Success22:31 - Empowering Teams with Strategic Questions23:57 - Scaling Insights from '10x is Easier Than 2x'26:13 - Balancing CEO Ego with Effective Leadership30:28 - Importance of CEO-Audience Engagement34:07 - Embracing Ambition and Overcoming Doubts38:06 - Focusing on Long-term Business Trajectory42:57 - Balancing Business and Personal Life PrioritiesAbout GuestLaura's secret superpower is seeing your greatness and reflecting it back on you, so that you can get “unstuck” — and achieve extraordinary results. A frequent contributor to Good Morning America, the TODAY Show, Harvard Business Review, and Oprah Daily, Laura is the Wall Street Journal Bestselling Author of three books, Wonderhell, Limitless, and Mission-Driven. Laura's 30-year resume is defined by her entrepreneurial edge. She served as a Presidential Appointee in Bill Clinton's White House, helping shape AmeriCorps; left a leadership role at respected national search firm to expand a tech start-up; and founded, ran, and sold her own global search firm, partnering with the full gamut of mission driven corporate and nonprofit executives. Laura is turned on by the audacity of The Big Idea and that larger-than-life goal you just can't seem to shake. She's an instigator, motivator, and provocateur, and she's never met a revolution she didn't like. Just ask her enduringly patient husband, two almost-grown sons, and two troublesome pups with whom she lives outside of Boston, MA.Social Links You can learn more about and connect with Laura Gassner Otting in the links below.Connect with Laura on LinkedIn:(99+) Laura Gassner Otting | LinkedInCheck out Laura's website:Laura Gassner OttingYou can learn more about and connect with Alice Heiman in the links below.Laura's TED talk:Laura Gassner Otting: Why doesn't success bring happiness? | TED TalkWonderhell and Limitless:Books — Laura Gassner OttingConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

In the ever-evolving world of B2B sales, few stories are as compelling as that of Guillaume Moubeche, CEO of Lempire. Guillaume or “G” as his friends call him is one of the happiest, most friendly CEOs you will come across. But don't let that fool you, he's one determined founder. When he realized how hard it was going to be to raise money he completely changed his focus to the customer and it worked. But that's not all, he got out there and made himself known. Using a live show on Facebook and his LinkedIn profile, he connected, helped and collected fans. His innovative tactics drove so much interest that he didn't miss that investor money he decided to quit chasing. In this episode G tells Alice about the innovative ideas and unique approach he took to B2B sales. He practices what he preaches and is a living example that what he sells works. Why CEOs Should Listen:Blueprint for Bootstrapping Success: Discover Moubeche's strategies for starting from scratch and scaling to millions without external funding.Personalized Sales Tactics: Learn how personalization and building trust can transform your sales approach.Entrepreneurial Insights: Gain insights on how to nurture an entrepreneurial spirit within your sales team for unparalleled results.Episode Chapters:[02:12] The Genesis of Lempire: Charting the Birth of a Sales Revolution[06:02] The Power of Personalization: Shaping a Human-Centric Sales Approach[14:20] Building a Dynamic Sales Team: From Solo Efforts to Collaborative Success[20:58] Scaling Sales Operations: Evolving Strategies for Business Growth[35:47] The Inbound Advantage: Mastering the Art of Customer Attraction[41:30] Fostering Customer Trust: The Core of Successful SalesFor a comprehensive understanding of each chapter, tune in to the full podcast.—-------------------------About Guest

Every CEO's journey is unique, but few are as eye-opening as moving from the structured world of corporate to the unpredictable realm of startups. This is the path William Gilchrist, CEO of Konsyg, shares on Sales Talk for CEOs with Alice Heiman. His experience unveils not just the challenges but also the vital strategies he learned for thriving in a startup environment.In this episode, you'll learn:Adaptability: Gilchrist's shift from corporate to startup highlights the need for flexibility and a diverse skill set.Honesty in Sales: A straightforward approach to client communication builds trust and long-term relationships.Networking: Effective networking is key to opening doors and driving growth.Team Building: The importance of assembling a team that shares your vision and commitment.Client Management: Strategies for successfully onboarding and managing clients to ensure continuous success.Episode Chapters:[00:01:22] From Corporate to Startup: Embracing New Challenges[00:05:24] Laying the Groundwork: Overcoming Early Hurdles[00:10:19] The Power of Connections: Networking for Success[00:24:49] The Trust Factor: Fostering Honest Client Relationships[00:29:33] Scaling New Heights: The Growth of KonsygCurious about how Gilchrist navigated these critical steps in his journey? Listen to the full podcast for an in-depth understanding of each chapter.About GuestWith an expansive career spanning over 15 years in technology sales across North America, Europe, the Middle East, and Asia-Pacific, William stands as a global authority in the field. He possesses a B.A. in International Relations from Bowdoin College, a TEFL Certification from GLV Zhuhai / 平和英语学院, and dual Mandarin certifications from Cornell University and Beijing University / 北京大学.William's journey began in Shanghai's bustling corporate scene, serving as a Media Relations Manager for Wai White Dragon, a distinguished publication for the city's crème de la crème. Subsequently, he shifted gears, taking on the mantle of Director of Admissions and College Planning at Chicago's Hales Franciscan High School. Here, he was instrumental in rejuvenating the admissions department, crafting strategies to enhance enrollment from a specific demographic within the Chicago region. His next endeavor led him back to Asia, where he bolstered business development efforts in Singapore for TSL Marketing, orchestrating lead generation campaigns in both English and Mandarin for elite tech enterprises across J-APAC.William's prowess was soon recognized by tech giant, Google. As their Regional New Business Sales Manager for Asia-Pacific. He transitioned to the APAC Knowledge Manager role, emphasizing training and quality assurance for regional and international endeavors. William's sales spirit later propelled him to oversee Outbound Sales Teams for TradeGecko (acquired by QuickBooks) and MyDoc, both trailblazing startups based in Singapore.Currently, as the visionary Founder of Konsyg, William oversees comprehensive sales processes for Enterprises and SMEs on a global scale.Social Links Connect with William Gilchrist On Konsyg's official website:On-Demand Sales Solutions for Global Businesses | KonsygConnect with William on LinkedIn:(99+) William Gilchrist | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

Ever wonder how the best salespeople engage their internal executives to help close deals? We're not talking about bringing a sales manager on to be a super closer...we're talking about mobilizing the executive team to help your team win winnable deals that might otherwise be in jeopardy. If your team doesn't have a process and training around this topic in place, it's a great way to kick off 2024! 

Imagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he's here to share his groundbreaking journey with us. In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights. This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making and innovative business growth.Why CEOs Should Listen:Strategic Utilization of Consumer Data: Embrace the transformative power of consumer data in shaping business strategies.Business Agility: Learn from Jonathan's journey about the importance of agility and responsiveness in today's business world.Sales Team Optimization: Gain insights into assembling a sales force that resonates with your company's mission and market needs.The Essence of Entrepreneurial Spirit: Discover the significance of resilience and creative thinking in driving business growth. Chapters00:03 The Changing Face of Sales in Business01:29 The Genesis of Affinity Solutions04:21 From Inflatable Potties to Data Pioneers08:04 Pivoting to a Winning Strategy13:06 The Rise of Card-Linked Offers22:05 Building a Robust Sales Team29:54 Achieving Product-Market Fit39:14 Verticalizing for SuccessListen to the full podcast for an in-depth understanding of each chapter. Listen NowAbout GuestJonathan Silver is the Founder and CEO of Affinity Solutions, the leading consumer purchase insights company focused on outcome-based solutions. Affinity provides comprehensive purchase insights and media measurement via exclusive, fully permissioned real-time, consumer purchase data, integrated with key ecosystem partners. This allows for seamless, privacy-centric, data access at an unprecedented scale. Affinity powers solutions for financial institutions, marketers, investment firms, consulting firms, and media & marketing enterprises by providing real-time demand signals and insights on consumer spending which drive high-value decisions that lead to better business outcomes.Silver's vision for Affinity is to transform data insights into experiences that improve people's lives. He is a graduate of Wharton and the University of Pennsylvania School of Engineering. Social Links Connect with Jonathan Silver on Affinity Solutions official website:Consumer Purchase Data Tools - Affinity SolutionsConnect with Jonathan on LinkedIn:https://www.linkedin.com/in/jonathan-silver-33b456/Link to CNBC Squawk Box https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new-cnbc/nrf-retail-monitor-tracking-card-transactions.htmlYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

Have you ever wondered why, despite having amazing products, customers still struggle to understand your company's value?April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, leading to misalignment and missed opportunities. April highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player.The episode underscores the common disconnect between how companies perceive their products and how customers understand them. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. And describes in her second book, Sales Pitch, how to translate the marketing work done for positioning into sales speak. April advises CEOs to routinely reassess their company's positioning, even if it seems satisfactory, to ensure alignment with market realities. She stresses the need for a cross-functional team approach to redefine positioning involving sales, marketing, and product teams. The episode serves as a crucial reminder for CEOs and sales leaders of the importance of clear and strategic positioning in today's competitive market. April Dunford's insights offer valuable guidance on how to approach this process thoughtfully and effectively to drive business growth and customer satisfaction.This podcast is a must listen and her books are both must reads. Chapters05:26 Lack of methodology and squishiness surrounding positioning in marketing0:09:02 Naming of April Dunford's books: "Obviously Awesome" and "Sales Pitch"11:12 Importance of aligning positioning with customer perception14:01 Components of positioning: competition, differentiation, value, customer, market19:07 Example of a company positioned as Enterprise CRM but found success in investment banking22:36 Shifting positioning to target specific industries led to success25:51 Understanding the buyer's perspective and guiding them through the buying process31:20 Buyers are overwhelmed with information and struggle to make decisions33:56 Poor positioning and difficult buying process on websites.39:07 Cross functional team approach to positioning.42:45 Leveraging product knowledge to identify unique value propositions.44:59 Characteristics of a Best Fit customer and market categories46:13 Mapping positioning to a sales narrative for effective storytellingSocial Links You can learn more about and connect with April Dunford in the links below.Connect with April on LinkedIn:(99+) April Dunford | LinkedInCheck out April's website:April Dunford - Positioning for B2B Tech CompaniesCheck out April's Podcast:Positioning With April DunfordCheck out April's NewsletterPositioning with April Dunford | SubstackYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice HeimanAbout GuestI spent the first 25 years of my career as a startup executive, running marketing, product, and sales teams. I led teams at seven successful B2B technology startups. Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. The total of those acquisitions is more than two billion dollars. Across that journey, I positioned, re-positioned, and launched 16 products, and created dozens of sales pitches.I have a deep curiosity about what makes the difference between a winning product and a loser. Developing a systematic way of positioning technology products and companies has become my life's work. As a consultant, I have had the privilege of working with more than 200 companies, allowing me to go even deeper and broaden my positioning expertise. The bulk of my work is with growth-stage startups and larger technology companies. Companies where the stakes are high - and weak positioning can mean the difference between success or failure.My first book, Obviously Awesome - How to Nail Product Positioning so Customers Get it, Buy it, Love it (aprildunford.com), captures my ideas about positioning and a methodology for doing it that any startup can follow. It's become a best-seller and popular among entrepreneurs, product, and marketing folk. My second book, Sales Pitch, was designed to teach a step-by-step way of building a sales pitch that reflects that positioning, and helps make a clear compelling case for why prospects should pick you over the competition.I studied Engineering at the University of Waterloo. If you had told me back then that someday I would be an author, I would have said you were nuts. It turns out my grade 6 English teacher was wrong about the importance of grammar. I'm at the stage of my career where I'm trying to give back as much as I can. I am a mentor and advisor to dozens of startups and folks that work in them. I am also an enthusiastic board member at a handful of startups. I live in Toronto, Canada. I have kids, a small dog, and a cabin in the woods.

Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn't like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn't have any other option than starting this business and seeing where I could go with it.”The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her Go To Market experience, it's different when you start a category and Prelay did that. She started small with some beta customers and about a year later she was really able to go sell. Her Go To Market background made her know she should be on the frontlines. It allowed her to continue gathering information to shape the product. “You can't lose touch with the customers.” This keeps her close to her customers today, even though she has a sales team. The first sellers she brought on covered the deals end to end and soon after she brought on customer success and a head of sales keeping herself in the game as the subject matter expert. It was challenging to find the right people for an early stage company. Finding the right people who were ok with the ambiguity and who were utility players and product aware. ”Because of this we're very focused on knowledge sharing.”Her biggest challenge, becoming a “household name.” Gabriella is excited about having Prelay become a name in the market. She feels it is important to stay focused on awareness. “It's a space that is just being created.. There's no team selling product like Prelay.” She stays involved on the product side and has directed her sellers to insert her where she is needed. Listen to her tell the story of starting a company and a category and growing her sales. Chapters00:04 Selling is a team sport, lone wolf sellers are outdated.03:22 Gabriella's background in scaling startups led to creating Prelay.10:54 Thoughtful R&D and user-centric approach in the beginning.13:04 The importance of CEOs staying close to the customer16:20 Challenges of scaling and growing the team22:30 CEO involvement in complex workflows and strategic deals23:49 Balancing involvement in deals with the sales team's capabilities25:03 Discussing the growth of the SE organization26:17 Importance of in-person connections and LinkedIn presence27:36 Building an advisory council for networking and supportAbout GuestIn a past life, Gabriella was an Olympic Trials hopeful and a competitive D1 cross country & track athlete at the University of Michigan. During her competitive running career, 7 leg surgeries failed to keep her off the D1 stage, reinforcing her core approach to life – persistence and perseverance can lead you to achieve feats that may seem impossible at first. Gabriella leveraged the same mindset when entering the tech industry, where she discovered a similar spark of excitement and passion in scaling companies. Taking on Silicon Valley, she helped scale core go-to-market at Fountain (YC W15) and at Truework (Sequoia-backed).Now at Prelay, she is building the future of revenue team collaboration.To learn more about Prelay, you can get in touch via gabriella (@) prelay.comSocial Links You can learn more about and connect with Gabriella DeFlorio in the links below.Connect with Gabriella on LinkedIn:(99+) Gabriella DeFlorio | LinkedInCheck out Prelay's website:Prelay | Drive Revenue Faster as a TeamYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

How 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 return to something more corporate.    They hired a business broker to help them sell the wine business and as they say, the rest is history. Jessica and her husband now own Transworld Business Advisors, a thriving company offering M&A services and Exit Factor, helping small and midsize businesses to increase their valuation for an eventual sale. They've grown tremendously over the 10 years and how did they do it? At first, networking, door-knocking, and becoming a valued resource in her local business community. More recently she's authored a very useful book called, Getting the Most for Selling Your Business and she and her husband have acquired several businesses. Jessica shares her secrets to making acquisitions. Successful acquisitions require patience, relationship-building, and a knack for spotting opportunities. As Transworld Business Advisors continues to grow, their commitment to community service and client relationships ensures a promising future.Join us in exploring Jessica's remarkable journey and uncover the secrets to thriving through strategic acquisitions!Chapters02:25 Jessica's transition from the wine business to business brokerage04:08 Decision to join a franchise model for business brokerage08:18 Challenges of hiring salespeople and the importance of cultural fit12:00 Growth of sellers and team expansion in recent years14:17 Researching and selecting new markets for expansion18:51 Writing a book as a lead generator23:07 Reasons for growing through acquisition: people, market share, services23:56 Importance of timing and readiness for acquisition deals25:25 Acquiring "fixer upper" businesses for strategic growth28:02 Learning and adapting to the acquired organization's operations31:33 Jessica's company culture and growthAbout GuestAs a business exit expert and speaker, Jessica Fialkovich helps small businesses owners with under $10 million in revenue who desire to build a legacy.She provides insights and guidance around the overwhelming world of buying and selling a business, giving peace of mind throughout the decision-making process.Jessica Fialkovich offers 10 years of thought leadership within small business M&A and has personally bought and sold multiple companies.Social Links You can learn more about and connect with Jessica Fialkovich in the links below.https://jessicafialkovich.com/https://www.tworld.com/locations/colorado/https://exitfactor.com/Connect with Jessica on LinkedIn:https://www.linkedin.com/in/jessicafialkovich/You can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:https://www.linkedin.com/in/aliceheiman/Check out Alice's website:https://AliceHeiman.com

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. For Tom Lavery at Jiminny, compromising on customer success or culture were not options. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader. Tom understands that effective sales leadership starts with data. Jiminny's platform records, transcribes, and analyzes video, voice, and email communications, providing valuable insights for sales leaders.From the beginning he did the selling and his first hires for sales were not sellers, but customer success managers. This was pivotal to his growth because customers had high user adoption and because of that renewed and told others. His entire team is focused on customer success because of his strong culture. In seven short years, his team has grown tremendously, and they work as a team to retain customers, find new prospects and guide buyers through to a decision. Even with his amazing team, he plays an important role in sales. Listen to Tom share his growth story with Alice and his passion for maintaining a great culture. Chapters02:52 Tom Lavery's background and inspiration for starting Jiminny09:49 Getting the first sales through networking and local interactions12:22 User adoption and expanding the use of Jiminny12:29 Product market fit is tricky and takes time to achieve.15:22 Customer success was a priority and received more investment than sales.20:19 A formal referral process was implemented to drive referrals.24:55 Customer success and sales must work together in a team.27:14 CEO's involvement in sales is based on deal management and support.30:36 Importance of data mining and insights in sales and marketing.37:14 Changing players in the team as the company grows and matures.38:04 Tom Lavery talks about never giving up and offering supportAbout GuestTom has over 15 years of experience in high-growth VC/PE-backed SaaS companies.  Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue.  Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.Social Links You can learn more about and connect with Tom Lavery in the links below.Connect with Tom on LinkedIn:(99+) Tom Lavery | LinkedInCheck out Jiminny's website:Revenue & Conversation Intelligence Software | Jiminny(99+) Jiminny: Overview | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

In a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth.Tiffani underscores the undeniable connection between employee and customer experiences. She asserts that happy employees lead to happy customers, emphasizing the need for a supportive work environment. She states, "To win customer love, you must first earn employee affection." This highlights the pivotal role of the employee experience in driving customer satisfaction.To enhance the employee experience, CEOs should align KPIs for both customer and employee satisfaction. Tiffani recommends questions like, "What are your top customer experience KPIs?" and "Is leadership success tied to these KPIs?" Harmonizing metrics and compensation ensures equal importance for both customer and employee satisfaction. What impacts one will impact the otherImproving the employee experience doesn't require massive changes. Tiffani advises CEOs to begin with one aspect at a time, addressing pain points and streamlining processes. Conducting pulse surveys and seeking employee feedback initiate a culture Tiffani Bova's insights highlight the pivotal role of employee experience in company success. CEOs must prioritize employee well-being, align metrics, and make incremental changes. Embracing modern tech and ensuring it is making jobs easier not harder is vital. CEOs must balance employee experience with customer experience for lasting success.Chapters01:35 Tiffani Bova's background and book "The Experience Mindset".04:55 The research on the impact of employee experience on customer experience.08:07 CEOs acknowledging the lack of ownership of employee experience.12:27 The disconnect between customer-centricity and employee experience.15:23 Employee experience impacts customer experience in the long run.18:19 Process alignment and technology integration improve employee experience.21:02 Simplify tasks and processes to improve employee experience.26:47 Importance of ongoing conversations and employee input30:18 Happy customers don't always mean happy employees34:41 Outdated technology is a major challenge for employeesAbout GuestTiffani Bova is a renowned business strategist, speaker, and author known for her expertise in sales, growth, and innovation. She has held prominent positions at leading technology companies, including Salesforce, where she served as the Global Customer Growth and Innovation Evangelist. Tiffani is recognized for her insights into customer-centricity, digital transformation, and the future of business.Throughout her career, Tiffani has been a sought-after keynote speaker and thought leader, sharing her knowledge on topics such as sales and marketing strategies, customer experience, and the impact of emerging technologies. She is also the author of the book "Growth IQ," which explores various strategies for driving business growth.Tiffani Bova's work has made her a respected voice in the business world, and she continues to inspire and educate professionals through her speaking engagements, writings, and consulting work.Social Links Connect with Tiffani Bova on her official website:Tiffani BovaFind Tiffani Bova's books, The Experience Mindset and Growth IQ on her websiteTiffani Bova - The Experience MindsetTiffani Bova - Growth IQConnect with Tiffani on LinkedIn:(99+) Tiffani Bova | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

As Chief Sales Energizer, Alice Heiman 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. It has been a few years since Alice originally appeared on Thrive LouD. Alice and Lou reconnect in an incredibly informative conversation and valuable lesson for all leaders. ***CONNECT WITH LOU DIAMOND & THRIVE LOUD***