Podcasts about tradeshow makeover

Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business.  Here are some of the topics covered in this episode: The steps to transform a satisfied customer into a loyal one  What are the right questions to ask to understand your customers’ needs Why team selling is better than assigning separate tasks to separate reps  How important it is to remember that buyers are human too About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows. Website: aliceheiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast     Listen to more episodes of the Outside Sales Talk here and watch the video here!

WOW, Alice Heiman gives lots of value talking about her new company TradeShow Makeover and much more. The tradeshow industry has grown year on year for over 8 years. Companies are spending millions on trade show but not getting the ROI.  Alice says that companies do what they have always done and do not get the results. She is on a mission to reverse this. Showing why it is cost-effective, Alice provides tips on how you can maximise the ROI with planning and the use of digital.   Alice talks through the Mutual Action Plan process that helps your salespeople provide real pipeline forecasts rather than the hopeful pipeline predictions. Alice reference her hero as Donald Miller you can check out his podcast here: https://podcasts.apple.com/gb/podcast/building-a-storybrand-with-donald-miller/id1092751338 Alice and I look forward to your comments below or on any social channel ► Subscribe and please SHARE the love

Frankly, computers don’t buy anything — people do. So let’s stop treating them like robots.   In this episode of Creating Connections, Shawn Karol Sandy & Dianna Geairn discuss how we got here, to this mindset of selling like robots, and share their thoughts on how B2B companies can sell to humans.   (Shawn is the CRO at The Selling Agency, and Dianna is the Co-founder of TradeShow Makeover)   What we talked about: Selling to humans, even in B2B Earning buyer’s trust How we’ve created robotic, factory-driven sales processes   Resources from the podcast episode: Shawn & Dianna’s YouTube Series, The SellOut Show Alayacare This is from a Creating Connections podcast episode. Check us out on Apple Podcasts or Spotify, or subscribe to our YouTube channel.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If you are going to spend the time and money to send people from your company to work a trade show booth, you need to be sure that you get the greatest ROI possible. This episode of #SellingWithSocial features my friend, Alice Heiman who has co-founded TradeShow Makeover, a company designed to help you sell more at trade shows.  Listen to hear the biggest trade show fails Alice has seen, who she says should be manning your booth, what your objectives at trade shows should be, how to convert sales leads from a trade show into revenue, and more.  This episode could empower your team to get more qualified leads into your pipeline in one weekend than they are able to get all year, so be sure you listen to Alice’s tips. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Are You Guilty Of These Trade Show Fails? Alice has seen it all when it comes to the things people do while manning booths at trade shows so I asked her to share the biggest fails she’s seen. Among the many hilarious - and sad things she had to share were: Booth personnel looking at their phones instead of the people coming by Calling out to people like a carnival barker Leaving the booth unmanned Pitching booth visitors immediately without building rapport And the biggest fail of all: Lack of preparation.  Alice says that when a company does not diligently train the people working the booth, they leave a lot of the benefits of being at the trade show on the trade show floor. You’ve got to hear Alice’s observations and tips. Her advice is gold for those who want to make trade show participation truly worth it. After all, achieving success in modern sales means combining digital selling strategies with old-school methods, such as selling at trade shows. This is how your reps have more sales conversations and increase their win rates.  Who Should Work Your Trade Show Sales Booth? Should the people working your trade show booth be Business Development Reps? Or should you send the most experienced closers, people who know how to have conversations that address the problems prospects are looking to solve? Alice says a lot of thought needs to go into who’s going to staff the booth and that the decisions you come to may differ depending on whether you’re a startup or established company, what size booth you have, what your goals are, and more. Most importantly, Alice’s biggest trade show tip is to figure out what you want from your participation at the show. You’ll be able to decide on who should be in the booth based on those goals. Alice says it's often beneficial to have a blend of people at the booth, including senior executives and founders, subject matter experts who can answer questions that may arise, and customer success executives. A Sales Manager’s Guide to Generating High-Quality Leads at the Sales Booth Many companies try to motivate their booth personnel by putting silly contests into place. One of the most common is giving some kind of spiff or reward for the person who scans the most badges. Alice is on a mission to kill that idea because it doesn’t work and isn’t a very effective way to get qualified leads. Rather than scanning badges like crazy, booth staff should be focused on having memorable conversations to generate high-quality leads. This includes asking questions that make people think, providing insights people haven’t thought about before, and expressing empathy for the problems booth visitors are facing.  When you get contact information from people who have experienced those types of conversations at your trade show booth, you’ll have leads that are truly interested in your product or service. How To Get The Best Sales ROI From A Trade Show If you’re going to participate in a trade show, how can you get a high ROI? Alice says it begins with aligning marketing and sales before the show to decide what they’re goals are. That means putting measures in place that you can quantify, such as: How many high-quality conversations did you have? How many pre-appointments were made before the show and how many showed up? How many post-show appointments were made and how many were kept? How many sales opportunities were put into the pipeline? How many of them moved forward? Did you close any business from a contact made at the show? Every company will need to nuance those measures to fit their industry and goals, but the point remains that clear measures need to be in mind - and everyone staffing the sales booth should be trained on those goals and how to go about reaching them.  This is vitally important because when you work trade shows you’re in a target-rich environment where your team can have more sales conversations and qualify more leads. You'll also be in an environment where you can save money overall.  Statistics from the Center for Exhibit Industry Research show that it costs 62% less to convert leads from a show than from leads generated in the field. Listen to learn how to get the biggest ROI from your next trade show booth. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:43] The story behind my friendship with Alice Heiman (and her place on this episode) [12:11] A bit of an aside: about injustice, mistreatment, and discrimination [19:40] The biggest trade show fails - these are funny… and sad [22:26] Why organizers often to NOT want salespeople to work booths at trade shows [26:23] Who SHOULD BE the people in your trade show booth? [33:50] Why rewards for badge scans are NOT the best approach and what to do instead [40:38] How to get a high ROI from a trade show [48:30] How you should train your staff to run successful trade show booths Resources Mentioned Trade Show Makeover - where Alice serves as CRO Connect with Alice on LinkedIn Alice on Twitter: @AliceHeiman Alice on Instagram: @AliceHeiman Diana Geairn - Alice’s co-founder Gartner Modus Capture tool for scanning business cards The Center For Exhibit Industry Research Previous episode of Selling With Social featuring David Elkington Alice’s all-time favorite movie: Hitch Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

If your tradeshow experiences can be described as messy or clumsy or ineffective or "where are all the leads?" or all of the above. It might be time for a tradeshow makeover and our guest today, the great Alice Heiman is here with a sales blowout.  There are simple changes you can make to your booth setup, who your talking to and how you approach them that will generate more leads and actually lead to business rather than wasted time and money.  PLUS! Alice is an expert in navigating the murky waters of the complex sale. Multiple parties on both sides of a deal, lots of voices in the room, one miscalculation or hesitation can lead to disaster. Alice will share one guiding principle she says will increase your chances of keepping your next complex sale afloat. If you've ever had a fail at a tradeshow or are curious what kind of value lies at the end of the tradeshow rainbow, then this episode is a must-listen. You've been warned! About Today’s Guest According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. She is the founder of Alice Heiman, LLC a leading sales consultancy for midsize companies whose clients see double and triple digit increases in sales by following their process. Heiman is also co-founder of TradeShow Makeover the leader in preparing companies to get more closed deals from their investment in exhibiting at and sponsoring trade shows and events. They are disrupting the industry by changing the focus from events as a major expense to a focus on increasing revenue by generating qualified leads that turn into deals. On today’s podcast... 1:36 - Rachel and Gina have always been a fan of fans 7:11 - The two types of "Women Your Mother Warned You About" 10:26 - Supporting other women in the workplace through #GirlsClub and the Rise Up Conference 16:00 - What is the definition of a complex sale? 20:24 - The one key to navigating a complex sale successfully 23:42 - Alice Heiman dreamt about a sales makeover show so she started a company to help makeover people's tradeshow presence 28:22 - Alice's 3 step process to actually win business at a tradeshow 33:17 - Booth babes vs. qualified booth staff 36:54 - Build a booth that will allow you to engage people 40:37 - Tradeshows are sales. Sales are tradeshows. You have to care. 43:24 - The people that you are overlooking at a tradeshow 46:30 - Tweet your #JoyfulWorkplace to Alice More on Tradeshow Makeover https://twitter.com/ShowMakeover https://www.facebook.com/ShowMakeover/ https://www.linkedin.com/company/18743251/ https://www.instagram.com/tradeshowmakeover/ For more Gina, Rachel and Women Your Mother Warned You About visit our website! More about Gina Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.  More about Rachel Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.  Sell or Die The Why and The Buy Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits  

How can you cut through the noise and bustle of events and shows and make a lasting impact on leads without being too aggressive? Events can be a unique opportunity to talk to the right people — not just anybody — or they can be a total loss of your time and resources. Well-structured, targeted approaches to events can help you leave with strong leads and can help your attendees leave with more than just swag. Alice Heiman, Co-Founder and CRO at TradeShow Makeover, explains how to get the most ROI at events and ensure you’re making the right impression on leads. https://sforce.co/2I8ODC1   Guest:  Alice Heiman (https://www.linkedin.com/in/aliceheiman/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: Trade Show ROI Calculator http://bit.ly/2wv4uVU Online or Offline, Speak with Influence https://sforce.co/2Wh8okO Focus on Outcomes, Not Actions https://sforce.co/2wtee34 How to Sell When Buyers Are Already Making Up Their Minds https://sforce.co/2ELjX94

Alice Heiman is the ideal sales strategist.  She delivers results by working with a company’s senior executives using her unique combination of experience in sales, sales management, process implementation and facilitation. She has provided her expertise to start-ups and small businesses up to Fortune 100 companies the world over. Getting connected is her passion and she has created many products to help company leaders and salespeople become experts at making the connections needed to build relationships that can lead to sales. She’s been named Saleswoman of the Year, received the Community Spirit Award from her Chamber of Commerce, and the Small Business Award from the U.S. Chamber of Commerce. Her new business "TradeShow Makeover" is helping companies stop leaving money on the trade show floor. Listen to Alice as she connects with Lou Diamond on Thrive LOUD. *** Connect to Lou Diamond: www.loudiamond.net Subscribe to Thrive LOUD: www.thriveloud.com/podcast  

According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. She is the founder of Alice Heiman, LLC, a leading sales consultancy for midsize companies whose clients see double and triple-digit increases in sales, and co-founder of TradeShow Makeover, the industry leader in preparing companies to close more deals by investing in trade shows and events. Alice talks to us about her incredible background in sales and sales training, as well as sharing some of her tried and true methods for improving your sales strategy. Take a listen to find out how starting each day with a positive mindset can be the first step to catapulting your sales. For full show notes visit: https://aiacommunity.com/resources/podcasts/transform-your-sales-mindset-episode-005/

This episode features the Co-Founder and CRO of TradeShow Makeover, Alice Heiman. She is a long-time sales coach and speaker. Here she discusses a wide range of topics including, business growth, starting a business, growing sales, and how vendors can improve their ROI while exhibiting at trade shows.

This episode features the Co-Founder and CRO of TradeShow Makeover, Alice Heiman. She is a long-time sales coach and speaker. Here she discusses a wide range of topics including, business growth, starting a business, growing sales, and how vendors can improve their ROI while exhibiting at trade shows.

This episode features the Co-Founder and CRO of TradeShow Makeover, Alice Heiman. She is a long-time sales coach and speaker. Here she discusses a wide range of topics including, business growth, starting a business, growing sales, and how vendors can improve their ROI while exhibiting at trade shows.

TradeshowGuy Tim Patterson meets with Dianna Geairn and Alice Heiman of Tradeshow Makeover to talk about how they envision changing the industry. Lead generation and lead followup are often seen as the key to success in tradeshow marketing, and Dianna and Alice discuss how their company approaches it. Mention "TradeshowGuy" and get free access to their exclusive Facebook group: https://www.facebook.com/groups/tradeshowmakeover Check out their 6-module training course: https://mailchi.mp/f1a70ca9cee4/terrifictradeshows ***** Check out TradeshowGuy Blog at http://tradeshowguyblog.com http://tradeshowguyexhibits.com http://tradeshowexhibitbuyerskit.com http://tradeshowsuccessbook.com - get your free copy of my book! New book: http://tradeshowsuperheroes.com Tim's Amazon Author Page: https://www.amazon.com/-/e/B00CHQ99XO

What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement? The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the sales person has shifted over the past two years. Sales people are an information conduit to allow the buyer to preview what they may need. They almost become a concierge. It becomes a service role. Sales people have to evolve. Do Sales & Marketing need to be aligned? You'll have to listen to find out.  Susan's guests today are Orrin Broberg, CEO/President, Modus and Alice Heiman of Alice Heiman, LLC and co-founder of Tradeshow Makeover. ----------------- About Modus: Modus-built applications are intuitive because salespeople don’t have the time to be trained. Salespeople can customize their presentations and you can create strategies which govern the content users see. Your salespeople in France will only see collateral in French. Modus Provides Companies a Complete Digital Transformation of their Sales Distribution Channel Strategy Your remote salespeople worldwide don’t have the luxury of an online connection when meeting with clients. With our enterprise digital sales enablement platform, all the information salespeople need for the next sales call is immediately available on their tablet, phone, or laptop.