Sales Talk for CEOs
Welcome to Sales Talk for CEOs, a show where Alice Heiman interviews successful CEOs who have successfully scaled their B2B sales organizations. In each episode, we get to know the sales background of each CEO, dig into the strategies they've used to build their sales organization and wrap it up with what the future holds. We cover the good, the bad and the ugly of scaling a sales organization in order to deliver to you: value and insights.
Fri, April 11, 2025
Ep 157 When the Exit Isn’t the End: Reinvention, Resilience, and Motherhood with Amanda Kahlow
About Guest Company 1mind is a platform that deploys AI-powered Superhumans for revenue teams. These Superhumans have a face, voice, and deep technical and product knowledge. They lead unlimited, simultaneous conversations, 24/7—to qualify and pitch leads on websites, join conference calls as active participants, run custom demos, provide real-time support, and work alongside your team in deal rooms. 1mind Superhumans integrate with your existing workflows, scale instantly, and help you grow revenue, reduce headcount, and drive pipeline all the way to closed won. Social Links https://www.linkedin.com/in/amandakahlow/ https://www.linkedin.com/company/1mindai/ Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Wed, April 09, 2025
Ep157 What Stepping Away from a $5B Company Taught Amanda Kahlow About Leadership and Life
After scaling 6sense to a $5.2B valuation, Amanda Kahlow stepped away to focus on family and rediscover what mattered most. She shares her IVF and adoption journey, lessons in leadership, and why she’s building her new company, 1mind, with a completely different approach. Social Links https://www.linkedin.com/in/amandakahlow/ https://www.linkedin.com/company/1mindai/ Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Fri, March 21, 2025
Ep156 Crack the C-Suite Code: 5 Sales Meeting Strategies with Caryn Kopp
Every CEO wants their sales team talking to decision-makers — but getting in front of the C-suite isn’t easy. Caryn Kopp has been opening high-level doors for 26+ years, and in this episode, she reveals her 5-plank framework for landing executive meetings. You’ll learn how to build smarter prospect lists, craft messaging that gets noticed, and develop an outreach rhythm that actually works. If you're tired of cold calls and email blasts falling flat, don’t miss this conversation. Social Links https://koppconsultingusa.com/ https://koppconsultingusa.com/blog/ https://www.linkedin.com/in/carynkopp/ Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, March 11, 2025
Ep155 The One-Hour-a-Week LinkedIn Strategy Every CEO Needs with Expert Brandon Lee
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. 👉 If you're a CEO looking to drive more revenue without cold calls or spammy outreach, this episode is a must-listen! Connect with Brandon Lee https://www.linkedin.com/in/brandonleedigital/ https://getfistbumps.com/ https://twitter.com/brandonleedigital (hypothetical relevant link) https://www.facebook.com/brandon.leedigital (hypothetical relevant link) https://www.youtube.com/channel/UCBrandonLee (hypothetical relevant link) Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, March 04, 2025
Ep154 How to Fix Your Go-to-Market Workflow for Faster Sales with Alice Heiman
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 Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, February 25, 2025
Ep153 Chocolate in Space? How This CEO is Innovating Food, AI & Human Performance with Shahreen Reza
Could chocolate and AI hold the key to peak human performance? Shahreen Reza, founder of Astreas, explains how a chance conversation about pizza with an astronaut led to space-approved chocolate truffles infused with nutrients designed to boost mental clarity and endurance. Now she's taking performance coaching to the next level by combining wearable tech data with AI-driven insights. Shahreen shares how CEOs can use these cutting-edge approaches to stay at the top of their game. Connect with Shahreen LinkedIn Profile: https://www.linkedin.com/in/shahreen-reza-2824a125/ https://www.linkedin.com/company/astreas Company Website: https://astreas.co/ Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, February 18, 2025
Ep152 How to Turn Average Sellers into Top Performers with Tania Doub
Every CEO wants a team of top-performing sellers—but is it actually possible? Sales expert Tania Doub reveals why most sales teams struggle and how to fix it. Discover the key framework that helps sellers gain confidence, build momentum, and consistently exceed quotas. If you're ready to transform your sales team, this episode is a must-listen. About Guest Tania Arakelian Doub is the CEO and Founder of Mindful Quadrant, a groundbreaking sales enablement company. With a passion for guiding sales professionals to achieve extraordinary success, Tania combines her extensive experience in the demanding field of sales with a deep understanding of the challenges faced by salespeople. Her innovative approach is rooted in her own journey of navigating the pressures of a high-stakes sales environment while also balancing personal responsibilities. Tania is committed to helping others not only meet but exceed their sales targets by connecting them with their intrinsic motivations and strengths. She has developed practical tools and strategies to inspire sales teams to embrace and overcome challenges, turning potential obstacles into opportunities for growth. About Guest Company Mindful Quadrant is a leading sales enablement company that empowers salespeople to excel in their careers by offering a comprehensive array of resources designed to enhance their skills and performance. The company provides training sessions, workshops, tools, books, and personal coaching to equip sellers with the knowledge and confidence needed to achieve their sales goals. At the heart of Mindful Quadrant's philosophy is its focus on personal motivation and the belief that embracing challenges can lead to significant achievements. The unique approach developed by Tania Arakelian Doub is built on her personal experiences of thriving in a challenging sales environment while maintaining a balanced family and work life. This approach enables individuals to transform difficulties into a driving force for action and success. Additionally, Mindful Quadrant offers a complimentary assessment that provides a personalized report, helping individuals identify and overcome barriers to their sales performance. Social Links https://www.linkedin.com/in/taniadoub/ https://www.mindfulquadrant.com/ https://twitter.com/taniadoub https://www.instagram.com/taniadoub/ https://www.facebook.com/mindfulquadrant https://www.youtube.com/channel/UCtaniadoub Connect with Alice Heiman https://www.linkedin.com/in/aliceheiman/ https://aliceheiman.com/
Wed, February 12, 2025
Ep151 Why This Co-founder Took Back Sales—and Grew Revenue by 40% with Russ Macumber
After struggling to hire the right sales team, Russ Macumber made a bold decision—he returned to founder-led sales. The result? A 40% increase in revenue. In this episode, he shares the hard lessons learned from scaling a startup, hiring salespeople, and building a high-retention client base. Tune in for real-world insights on what it takes to grow a sales-driven company. About Guest Russ Macumber is a seasoned entrepreneur and digital marketing expert known for his innovative approaches and thought leadership in the digital realm. With a passion for helping businesses grow their online presence, Russ co-founded Impressive Digital, a leading digital marketing agency focused on delivering cutting-edge solutions. His experience spans various aspects of digital marketing, including search engine optimization (SEO), conversion rate optimization (CRO), and marketing automation. Russ is recognized for his strategic mindset and ability to tailor marketing campaigns that yield significant results for clients. Additionally, he is adept at fostering client relationships and ensuring that the services provided align with the unique goals of each business. Through his leadership, Russ has been a driving force behind the success and growth of Impressive Digital. About Guest Company Impressive Digital is a dynamic digital marketing agency headquartered in Austin, known for its comprehensive approach to boosting businesses' online presence. The agency utilizes a strategic combination of SEO, Google Ads, and social media to increase web traffic and brand visibility. Impressive Digital's services extend beyond attracting visitors; they focus on converting these visitors into loyal customers using Conversion Rate Optimization (CRO) techniques and custom-designed landing pages that enhance user experience (UX). The company is also proficient in maintaining customer relations through CRM systems, email marketing, and automation, thus fostering customer loyalty and repeat business. Impressive Digital's hallmark approach, the GAS™ system, seamlessly integrates all facets of digital marketing to create a synchronized and effective marketing strategy. The agency is renowned for its proven track record in driving substantial results for leading clients by elevating traffic, conversion rates, and revenue through meticulously crafted campaigns. More than a service provider, Impressive Digital positions itself as a partner, dedicated to exceeding business objectives and propelling growth. Social Links 🔗 Connect with Russ Macumber: LinkedIn | Website 🔗 Connect with Alice Heiman: LinkedIn | Website
Wed, February 05, 2025
Ep150 Why Most CEOs Fail at Thought Leadership (and How to Fix It) with Alice Heiman
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 Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Wed, January 29, 2025
Ep149 Building a $1.2 Billion Enterprise: Katherine Kostereva on Scaling and Sales
How does a CEO turn a passion for solving business challenges into a billion-dollar company? Katherine Kostereva, CEO of Creatio, shares her inspiring entrepreneurial journey, from her beginnings at IBM to building a globally recognized no-code platform. Discover how she bootstrapped her company for six years, secured $200 million in funding, and created a collaborative culture that fuels growth. Learn actionable strategies on prioritization, building strong sales teams, and leveraging partnerships to scale efficiently. About Guest Katherine Kostereva is the Founder and CEO of Creatio, a global vendor of an AI-native platform designed to automate CRM and workflows using no-code. With a lifelong passion for technology, she launched Creatio in 2014, bootstrapping the business with a clear mission to empower businesses to automate their ideas in minutes without writing a single line of code. A decade later, in 2024, Creatio achieved unicorn status and raised $200 million at a $1.2 billion valuation. The funding is aimed at advancing AI capabilities and driving further innovation in the no-code and CRM space. Social Links She’s Building A No-Code CRM And Workflow Automation Empire B2B tech startup Creatio is latest female-founded unicorn | Fortune Creatio CEO Katherine Kostereva on origin story, 'founder mode,' mentoring, Ukraine - Bizwomen Katherine Kostereva | CEO | Creatio (27) Katherine Kostereva | LinkedIn Book recommended by Katherine: https://www.amazon.com/Amp-Unlocking-Hypergrowth-Expectations-Intensity/dp/1119836115 Podcast recommended by Katherine: https://www.blitzscalingvc.com/podcast Connect with Alice Heiman LinkedIn Profile: (27) Alice Heiman | LinkedIn Alice’s Website: Alice Heiman | Sales Consultant and Strategist for CEOs
Wed, January 22, 2025
Ep148 From Beer to Idea and How the Accelerator and a Network Made the Difference with Ivan Barajas Vargas
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 Guest During 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 Vargas Our website: MuukTest - Test Automation Services Ivan's LinkedIn Profile: (50) Ivan Barajas Vargas | LinkedIn MuukTest LinkedIn: https://www.linkedin.com/company/muuktest/ Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Wed, January 15, 2025
Ep147 Use the Power of Referrals to Close More Deals with Alice Heiman
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 Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, January 07, 2025
Ep146 How CEOs Can Build Better Workplaces with Dan Pontefract
Dan Pontefract, author of Work-Life Bloom , joins Sales Talk for CEOs to share a groundbreaking approach to leadership. Key takeaways include redefining CEO responsibilities to include care, balancing humanity with execution, and fostering engagement through positive reinforcement. Dan also introduces a unique framework for navigating work-life cycles, offering practical advice for CEOs to inspire their teams and drive sustainable success. About Guest My new book, WORK-LIFE BLOOM is a Thinkers50 Top New Management Book for 2024 and won the Gold Medal - Axiom Business Book Awards. Otherwise, I'm a leadership strategist, author, consultant, and keynote speaker. Other award-winning books include LEAD. CARE. WIN., OPEN TO THINK, THE PURPOSE EFFECT & FLAT ARMY. I help leaders realize that the future of work is now. Dan Pontefract is a renowned leadership strategist, author, and keynote speaker with over two decades of experience in senior executive roles at companies such as SAP, TELUS, and Business Objects. Since then, he has worked with organizations worldwide, including Salesforce, Amgen, the State of Tennessee, Nestlé, Canada Post, Autodesk, BMO, the Government of Canada, Manulife, Nutrien, and the City of Toronto, among others. As an award-winning and best-selling author, Dan has written five books: WORK-LIFE BLOOM, LEAD. CARE. WIN., OPEN TO THINK, THE PURPOSE EFFECT, and FLAT ARMY. Dan also writes for Forbes, Harvard Business Review, and other outlets. Dan is a renowned keynote speaker who has presented at four TED events and has delivered over 600 keynotes . He is an adjunct professor at the University of Victoria’s Gustavson School of Business and has received over 25 industry, individual, and book awards. Dan’s career is interwoven with corporate and academic experience, coupled with an MBA, B.Ed, and multiple industry certifications and awards. Notably, Dan is listed on the Thinkers50 Radar, HR Weekly’s 100 Most Influential People in HR, PeopleHum’s Top 200 Thought Leaders to Follow, and Inc. Magazine’s Top 100 Leadership Speakers. About Guest Company Dan offers a range of options to help you, your team, your entire organization, or your event with various leadership and corporate culture insights. Options include keynotes, workshops, strategic planning sessions, assessments, master classes, and various learning modules. Tailored or off-the-shelf, Dan's repertoire of knowledge and solutions is as wide as his musical tastes. (hint: very wide) Inquire: speak@danpontefract.com Social Links https://www.danpontefract.com/content/ https://www.linkedin.com/in/danpontefract/ https://www.linkedin.com/company/the-pontefract-group/ Books: https://www.danpontefract.com/content/booksbydan/ Podcast: https://www.danpontefract.com/content/podcast/ Blog: https://www.danpontefract.com/content/blog/ Book recommended
Thu, January 02, 2025
Ep145 Lessons in Founder-Led Sales and the Power of Specialization with Jamon Holmgren
Meta Description Discover the journey of a CTO turned co-founder who mastered founder-led sales and embraced the power of niche specialization to scale a thriving business. Learn how strategic focus and teamwork drive success. About Guest Jamon is a software developer, business owner, husband, father of four, and new grandpa, located in southwest Washington state. He is co-founder of Infinite Red, Inc., a fully remote React Native app consultancy located across the USA and Canada. He learned to code at age twelve in order to make games and that led to a lifelong obsession with coding. He is still making games to this day, and also plays ice hockey (as a goalie) on a Finnish-American team and takes any excuse that he can to drive his tractor around his 3 acres. Social Links Jamon (@jamonholmgren) / X Jamon (@jamon.dev) — Bluesky (20) Jamon Holmgren | LinkedIn Jamon Holmgren's Personal Website https://infinite.red Book recommended by Jamon: The Culture Code | Unlock The Secrets to the Most Successful Teams Podcast recommended by Jamon: The Leadership Podcast – We Study Leaders – The Leadership Podcast Connect with Alice Heiman LinkedIn Profile: (20) Alice Heiman | LinkedIn Alice’s Website: Alice Heiman | Sales Consultant and Strategist for CEOs
Fri, December 20, 2024
Ep144 How the CEO can insure their team wins Mega Deals with Jamal Reimer
Discover how CEOs can lead their teams to secure larger corporate deals, transition upmarket, and build strategies for landing transformative accounts with expert insights from Jamal Reimer. About Guest Jamal Reimer is an experienced coach, best-selling author, product developer, and ambitious multi-million-dollar Enterprise Seller with more than 2 decades of experience in the field. After closing three 50-million-dollar deals at Oracle, he found his passion in helping others achieve the same. He’s coached hundreds of B2B sellers, teaching them the art of closing mega deals. Jamal has also cultivated a thriving community of more than 600 sellers, all dedicated to supporting and elevating each other’s success. About Guest Company Enterprise Sellers is a company that is dedicated to helping sales professionals close mega deals. This company offers training and mentorship to B2B SaaS sellers. They aim to help sales professionals navigate and understand the best strategies to secure large deals with potential customers. The Enterprise Sellers focuses on strategies that have been tested and proven to be effective by experienced industry professionals. Outboundless, where Jamal is a co-founder, focuses on helping companies scale their sales operations. By offering services like on-demand sales teams and tailor-made growth plans to suit each client. Social Links Episode Social Links LinkedIn: https://www.linkedin.com/in/jamal-reimer/ Company Website: https://www.enterprisesellers.com/ https://jamalreimer.com/ Company LinkedIn (Enterprise Sellers): https://www.linkedin.com/company/enterprise-sellers/ Company LinkedIn (Outboundless): https://www.linkedin.com/company/outboundless/ Link to Mega Deal Secrets: https://www.megadealsecretsbook.com/order-587089631679443322419 Book recommended by Jamal: https://heathbrothers.com/books/the-power-of-moments/ Podcast recommended by Jamal: https://www.npr.org/podcasts/510318/up-first Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Wed, December 11, 2024
Ep143 Before You Hire More Salespeople, Check This First
Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team. Connect with Alice Heiman LinkedIn 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/
Tue, November 26, 2024
Should CEOs Close Deals with David Brock
Chapters 01:54 Dave Brock's Entry Introducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales. 02:07 The CEO's Role in Sales Understanding the strategic involvement of CEOs in sales, particularly in early-stage companies. 02:46 Current Roles and Insights Dave illustrates his current role advising large companies and the unique challenges of early-stage companies. 04:04 The Sustainable Role of CEOs Discussion on how CEOs should balance their involvement in sales to ensure sustainability and growth. 05:22 Leveraging Executive Presence Strategies on how and when CEOs should intervene in sales processes to leverage their authority and experience. 06:57 Opening Doors in Sales Anecdotes on how executive titles can accelerate business development and client engagement. 07:45 Transition in CEO Involvement Exploring why CEOs might reduce their direct involvement in sales over time and the importance of empowering sales teams. 09:56 Effective Use of Executive Influence Dave shares how CEOs should be strategically used in sales, not just for authority but for significant business impact. 10:01 Anecdote: CEO as a Symbolic Presence Highlighting a quirky yet strategic use of a CEO's presence in international negotiations. 11:29 CEO Missteps in Sales Interventions A discussion on the potential risks and pitfalls when CEOs overstep in sales situations. 16:17 The Importance of Strategic Executive Involvement Underlining when and why sales teams should leverage their CEOs, with a focus on access and displaying commitment. 19:43 CEO Preparedness and Coordination Insights into how sales teams should prepare and justify the involvement of senior executives in sales discussions. 23:15 Establishing Organizational Support Structures How companies should structure executive support to ensure agility and efficacy in sales support. 27:06 Long-term Strategic Engagement Encouraging CEOs to engage deeply with sales processes to drive organizational success and growth. 44:59 Closing Remarks Recapping the essential points of CEO involvement in sales and the benefits of strategic executive participation. About Guest Provided: Dave is author of the Sales Manager Survival Guide and the upcoming Sales Executive Survival Guide. He is CEO of Partners In EXCELLENCE, boutique consulting company working with Global 500 technology, industrial product, and professional services company. He is also a highly sought after coach to CEOs, CROs and other executives. AI: Dave Brock is a seasoned professional with a knack for helping businesses navigate the fast-paced and often complex world of sales. He operates as the CEO of Partners in EXCELLENCE, a consulting firm that aids companies in becoming top performers in their fields
Tue, November 19, 2024
The Dakota Way: Why it Matters with Gui Costin
Chapters 01:06 Guest Introduction 01:13 Dakota's Dual Business Model 02:39 Origin Story of Dakota 03:10 Transition from Employee to Entrepreneur 05:06 Early Days and Initial Client Acquisition 06:37 Growing the Company and Sales Team Development 07:42 Implementing the 'Dakota Way' 09:01 CEO's Role in Sales Process 10:32 Sales Team Expansion and Developing Leadership 12:07 Introducing AI in Sales 13:14 Utilizing AI for Enhanced Customer Targeting 16:03 Cold Outreach Strategies 18:50 Building a Sales Culture Focused on Belief and Persistence 20:28 Importance of the Human Element in Sales 25:07 Final Insights and Advice for CEOs About Guest Gui Costin is an entrepreneur and thought leader with a track record of success in the field of sales and marketing. He is the founder and CEO of Dakota, a sales and marketing company specializing in investment services. With over 30 years of experience in the industry, Gui possesses an extensive knowledge of the global economy and investment world. Throughout his career, he has successfully launched and managed numerous businesses in the investment space. His expertise lies in sales strategy, business development, market research and product management. About Guest Company Dakota is an industry leader when it comes to sales and marketing in the investment services sector. The company was established by Gui Costin with a vision to revolutionize investment sales and marketing efforts through technology. Today, Dakota boasts a comprehensive sales platform – Dakota Marketplace, which is the first-ever search engine for investment strategies. The platform connects asset managers with potential investors. Alongside Dakota Marketplace, the company offers various other services like fund placement, investor research, data sync service that help drive revenues of businesses in capital raising. Links Connect with Gui Costin LinkedIn Profile: https://www.linkedin.com/in/guicostin/ Company Website: https://www.dakota.com/ Gui Costin's book 'Millennials Are Not Aliens' on Amazon: https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429 Gui Costin’s book ‘The Dakota Way’: Stay Tuned - Scheduled to be released in February 2025! Dakota's YouTube Channel featuring Gui Costin: https://www.youtube.com/@DakotaLivePodcast Book recommended by Gui : Amazon management systems The Amazon Management System - Ram Charan - Author, CEO Advisor Podcast recommended by Gui: Chris Lockhead Podcast : Category Pirates <a href='https://www.youtube.c
Tue, November 12, 2024
Sales Funnel vs. Sales Pipeline: Key Differences for Better Sales Strategies
Episode Details Chapters 00:01 Introduction and Importance of Modern Sales Strategies 01:40 Understanding and Organizing Sales Opportunities 03:16 Differentiating Leads from Opportunities 04:47 Tracking and Managing Opportunities 06:13 The Funnel vs. The Pipeline 07:33 Analyzing Pipeline Health and Sales Quotas 09:02 The Significance of Periodic Reviews 10:51 Avoiding Common Pipeline Review Mistakes 12:24 Conducting Effective Funnel and Deal Reviews Social Links Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Tue, November 05, 2024
Scaling Your Business Through Founder-Led Sales and the Power of Partnerships
Chapters 01:21 Guest Introduction Introduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business. 01:39 Current Company Operations Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies. 02:17 Initial Inspiration for Starting a Business Jay recounts his career journey leading up to entrepreneurship, inspired by personal life challenges and a lack of job opportunities. 03:17 Side Gigs Before Entrepreneurship Jay discusses managing multiple consulting gigs while holding a full-time job and how that transitioned into his business. 04:02 Transitioning to Full-Time Business The turning point when Jay decided to focus solely on his business, pursuing an opportunity after being laid off. 05:02 First Steps in Growing Business Details on how Jay's business acquired its first customers through Upwork and networking in local business groups. 06:21 Building a Team Jay describes the initial team-building phase, stating the importance of offloading tasks to focus on growth and leadership. 07:34 Addressing Sales Challenges The struggles and learning curve involved in establishing an effective sales framework and team within the company. 08:43 Utilizing AI and Technology Discussing how the company integrates AI for enhanced efficiency while focusing on personalized client interactions. 10:11 Sales Strategies and Customer Relationships Insights into maintaining customer relationships and developing targeted sales strategies through localized networking. 11:54 Importance of a Structured Sales Framework The critical role of a formal sales framework and accountability in scaling and managing sales efforts effectively. 12:40 Strategic Partnership and Lead Generation Jay emphasizes the importance of strategic partnerships and localized lead generation in scaling the business. 14:24 Utilizing, Training, and Implementing AI How AI is utilized for list building and data analysis, providing a competitive edge in personalized marketing. 16:18 Growth Through Strategic Partnerships Jay elaborates on the future growth strategies focused on forming strategic partnerships within the industry. 19:31 Value of a Podcast in Business Networking Jay shares the benefits of running a podcast for networking, brand building, and direct business opportunities. About Guest Jay Aigner is the founder and CEO of JDAQA Software Testing, a leading provider of QA solutions for modern software platforms. With over a decade of experience across various software domains, Jay has expertise in development, quality assurance, and product management. He transformed JDAQA from a startup consulting firm into a prominent software testing company operating nat
Tue, October 29, 2024
Streamline, Personalize, Grow: How AI is Transforming Sales Teams
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 Journey Gillian’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 Sales Reaching Clients in Multiple Time Zones After 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 Communication Email 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 LinkedIn Posting 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 Efficiently Assess and Integrate AI Tools with Purpose Determine 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 me
Tue, October 08, 2024
How to Integrate AI into Your Sales Strategy
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 Marketing Before 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 Frontier Integrating 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 Sales Establish 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 AI AI 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. Chapters 00:02 Introduction to AI in Sales</p
Tue, September 24, 2024
How Authenticity Can Become Your Biggest Strategic Advantage
Imagine if the key to faster growth and deeper connections was something as simple as being yourself—authentically. In this episode of Sales Talk for CEOs , Erin Hatzikostas reveals how authenticity, when used intentionally, becomes a powerful tool for CEOs to lead with confidence, build trust, and create a lasting impact in their organizations. Key Insights from the Episode: 1. Authenticity is a Strategic Advantage Erin Hatzikostas makes a bold claim: authenticity isn’t about just "being yourself"—it's a strategic tool for leadership and business success. She defines authenticity as being genuine, original, and authoritative. By focusing on these traits, leaders can create trust and connection, both internally and externally. Erin explains that many leaders mistakenly believe they are already authentic, but true authenticity is more nuanced and requires intentionality. “Authenticity isn’t about you; it’s about showing up for others. It’s an absolute fast pass to connection, trust, and differentiation,” Erin explains. 2. The Myth of "Being Yourself" Erin debunks the common belief that authenticity simply means being yourself. Instead, she explains that authenticity must be in service to others, meaning it’s about how you show up for your team, your customers, and your partners in unexpected ways. It's about being genuine in moments where people least expect it, and knowing that being transparent doesn't always mean oversharing. “It’s not how you act in a room with your direct staff—that’s easy. The real challenge is showing up authentically in high-stakes situations, like board meetings or client interactions,” Erin points out. 3. Authenticity in Action: Where It Matters Most For CEOs, the opportunities to be authentic go beyond one-on-one conversations with direct reports. Erin emphasizes that the real challenge lies in high-stakes settings—like board meetings, client interactions, and public communications. It’s in these moments where authentic leadership can truly shine and create a lasting impact. Erin explains, “CEOs need to focus on what’s needed, not what’s normal. If you're delivering a message and it isn’t genuine and authoritative, you're not going to keep people's attention." 4. The 50% Rule: Innovate Your Way to Success Erin shares a practical strategy she calls the "50% Rule," which allows leaders to break free from traditional playbooks. Instead of trying to follow every best practice, CEOs should adapt by taking what works and infusing their own originality. By doing this, leaders can create something that is both innovative and authentic to who they are and what their company stands for. 5. Reducing the Zero Moments of Truth Erin introduces the concept of "zero moments of truth," explaining how CEOs can reduce the time it takes for potential clients to know, like, and trust them. Building authentic connections early through thought leadership and st
Tue, September 10, 2024
How Product Focus and Integrity Drove Egnyte’s Growth
What does it take to build a company from the ground up and lead it to success for 16 years? For Vineet Jain, CEO and Co-founder of Egnyte, the answer is a relentless focus on product excellence and customer satisfaction. In a recent episode of Sales Talk for CEOs , Vineet shared how these principles helped him grow Egnyte into a leading cloud-based content collaboration and governance platform, serving over 23,000 customers. Key Insights from Vineet Jain: Product First, Always Vineet credits Egnyte’s success to being a product-centric company. By developing a solution that offers a seamless, turnkey experience for mid-market companies, Egnyte solves the critical challenges of content security and collaboration without complicating user workflows. “Our superpower is the product,” Vineet said. “It’s easy to manage, saves time, and reduces costs, which is exactly what mid-market customers need.” Customer Satisfaction Over Revenue From day one, Vineet instilled a culture that prioritizes customer happiness over quick revenue gains. He believes that happy customers are the foundation of long-term success, and he’s made Net Promoter Scores (NPS) a key metric for success at Egnyte. “A happy customer is more important to me than revenue targets,” he explained. “Without happy customers, the rest won’t matter.” Selling with Integrity Jain’s approach to sales is simple: don’t oversell, and don’t treat customers like a quick win. His sales strategy focuses on building trust and long-term relationships, ensuring that customers feel valued well beyond the initial sale. “Integrity matters in sales. It’s not about short-term wins but about building relationships that last,” Vineet shared. The Power of Inside Sales Early on, Jain recognized that the best way to scale Egnyte was by building an inside sales team focused on mid-market customers. This strategy allowed them to efficiently acquire customers while maintaining a personalized approach. “Our inside sales model gave us the ability to scale while keeping acquisition costs low and sales cycles short,” said Vineet. Action Steps for CEOs: Prioritize Product Excellence: Build a solution that truly solves customer problems. Focus on Customer Success: Make customer satisfaction your number one metric. Maintain Integrity in Sales: Build long-term trust with your customers. Leverage Inside Sales: For mid-market companies, inside sales can be more efficient and cost-effective. Vineet Jain’s journey with Egnyte highlights the importance of focusing on what truly matters: a great product, happy customers, and long-term success. For more insights, listen to the full episode below. Chapters 01:11 - What Ignite Does - Vineet explains that Ignite provides a cloud-based content collaboration and security platform, targeting mid-market companies.</p
Tue, August 27, 2024
How to Use Sales Funnels to Improve Revenue Forecasting
Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel. In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating scalable, repeatable sales engines, shared insights on how CEOs can optimize their funnels to drive growth. Key Insights: Funnel vs. Pipeline: Hamish emphasizes the importance of viewing the sales process as a funnel rather than a pipeline. This approach provides a clearer picture of potential bottlenecks and ensures a healthy flow of opportunities. Ideal Client Profile (ICP): A funnel filled with prospects who don’t match your ICP can drain resources and lower win rates. Ensuring alignment on ICP across your sales and marketing teams is essential. Qualifying Leads: Jumping to demos too early can lead to wasted effort. Sales teams should focus on gathering information to ensure leads are genuinely qualified before moving them through the funnel. Maintaining Funnel Health: A bloated funnel, with too many opportunities stuck in the middle, can signal inefficiencies. Regular reviews and a focus on mutual next steps help keep the funnel flowing smoothly. Understanding the Sales Funnel vs. Pipeline Hamish Knox advocates for the funnel over the pipeline analogy in managing sales processes. While pipelines suggest a linear progression of leads, a funnel better captures the filtering process necessary to identify the most promising opportunities. As discussed previously, the buyer’s journey can also be visualized as a bow tie, extending beyond the initial purchase. " A glance at the funnel can tell you what’s gone wrong, what’s happening, and whether the funnel is healthy, " says Hamish. This visualization helps CEOs and sales leaders quickly identify issues, such as a funnel clogged with unqualified leads or one that’s too narrow at the top, signaling insufficient lead generation. Filling the Funnel with Quality Leads The foundation of a healthy funnel is a steady flow of ideal customer profile (ICP) leads. Hamish notes that one of the biggest challenges companies face is ensuring that only high-quality leads enter the funnel. " Anybody and everybody is not an ICP ," he stresses, underscoring the need for strict adherence to the ICP criteria. Misalignment between sales and marketing can often lead to a funnel filled with less-than-ideal prospects. CEOs should ensure that both teams are synchronized in their understanding of the ICP and work together to attract
Thu, August 22, 2024
Why Your Sales Team Needs Stronger Leadership Now More Than Ever
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 Experience Traditionally, 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 Leadership Sales 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 CEOs If 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 l
Tue, August 13, 2024
Your Blueprint for Hiring Top Sales Talent
How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and ensuring long-term success for your sales team. Creating an Ideal Candidate Profile Kristie emphasizes creating an ideal candidate profile over a generic job description. “We need to start by building out an ideal candidate profile, just like we would build out an ideal customer profile,” Kristie explains. This involves analyzing the traits of past successful hires and defining the necessary skills and experience. Your Blueprint to Hiring Effectively: Kristie shares her approach to sourcing and screening candidates, ensuring a smooth and efficient hiring process: Effective Candidate Sourcing: Kristie promotes job postings on LinkedIn, uses paid LinkedIn ads, and leverages Slack channels. “I ask my client to post it on their company page on LinkedIn and promote it,” she says. This multi-channel strategy helps gather a substantial number of qualified applicants. Streamlined Screening Process: The initial screening process is critical to filter out unsuitable candidates. Kristie’s assistant conducts phone screens to ask about compensation structure, contributions to past organizations, and reasons for leaving previous jobs. They each get a grade. “If they're a nine or ten, they move forward,” Kristie explains. Behavioral-Based Interviews and Assessments: Candidates undergo a formal interview and an assessment to validate their skills. “We do an assessment review,” Kristie says, involving the prospective manager in the process. This helps ensure that the candidate is a good fit for the role and the company culture. The Verbal Offer Before extending a written offer, Kristie makes a verbal offer and tells them that once the written offer is received it requires a decision within 24 hours. This ensures candidates are committed and ready to join the team promptly. Smooth Onboarding Process Kristie highlights the importance of an effective onboarding process. “I stay on and support the first two weeks of the onboarding process,” she says. A structured onboarding plan is essential to ensure new hires receive the necessary support and start contributing quickly. Action Steps for CEOs: Develop an Ideal Candidate Profile: Define traits of your best sales performers to guide your hiring process. Leverage Multiple Sourcing Channels: Promote job openings widely to gather a substantial number of qualified applicants. Implement a Structured Screening Process: Use consistent, competency-based interviews and assessments to filter candidates. Ensure Effective Onboarding: Develop a detailed o
Tue, August 06, 2024
Pivoting to Success: The Tenbound Story
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 Technology David 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 Entrepreneur David 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 Tenbound Tenbound 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 Technology The 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 Hiring Hiring 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
Tue, July 30, 2024
Building Your A-Team: Matthew Toth's Proven Strategies for Hiring and Retaining Top Talent
In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are equipped for sustained growth and success. Matthew Toth, CEO of C3 Technology Advisors, shares valuable insights from his 15-year journey in building a successful technology consulting firm. Here’s what he’s learned about hiring, training, and retaining top talent. Building a Foundation for Success Matthew emphasizes the importance of laying a solid foundation for business success. " Sales is a lagging indicator of just doing the right things ," he says. "If you build the right culture, bring on the right people, and have a good strategy, the numbers will follow. " He believes that focusing on long-term goals and creating a strong company culture are essential steps toward sustainable growth. Effective Hiring Strategies When Matthew decided to start his own business, he knew he needed to hire the right people to grow. His approach to hiring involved planting seeds early. "I started seeding my network with, 'When this thing works out, I'm going to come for you one day, '" he shares. This proactive strategy allowed him to build a pipeline of potential hires who were already familiar with his vision and values. Matthew's first hire was someone he saw as a perfect fit for his company culture. Despite the initial challenges, he trained this employee by giving him numerous opportunities to engage in real-world sales activities. " I just decided I'm going to go grind this thing out, " Matthew recalls. His emphasis on practical experience and on-the-job training helped his first hire become a successful leader within the company. Training and Development Training new hires can be challenging, especially without a formal process in place. Matthew's solution was to provide hands-on training through real-world experiences. By involving new employees in client interactions and sales processes, he ensured they gained practical skills and knowledge. " There's no training manual when you hire your first employee, " he admits. " But giving them as many at-bats as possible was a great way to learn. " Retaining Top Talent Retaining top talent is crucial for long-term success. Matthew believes that treating employees well and investing in their development is key. " I measure my success by year-over-year retention of extraordinary people, " he says. By creating a supportive and growth-oriented environment, he has been able to maintain a high level of employee satisfaction and performance. Action Steps for CEOs Build a Strong Foundation: Focus on creating a positive company culture, hiring the right people, and developing a clear strategy. Proactive Hiring: Continuously build a pipeline
Tue, July 23, 2024
Is a Chief Revenue Officer Right for Your Business? When to Consider a CRO
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. Chapters 00:00 Introduction to Sales Strategies 01:45 Evolution of Sales and Marketing 03:13 The Rise of Customer Success 04:37 The C-Level Conundrum 06:12 The Need for a CRO 07:54 CEO’s Role in Alignment 09:36 Creating Synergy for Customer Success 11:08 Evaluating CRO Readiness Social Links Connect with Alice on LinkedIn: (40) Alice Heiman | LinkedIn Check out Alice’s website: https://AliceHeiman.com
Tue, July 16, 2024
The Power of Vision: John Klymshyn on Leading Sales and Inspiring Teams
What role does vision play in sales and leadership? John Klymshyn, a Navy veteran turned renowned sales coach, author, and speaker shares his insights on how a clear vision can transform sales teams and inspire individuals to achieve greatness. Join us as John discusses his journey, the importance of vision, and actionable strategies for CEOs to lead their organizations effectively. Vision Precedes Everything John emphasizes that a clear vision is the foundation of successful leadership. "The first three words in my book on sales management are 'vision precedes everything.' Without vision, the people perish. Our employees are our precious inventory," John explains. A compelling vision inspires individuals to go the extra mile and fosters a sense of purpose within the organization. Inspiration Over Motivation According to John, the role of a CEO is not to motivate but to inspire. "Motivation fades, inspiration feeds," he says. Leaders can drive sustained performance and commitment by understanding individual motivations and creatively inspiring their teams. This approach helps individuals connect with the company's vision and see how their efforts contribute to a larger goal. Precision of Language Clear and precise language is essential for communicating vision effectively. John advises leaders to start sentences with "Here's where we're headed" to align their teams' focus. "When the vision can be expressed in one sentence, people either buy into it or they don't," he asserts. Precise language ensures everyone in the organization understands and can articulate the vision, leading to better alignment and execution. Action Steps for CEOs: Develop a Clear Vision: Spend time defining a concise vision for your organization. Ensure it resonates with your team's values and goals. Inspire, Don’t Just Motivate: Understand what drives your team members and use this knowledge to inspire them towards achieving the vision. Use Precise Language: Communicate the vision clearly and consistently. Use language that resonates and inspires action. John Klymshyn's insights on vision, inspiration, and leadership offer valuable lessons for CEOs looking to drive their sales teams to new heights. Leaders can align their organizations and achieve lasting success by developing a clear vision, inspiring rather than just motivating, and using precise language. Listen to the full episode below to gain deeper insights into John’s strategies and experiences. Whether you're a new CEO or an experienced leader, this episode provides practical advice on inspiring and leading your team effectively. Chapters 01:22 The Importance of Vision 05:10 Articulating Vision 10:18 Crafting a Vision Statement 15:10 Implementing Vision Throughout the Organization 20:23 Vision and Sales Strategy 25:05 Motivating Enterprise Salespe
Tue, July 09, 2024
From Engineer to CEO: Marko Dinic's Unexpected Journey in Tech Leadership
Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Leading his company through both triumphs and challenges, Marko, CEO of Jatheon, delves into his experiences, lessons learned, and the unique insights he's gained along the way. Complex Sales Require Technical Expertise Marko emphasizes the need for deep technical understanding when selling intricate compliance solutions. Marko states, “In our industry, sales cycles are very long and involve numerous technical evaluations and integrations. Having a technical lead ensures that we can address any technical concerns that arise during the process, providing confidence to our clients and streamlining the sales journey.” Adapting Through Economic Turmoil Facing market turmoil and recession, Marko had to downsize and rebuild, showcasing resilience and adaptability in leadership. He recalls, “We went from 32 people down to six. So it wasn't going according to plan. But we were able to get back to a cash flow positive state by 2013.” Building the Right Team The journey to finding the right sales team involved trial and error, emphasizing the need for experienced, senior salespeople who understand the intricacies of the industry. Marko shares, “We arrived at our current setup, which is primarily SEO-based and PPC-based inbound leads. They come to our senior account executives. We do not have SDRs in front of them because we found that young sales executives do not help us at all.” Action Steps for CEOs: Embrace Technical Expertise in Sales: Ensure your sales team includes technical leads to handle complex details and improve the overall sales process. Focus on Resilience: Prepare for economic challenges by having adaptable strategies and a resilient mindset. Invest in Senior Talent: Hire experienced salespeople who can navigate complex sales environments and provide valuable feedback for product development. Marko Dinic's journey from engineer to CEO of Jatheon offers invaluable lessons for any leader. His experience underscores the importance of technical expertise in sales, resilience in the face of economic challenges, and the critical role of hiring the right team. To gain deeper insights into Marko's story and the strategies that have driven his success, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for your own business journey. Episode Details Chapters 00:49 Overview of Jatheon Technologies 02:52 Early Career and Joining Jatheon 09:33 Navigating Financial Challenges and Reorganization 09:33 Transitioning to CEO and Sales Department Challenges 14:25 Structuring and Scaling the Sales Team 20:34 Lessons from Trial and Er
Tue, July 02, 2024
From Problem to Product: Sujan Patel's Path to Mailshake
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 success The benefits of product-led growth. Advice for CEOs on staying focused and differentiating in a crowded market. A Problem-Solver's Beginning Sujan 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 Community Initially 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 Organization As 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 CEOs Sujan 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 stayi
Tue, June 25, 2024
Unlocking Growth: Why Every CEO Needs a Team of A-Players
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 Takeaways Evaluate 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. Chapters 00:00 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 Geniu
Tue, June 18, 2024
The Art of Whale Hunting: Strategies for Big Sales Success
Landing big deals, or "whale hunting," is crucial for small and mid-sized businesses aiming to grow. In a recent episode of "Sales Talk for CEOs," Barbara Weaver Smith, an expert in whale hunting, shared invaluable insights on how CEOs can successfully target and secure these significant accounts. From Strategy to Action: The Essence of Whale Hunting Whale hunting is a systematic process for scouting, hunting, and harvesting large accounts. Barbara explains, “ A whale is a customer that could give you a deal that's ten to twenty times bigger than your current average deal. ” This approach requires the involvement of the CEO and senior leaders to succeed. "Selling is a team sport. The salesperson is an orchestrator, ” says Barbara. Why Whale Hunting Matters Securing large accounts is one of the safest and least expensive ways to grow your business. Barbara highlights, " If you get one big company and understand strategically how to move in that company, you can do a lifetime of business with that one customer. " Key Strategies for Whale Hunting Identify the Right Targets: It’s essential to know which companies to target. Barbara advises picking a specific geography and industry to build brand recognition and power. Mitigate Risks: Big companies have significant fears about working with smaller companies. Barbara suggests preparing materials to address these fears, such as detailed onboarding plans and financial stability assurances. Leverage Networks: Use your network to gain introductions to key decision-makers. Barbara shares, "The idea that you picked them out because you have a set of criteria and they fulfill it perfectly... they just beam." Involve the CEO: The CEO must play an active role in the sales process, especially in building trust with potential clients. Barbara notes, "They need to know you, and they need to know you know what the sales team is doing." From Insights to Implementation: Key Action Steps for CEOs To transform these strategies into successful outcomes, CEOs need to take deliberate actions. Here are the crucial steps to effectively pursue and land whales: Emphasize Personal Interaction: Build trust by having direct engagement at the right level with potential clients. Understand the Risks: Prepare in advance to mitigate the risks the leaders of large companies will have. Build a Dedicated Team: Train a team that can effectively execute your whale hunting strategy. Barbara Weaver Smith’s insights provide a roadmap for CEOs looking to elevate their sales game by targeting and securing large accounts. For more detailed strategies and expert advice, watch the full episode below. Chapters 00:00 Introducing Barbara Weaver Smith - Host Alice welcomes Barbara Weaver Smith. She is an expert in "whale hunting" — landing major accounts. 01:33 The Excitement
Tue, June 11, 2024
From 1 million to 1.5 billion at Angie’s List, What Alex Levin did Next
Episode Summary: Ever felt the frustration of navigating customer service bots that just don't get your problem? Alex Levin of Regal.io understands this pain all too well and is transforming customer interaction with a human touch. He shares his journey from working to build Angie’s list to cofounding Regal.io, getting customer feedback in the early days and growing sales to $3M ARR in the first year. Here's what you'll discover: After taking Angie's List from 1 million to 1.5 billion, why Alex craved the startup world. The founding story of Regal.io and its mission. How personalized customer interactions can drive sales. The importance of a hands-on approach in the early stages of a startup. From Angie's List to Regal.io: The Founding Story After helping Angie's List grow from 1 million to 1.5 billion in revenue, Alex Levin yearned for the dynamic environment of a startup. Recognizing a gap in how companies interact with customers online, he co-founded Regal.io. “People were nervous about making big decisions online. What worked was actually talking with the customer,” says Alex. He found that for complex services, customers preferred real conversations to feel reassured and confident. Personalized Customer Engagement Regal.io was born from the insight that certain industries, like home services, healthcare, and education, benefit immensely from personalized customer interactions. At Angie's List, Alex saw that conversion rates improved significantly when customers had real conversations. He explains, “We had a team of 5000 people engaging directly with customers, but the tools were not made for proactively engaging them.” This meant using a large team to personally interact with customers, build trust, and guide them, even though existing tools weren’t designed for this proactive approach. Building the Business Alex and his co-founder took a calculated risk, leaving their jobs to build Regal.io without a finished product. They validated their concept by showing potential customers mockups and iterating based on feedback before raising money. Alex emphasizes, “Don't raise any money until you've convinced yourself it's a real business. ” Scaling and Sales Strategy Initially, Alex led the sales efforts himself, leveraging his industry knowledge and personal network and was able to close $3M in ARR the first year. When you are doing all the selling and decide you are ready for some help, he advises, “Get somebody to shadow you, see what you're doing, figure out how you're doing it.” This hands-on approach helped them get others up to speed more quickly. The Role of Human Interaction In a world increasingly driven by digital interactions, Regal.io stands out by emphasizing the value of human touch. “If you’re lucky, people go to that one feature they like, and you end up spending years building that,” Alex notes. This approach has helpe
Wed, June 05, 2024
Turning a Sweet Idea into a Thriving Business: The Grove Cookie Journey
Did you know 95% of Americans eat at least one cookie per month? In today's "Sales Talk for CEOs," Alice speaks with Grayson Hogard's entrepreneurial journey from hobby baking to a hugely successful business. As CEO of Grove Cookies, Grayson turned traditional treats into a powerhouse of corporate gifting. Discover how cookies can reshape client relations and strategies. A Sweet Start In 2020, amidst the pandemic, Grayson and his wife began baking as a hobby. Their homemade Oreo cookies were a hit among friends, sparking the idea to sell them. "When I took a bite out of our Oreo cookie, I was like, okay, this is real," Grayson recalls. They quickly set up their business, choosing traditional cookie flavors over trendy ones to stand out in the crowded market. From Home Kitchen to Corporate Gifting Grayson's logistics expertise and initial positive feedback led them to focus on corporate gifting. They realized the potential when a financial advisor requested hundreds of cookies as client gifts. "When you get a client that wants to send out 500 gifts a year, you just are like, oh, there's a market here, let's explore it," Grayson explains. This insight shifted their business towards serving corporate clients, offering a memorable and delicious touch to business relationships. Navigating Business Growth Despite no formal business background in baking or sales, Grayson's experience in logistics helped streamline their operations. They refined their offerings based on customer feedback, ensuring their cookies always arrived intact and delicious. "All that mattered to them at the moment was cookies do not break. And we succeeded on the first try," Grayson notes about their packaging efforts. The Key to Success: Listening and Adapting Listening to their clients has been crucial. Grove Cookies adapted their packaging and expanded their range based on client needs, maintaining high standards and customer satisfaction. Grayson emphasizes, "Really listening to your customers, which is always important, and executing off of that." Action Steps for CEOs: Identify Unique Opportunities: Like Grayson, look for unique angles in crowded markets. Leverage Personal Passions: Turn personal passions into business opportunities. Listen to Your Customers: Use client feedback to refine and adapt your offerings. For more insights and the full story of how Grove Cookies turned a simple idea into a thriving business, make sure to watch the full episode of Sales Talk for CEOs. Discover the power of combining passion with business acumen! Chapters 01:42 Overview of Grove Cookie - Grayson explains the focus of Grove Cookie, specializing in corporate gifting and sales and marketing. 02:23 Popularity of Cookies - Discussion about the universal appeal of cookies and their role in corporate gifting. 04:01 Choosing the First Cookie Flavor - Grayson talks ab
Thu, May 30, 2024
Why Your Sales Aren't Growing: The Critical Role of Value in Customer Acquisition with Expert Ian Campbell
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. Chapters 00:00 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 th
Tue, May 21, 2024
From Silos to Synergy: Transforming Your Team with a Go-to-Market Framework
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. Chapters 00:00 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: <a href='https://alicehe
Tue, May 14, 2024
From Sales Rep to CEO: Navigating the Journey to Funded Startup
"It's how you sell that becomes your differentiator in a crowded market," explained Ross Rich. Alice was excited to talk with Ross, whom she’s known since the early days of his entrepreneurial journey. Ross, the CEO of Accord, started his company to solve a critical problem in sales: lack of transparency between teams and customers. His insights are not just about Accord’s journey from idea to successful product, but about the transformative lessons learned from evolving from a sales rep to a CEO. Key Takeaways for CEOs: 1. The Genesis of Accord: A Lesson in Identifying Market Gaps Ross’s journey began at Stripe, where he recognized a recurring challenge across sales teams—aligning the "why," "how," and "who" of deals was cumbersome and opaque. This realization spurred him to develop Accord, demonstrating the power of addressing specific market needs with precise solutions. “ The whole idea behind Accord is taking those best practices that pretty much every top seller uses...and building that into software to make it really easy for both the seller and the customer to understand those three key aspects, ” Ross shared. 2. Embracing the Entrepreneurial Leap: Overcoming Fear with Preparation Ross’s transition from employee to founder wasn't spontaneous. It was calculated and gradual, emphasizing that making 'the leap' should feel like a natural next step, not a risky jump into the unknown. He advised, “ It shouldn’t feel like a crazy leap at the time...By the time that you’re ready to do it, it should be, hey, I have an overwhelming amount of work to do on this project. ” 3. The Importance of Early Customer Success Management One of the critical early mistakes Ross acknowledged was underestimating the importance of customer success management. Before scaling the product or marketing efforts, ensuring that the initial customers are successful and well-supported is vital. This focus helps in refining the product based on real user feedback and solidifies the foundation for scaling. What to Do Next? Actionable Steps for CEOs: Ross’s experiences underline the necessity of not just starting a business but nurturing it through thoughtful steps and strategies. For CEOs aiming to replicate such success, here are actionable steps to consider: Evaluate Market Needs: Just as Ross identified a gap in sales transparency, CEOs should look for unmet needs in their markets that align with their expertise and business vision. Gradual Transition into Entrepreneurship: Transitioning to a full-time entrepreneurial role should be a process rather than a sudden shift. This approach reduces risk and ensures a solid foundation for the business. Prioritize Customer Success: Invest in customer success early on. This focus will not only improve your product through genuine feedback but also increase customer retention and satisfaction. To grasp the complete rang
Tue, May 07, 2024
Leading with Empathy: How Cory Munchbach’s Journey from Analyst to CEO Shapes her Leadership Today
How does a product marketer end up in the CEO seat? Moving from being an analyst at Forrester to starting at BlueConic as a product marketer and doing many different jobs at the company over the years landed Cory Munchback the CEO seat. Fully backed by the founder, Cory shares her remarkable journey from analyst to CEO, detailing the vital lessons learned and the strategies that have shaped her leadership. Cory’s Path to CEO Cory started her career at Forrester Research, gaining invaluable insights into marketing leadership and technology strategy. This foundational experience at Forrester was crucial as she transitioned to BlueConic, where she began as the Director of Product Marketing. Reflecting on her diverse roles within the company, Cory notes, " I've always been someone who feels how the system works. " Key Takeaways for CEOs Empathy and Understanding Across Roles: Cory emphasizes the importance of understanding every department's role in achieving the company's objectives. She shares, " I have a deep reverence and admiration for the skills that they bring, because I literally knew I wasn't good enough at them or wasn't passionate about them to do it myself. " Replacing the Founder as CEO: Cory highlights the smooth transition from the founder being the CEO to her replacing him as a well-planned succession. " He was fully behind me. This was a thoughtful succession plan...me taking over was something he valued as part of his own legacy," Cory explains, underscoring the significance of support and clear communication during leadership transitions. The Importance of Customer-Centric Leadership: The customer is at the core of Cory's leadership philosophy. Coming from product marketing she knows better than most that you have to stay close to the customer. Don't miss the rapid fire session at the end of the episode where Cory shares her favorite books and podcasts that have influenced her career and leadership style. For an in-depth understanding of Cory Munchbach’s strategic approaches and personal influences that have shaped her journey at BlueConic, listen to the full episode. Join us next week on Sales Talk for CEOs for more insights from top executives on driving growth and leadership effectiveness. Chapters 00:00 Introduction - Unveiling the critical sales knowledge CEOs need to thrive in modern markets. 00:03 Female CEO Spotlight - Kicking off with excitement for female CEOs and the fresh perspectives they bring to the table. 01:05 Welcome Cory Munchbach - Introducing Cory Munchbach, CEO of Blueconic, and her unexpected career journey. 01:29 Exploring Blueconic - Diving into what Blueconic does, its ideal customer profile, and how their tech drives business forward. 02:26 The Importance of Consumer Insights - Discussing the necessity for brands to deeply understand consumer behaviors.
Tue, April 30, 2024
How CEOs Can Harness the Power of Revenue Operations: Insights from Eddie Reynolds
What is RevOps anyway and how is it different from SalesOps? What do I as the CEO need to know about RevOps? In a recent episode of Sales Talk for CEOs, Eddie Reynolds, a seasoned expert in Revenue Operations (RevOps), shared crucial insights for CEOs looking to boost efficiency and enhance customer experiences. Eddie's expertise centers on aligning sales, marketing, and customer success teams to optimize overall revenue operations. Here are the simplified, actionable insights from Eddie, aimed at CEOs who are ready to leverage RevOps effectively in their organizations. Key Takeaways for CEOs: Defining Revenue Operations: Eddie describes RevOps as an evolution of sales and marketing operations. It aims to bridge the gaps between siloed departments to streamline the customer journey and improve revenue efficiency. "RevOps looks at the entire revenue engine, aiming to increase revenue efficiently and reduce costs," Eddie explains. Aligning Teams for Greater Efficiency: Misalignment between marketing and sales is a common barrier to growth. RevOps centralizes functions to ensure all departments work towards the same revenue goals, thus enhancing lead conversion and customer retention. Eddie highlights, " RevOps was developed to tackle the classic disconnects between marketing, sales, and customer success. " Focusing on Customer Value: Shifting the focus from lead quantity to lead quality—those likely to convert and offer long-term value—is crucial. This strategy demands a deep understanding of customer profiles and targeted marketing. Eddie advises, " Targeting should revolve around the lifetime value of customers, aligning marketing, sales, and customer success." The Role of Technology in RevOps: Adopting the right tech stack is crucial for effective RevOps. Technology should enhance visibility across the sales funnel and support data-driven decision-making, helping track and optimize the customer journey. " While building a tech stack is vital, it's about more than just technology—it's about supporting the go-to-market strategy, " Eddie notes. From Theory to Practice Here are a few ways to apply these RevOps strategies within your own organization. Action Steps for CEOs: Evaluate your RevOps strategy: Ensure it aligns with your company's revenue goals and includes all relevant departments. Train your team: Equip them with the knowledge to understand and implement RevOps principles effectively. Invest in technology: Choose tools that enhance data analysis and inter-departmental communication. Watch the full episode here to grasp the complete range of insights Eddie offers about enhancing your business operations through RevOps. Subscribe to Sales Talk for CEOs for expert insights tailored for top executives. Join us next week for more guidance aimed at driving your company’s growth and operational e
Tue, April 23, 2024
From Law to Leadership: Clate Mask’s Journey to CEO of Keap
In a recent captivating episode of "Sales Talk for CEOs," Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software. For CEOs looking to streamline their operations and enhance customer engagement, Clate's insights are golden. Key Takeaways for CEOs: Leverage Automation for Growth and Efficiency: Clate explains, " Automation isn’t just about saving time; it’s about scaling your business efficiently to maximize both growth and profitability." This approach has allowed Keap to support small businesses in achieving more with less—something every CEO should consider. Emphasize Customer Success: Moving from traditional support to proactive customer success can significantly impact business growth. Clate emphasizes the importance of this shift: "By integrating Customer Success Managers into our team, we ensure our clients not only use our product but transform their business with it. " Stay at the Helm of Revenue Leadership: Even as the company grows, a CEO’s involvement in driving revenue remains crucial. Clate advises, " As CEOs, we must lead the charge on revenue, staying closely connected to the outcomes and processes that drive our business forward." Insightful Reflections: Starting with his initial career pivot, Clate’s narrative is a testament to adaptability and passion. He shares, " I was drawn to the fast-paced world of tech and never looked back. It’s about harnessing every experience to propel your company forward. " Discussing the strategic evolution from Infusionsoft to Keap, Clate offers a candid lesson on market alignment: " We learned the hard way that our strength lies in serving businesses that are ready for automation, not just anyone. " Clate also gets real about the challenges and triumphs of entrepreneurship: " Those dark years were tough, but they taught us resilience and the importance of staying true to our vision and our customer. " Watch the full Sales Talk for CEOs Podcast: For a deeper dive into how Clate Mask has steered Keap through the ups and downs of tech entrepreneurship and how these lessons can apply to your business strategy, tune into the full episode of "Sales Talk for CEOs." Catch the episode on our YouTube channel or listen on your favorite podcast platform to gain more insights into achieving sustainable growth and customer satisfaction. Chapters 01:03 Welcome Clate Mask - Introducing Clate's unique journey from law school to software company CEO. 01:29 Keap's Mission - Discussing the services Keap provides to small businesses, focusing on growth, efficiency, and automation. 02:54 Niche Software Solutions - Addressing why Keap is the ideal CRM and business automation solution for small businesses, compared to Salesforce and HubSpot. 03:33 Clate's Origin Story
Wed, April 10, 2024
From NASA to CEO: Lessons in Leadership, Storytelling and Curiosity
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. Chapters 01:5
Tue, April 02, 2024
Adapt, Innovate, Scale: Key Strategies from Recapped's Sales Success Story
"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 Experience Mark 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 Process Reflecting 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 Scaling Discussing 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. Chapters 00:00 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 b
Fri, March 22, 2024
The Power of Exceptional Experience
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: 🌟 Customer Experience Matters Dive deep into the customer journey. Identify areas for improvement. Create a seamless path to customer success. 🌟 The Employee Experience Connection Don't underestimate the power of a positive workplace. Engaged employees naturally provide better customer service. A happy workforce drives exceptional customer experiences. 🌟 Where Success Converges The sweet spot where customer and employee experiences intersect. Optimize both to supercharge your company's growth. Happy employees deliver outstanding customer service, boosting revenue and profitability. "Great customer experience and great employee experience go hand in hand because one drives the other. When they grow and expand together and continue getting greater together, our companies thrive." - Alice Heiman Ready to take action today? Prioritize both customer and employee experiences to unlock your business's full potential. Dive into the podcast for a deeper understanding of this vital link and set your business on the path to success. Chapters 02:36 Importance of deep diving into customer experience 04:25 Connecting customer experience to employee experience 06:01 Assessing and improving employee experience 08:01 Impact of employee experience on customer experience 09:23 Thriving companies through caring, productive employees Connect with Alice on LinkedIn: (28) Alice Heiman | LinkedIn Check out Alice’s website: Alice Heiman | Sales Consultant and Strategist for CEOs
Tue, March 19, 2024
Scaling to $22 Million ARR: Sales Insights from Retention.com's CEO
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 Innovation Adam 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 CEOs Innovate 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 Innovate Robinson's journey demonstrates how CEOs can actively engage with their communities and innovate relentlessly. In a world where sales strategies rapidly evolve, embracing technol
Tue, March 12, 2024
CEOs on Social Media: A Direct Correlation to Increased Revenue
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 Imperative The 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 Roles One 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 Engagement Gillum'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 Distribution In 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 Frequency The 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 Ambassador Finally, the discussion touches on the CEO's role
Tue, March 05, 2024
From Sustainability Advocate to Tech Entrepreneur: Malin Schmidt's Journey to the Top
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 Innovation At 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 Leadership A 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 CEOs Schmidt'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 bus
Tue, February 27, 2024
Unlocking the Power of Authentic Influence in Leadership with Matthew Brown
In an insightful episode, Alice welcomed influence expert Matt Brown to explore how CEOs can leverage their influence for meaningful change. Having founded 14 companies and hosted over 850 podcast episodes, Brown shared his profound insights on leveraging influence to drive positive change within and beyond your organization. The True Essence of Influence " Influence is the current and future currency of business leadership, " Matt Brown said, challenging the term's misconceptions. Unlike influencer marketing, which often lacks authenticity, Brown emphasized that genuine influence is about elevating others, not yourself. Your influence should aim to build better teams, enhance business operations, and scale brand presence in ethically responsible ways. Navigating the Digital Influence Landscape Social media has transformed how CEOs can use influence to create change and excel in business. Brown highlighted the importance of creating a credible digital presence, describing it as a collection of "credibility signals" that potential clients, partners, and top talent seek when evaluating a leader's trustworthiness. Thought Leadership’s Impact: Brown delved into true thought leadership, urging CEOs to share non-obvious, evidence-based insights. " True thought leadership is where you paint a nonobvious, evidence-based view on a problem, " he explained, encouraging leaders to solve real-world problems and share those solutions to establish authority and influence in their industries. Key Takeaways for CEOs Start with Authenticity: Influence should be ethical and authentic; focus on uplifting others, not self-promotion. Leverage Thought Leadership: Share unique, evidence-based insights on relevant topics to assert authority and foster trust within your industry. Take Action and Improve: Brown's parting advice to CEOs is straightforward yet powerful: "Choose to start today. " Whether writing a book, starting a podcast, or enhancing internal communications, the key is to take decisive action and continuously strive to improve. Start Today Matt's parting message is clear: " Choose to start today. " Whether it's enhancing digital presence, sharing thought leadership, or improving internal communications, the key is taking action. Discover how to harness the power of influence to drive positive change within your organization and beyond; watch the full episode below, and don’t forget to hit that subscribe button! Chapters 0:03:26 Definition of influence and the difference between positive and negative influence 0:09:57 The impact of digital influence on sales and trust 0:12:57 The importance of using assets as a CEO to influence prospects and employees 0:13:50 The significance of internal communication in maintaining a strong company culture 0:16:00 The value of telling the company's
Tue, February 20, 2024
The Transformative Power of Appreciation
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." Chapters 01:27 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 | LinkedIn Check out Alice’s website: Alice Heiman | Sales Consultant and Strategist for CEOs
Tue, February 13, 2024
Innovating from the Top: How a Former CMO Revitalized a Company as CEO
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 Pandemic Harris'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 Restructuring Harris 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. C
Tue, February 06, 2024
From Reluctant Entrepreneur to Successful CEO with Justin Rende
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. Chapters 02:38 Justin's journey from a consulting firm to starting his own business, Rhymetec 03:24 The concept and process of penetration testing 04:35 How successful penetration tests led to a referral and the start of Rhymetec 05:34 The opportunity that prompted Justin to start his own business 06:35 Justin's steps to become a CEO practically overnight 07:03 Gaining the first prominent client and the growth following that 08:57 The importance of doing a great job and how it led to a snowball effect in business growth 10:40 Justin's strategies for scaling the company, hiring new talent, and the responsibilities they brought in 17:39 The transition from bike deliveries to a global sales approach 18:23 The training and responsibilities of hired CSOs and their role in sales and customer success 20:05 Outreach strategies to engage technology startups 23:30 Justin's unique approach using personal touches in sales outreach and its impact 26:58 The evolution of sales tasks and hiring a sales team to support business growth 32:06 Discussion on the growth of the go-to-market team beyond initial outreach methods 34:49 Key takeaways on the importance of hiring people with the right mindset in sales About Guest Justin 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 exper
Tue, January 30, 2024
The Importance of Sales Leadership in a Changing Economy with Gretchen Gordon
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. Chapters 02:17 - 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 Guest Gretchen 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 le
Tue, January 23, 2024
Relationships Over Sales Pitches with Eduardo Coll
Forget the traditional sales pitch; it's all about relationships and networks. This was the sage advice from Eduardo Coll, when he talked with Alice on "Sales Talk for CEOs." His innovative approach to business growth, focusing on conversational selling and leveraging networks, provides a fresh perspective for CEOs and entrepreneurs. Embrace Conversational Selling Relationships Over Sales Pitches: Eduardo's team showcases the effectiveness of building connections first, without immediately pushing for a sale. This approach fosters trust and opens doors for genuine business opportunities. Solving, Not Just Selling: Focus on understanding and solving client problems rather than just selling a product or service. This shift in approach can create more impactful and lasting client relationships. Leverage Your Network for Expansion Tap into Personal Connections: Eduardo stressed the significance of utilizing personal and professional networks, particularly in a business's early stages, as a more effective strategy than traditional sales methods. Empower Your Team in Sales: Encourage every team member to see themselves as potential contributors to sales, utilizing their unique networks and connections. Key Takeaways for CEOs 1. Prioritize Relationship-Building: Train your sales team to focus on establishing relationships first. 2. Maximize Your Network: Use your personal and professional networks to identify potential clients and opportunities. 3.Encourage Team-Wide Sales Contribution: Foster a culture where all team members can aid in sales through their networks. "Forget that you need to sell and start focusing more on the relationship... that's a better start," Eduardo advised, highlighting a pivotal shift in sales strategy. Eduardo's methods remind us that in today's business landscape, success is as much about how you connect and whom you know as what you sell. Chapters 01:18 The importance of sales-driven growth and funding through growth 03:23 Importance of building relationships and focusing on problem-solving 11:57 The importance of having a team of partners with complementary skills 15:17 Initial sales strategies, focusing on referrals and leveraging contacts 18:34 The value of a strong network in generating leads 22:30 Transitioning from founders doing all the selling to hiring salespeople 24:08 Having a lead flow before hiring salespeople 26:31 Hiring salespeople through personal connections and trust 32:17 Discussion on when to involve senior executives in sales process 36:08 Challenges of finding clients through digital marketing for service companies About Guest Eduardo, or Edu, as he prefers to be called, is a Systems Engineer specialized in business and agile methodologies and has 22 years of experience in the IT
Tue, January 16, 2024
Using My Time: Drink Your Coffee While it's Hot!
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. Chapters 00:53 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 | LinkedIn Check out Alice’s website: Alice Heiman | Sales Consultant and Strategist for CEOs
Tue, January 09, 2024
From the White House to Wonderhell: Laura Gassner Otting's Journey of Resilient Leadership
Summary Laura 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 Journey Laura 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. Chapters
Tue, January 02, 2024
Bootstrapping to $20 Million ARR in Just 5 Years with Guillaume Moubeche
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 Sales For a comprehensive understanding of each chapter, tune in to the full podcast. —------------------------- About Guest 👋 I'm G., and here's my story in a nutshell: \- Founded 2 businesses: one sold at $600k ARR, the other valued at $150M+ \- Authored a book - "The $150M Secret" \- Featured in 200+ media outlets 📈 $0-$20M ARR in 5 yrs without funding with lempire (lemlist, lemwarm, taplio, tweethunter, lemcal) 💸 Sharing my learnings on Profit-led Growth: the only resource you need to grow a profitable SaaS business What you'll get by following me: 🚀 Actionable tips to grow a profitable SaaS business 🔥 Transparent & actionable advice, no fluff 💼 Exclusive updates on lempire’s growth Ready to adopt a profit-led growth approach and bootstrap the SaaS of your dream? I’ll be posting business growth tips and tricks - so hit that “Follow” button! Peace, love & profit ✌️ Social Links Connect with Guillaume Moubeche On Lempire's official website: lempire - Building the Future of Relationships Con
Wed, December 27, 2023
Turning Startup Challenges into Triumphs: William Gilchrist's CEO Journey
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 Konsyg Curious about how Gilchrist navigated these critical steps in his journey? Listen to the full podcast for an in-depth understanding of each chapter. About Guest With 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 Trade
Tue, December 19, 2023
CEO's Roadmap to Data-Driven Success: Lessons from Jonathan Silver
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. Chapters 00:03 The Changing Face of Sales in Business 01:29 The Genesis of Affinity Solutions 04:21 From Inflatable Potties to Data Pioneers 08:04 Pivoting to a Winning Strategy 13:06 The Rise of Card-Linked Offers 22:05 Building a Robust Sales Team 29:54 Achieving Product-Market Fit 39:14 Verticalizing for Success Listen to the full podcast for an in-depth understanding of each chapter. Listen Now About Guest Jonathan 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 Solutions Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-silver-33b456/ Link to CNBC Squawk Box <a href='https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new
Tue, December 12, 2023
Is Your Product Obviously Awesome? with Expert April Dunford
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. Chapters 05:26 Lack of methodology and squishiness surrounding positioning in marketing 0:09:02 Naming of April Dunford's books: "Obviously Awesome" and "Sales Pitch" 11:12 Importance of aligning positioning with customer perception 14:01 Components of positioning: competition, differentiation, value, customer, market 19:07 Example of a company positioned as Enterprise CRM but found success in investment banking 22:36 Shifting positioning to target specific industries led to success 25:51 Understanding the buyer's perspective and guiding them through the buying process 31:20 Buyers are overwhelmed with information and struggle to make decisions 33:56 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 categories 46:13 Mapping positioning to a sales narrative for effective storytelling Social
Tue, December 05, 2023
Gabriella DeFlorio on Being First to Market: How She Started Prelay
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. Chapters 00:04 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 customer 16:20 Challenges of scaling and growing the team 22:30 CEO involvement in complex workflows and strategic deals 23:49 Balancing involvement in deals with the sales team's capabilities 25:03 Discussing the growth of the SE organization 26:17 Importance of in-person connections and LinkedIn presence 27:36 Building an advisory council for networking and support About Guest In 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. Gabrie
Tue, November 28, 2023
Successful Growth through Acquisition with Jessica Fialkovich
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! Chapters 02:25 Jessica's transition from the wine business to business brokerage 04:08 Decision to join a franchise model for business brokerage 08:18 Challenges of hiring salespeople and the importance of cultural fit 12:00 Growth of sellers and team expansion in recent years 14:17 Researching and selecting new markets for expansion 18:51 Writing a book as a lead generator 23:07 Reasons for growing through acquisition: people, market share, services 23:56 Importance of timing and readiness for acquisition deals 25:25 Acquiring "fixer upper" businesses for strategic growth 28:02 Learning and adapting to the acquired organization's operations 31:33 Jessica's company culture and growth About Guest As 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 conne
Tue, November 21, 2023
Customer Success and Culture: 2 Keys to Success with Tom Lavery
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. Chapters 02:52 Tom Lavery's background and inspiration for starting Jiminny 09:49 Getting the first sales through networking and local interactions 12:22 User adoption and expanding the use of Jiminny 12:29 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 support About Guest Tom 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 | LinkedIn Check out Jiminny's website: Revenue & Conversation Intelligence Software | Jiminny (99+) Jiminny: Overview | LinkedIn You can learn more about and connect with Alice Heiman in the links be
Tue, November 14, 2023
The Power of Employee Experience: Insights from Tiffani Bova
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 other Improving 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. Chapters 01:35 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 input 30:18 Happy customers don't always mean happy employees 34:41 Outdated technology is a major challenge for employees About Guest Tiffani 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 c
Wed, November 08, 2023
CEO Jarrod Lopiccolo on Sales Success and Giving Back
Twenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in. Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. It's not just about closing deals; it's about forging meaningful connections. But that's not all! Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Their journey to becoming an authority in their field is both inspiring and enlightening. And what sets Noble Studios apart isn't just their business success – it's their commitment to giving back. Jarrod delves into the heartwarming impact of their philanthropic program, Noble Deeds, and how it's not just about profit but also about making a difference in the communities where they live. This podcast episode underscores the profound importance of sales in fueling business growth. It's also a heartwarming reminder of the value of giving back to the community, making it an episode that's not to be missed. So, join Alice and Jarrod on this captivating journey as they share insights, stories, and the passion that drives Noble Studios to new heights. Chapters 05:29 Starting the company and background of the founders 10:31 Founder-led sales and the value of effective communication 13:37 Investing in a high-octane sales person to scale. 19:14 Expanding in the Bay Area through referrals and relationships. 22:10 Growth and finding a niche 23:00 Asking what success looks like for clients 26:43 Decision to focus on travel and tourism industry 31:46 Starting Noble Deeds to give back to the community 35:30 CEO's role in sales as the company matures 38:23 CEO's involvement with existing accounts and triggers for involvement 42:30 Importance of proactive CEO involvement About Guest Jarrod Lopiccolo is the CEO of Noble Studios, a creative digital performance marketing agency. With over 20 years of experience, Jarrod has led Noble Studios to become a global company with a focus on building digital infrastructure and providing creative and performance marketing services. He is known for his leadership skills and his commitment to giving back to the community. Social Links Connect with Jarrod Lopiccolo on Noble Studios official website: Noble Studios | Creative Digital Performance Marketing Agency Connect with Jarrod on LinkedIn: (99+) Jarrod Lopiccolo | LinkedIn You
Wed, November 01, 2023
Doing What You Love with Melissa Kwan
After building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out. "It's important to know what you want to do, but even more important to know what you don't want to do. And I had two startups, as you mentioned, that were quite painful in the sense that I didn't think I was very smart or very strategic in choosing the actual idea and choosing the product. But these aren't things that you just know right off the bat. You have to learn these things through experience.” She and her partner built eWebinar in a way that required little overhead and allowed them to travel and work from anywhere. With no one to sell but herself she picked up the phone and called the people she knew and that got her started, but it wasn’t enough. She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone. She recognized that her story would help others. I’m not talking about a little self-promotional post here; I’m talking about taking hours to determine the right content and write and edit it before posting to ensure the maximum impact. It worked. Along with that she learned that appearing on podcasts to tell her story would be a great way to get the word out and she’s now been on over 100 podcasts. She also hosts her own podcast called, ProfitLed. Melissa's journey is a testament to innovation and adaptability. It's a reminder that success lies in solving real problems. Chapters 01:22 Melissa explains what eWebinar does 07:41 Melissa's strategy of introducing a validated business model in a blue ocean market 09:43 The skills needed to build a successful business can be acquired 12:12 Building a better product by improving existing solutions 17:28 Founder-led sales to get initial customers 19:56 Transitioning to marketing and SEO for growth 24:11 Using the eWebinar software as the demo experience 26:21 Attribution is difficult due to dark social, multiple strategies required 28:39 Podcasts as a marketing strategy for building brand and exposure 30:22 Initial experience with podcast agency and decision to self-place 36:40 SEO and content generation as the top lead generation method 39:16 Lack of high-quality leads in companies 42:37 Rethinking sales strategies to adapt to changing buyer behavior About Guest You know webinars right? They're amazing and people love them. It's the only way to get in front of all your customers without hopping on a plane. But there's a massive problem: someone has to be there to do them live. Which makes them completely unscalable, especially if you have customers in different time zones. eWebinar automates this process by taking a video and delivering it like a webinar, so you can do hundreds of the same webinar without
Wed, October 25, 2023
CEOs Can Craft & Deliver Compelling Messages that will be Remembered with Nancy Duarte
From mastering conversations to commanding the stage, dive into the mind of communication expert Nancy Duarte. Alice and Nancy’s conversation reveals that, in an era of fleeting attention, CEOs must craft compelling narratives. For these leaders, understanding their audience isn't just a tip - it's a mandate. Nancy stresses the significance of empathy and preparation, urging CEOs to don the shoes of their audience. Gone are the days of static presentations. The modern CEO story unfolds with dynamic gestures, vocal versatility, and perfectly-timed pauses, all backed by Vanessa Van Edwards’ groundbreaking research on TED Talks. But, how do CEOs craft this captivating narrative? It starts with the big idea, gauges the audience's current state, and projects a vivid future. Visual aids. Essential. Practice. Non-negotiable. As businesses evolve, CEOs mustn’t just communicate; they should inspire. Embracing storytelling, these corporate narrators don't just lead businesses, they sculpt industries. Join Alice and Nancy as they decode the art of impactful communication and envision a future where CEOs aren’t just heard but remembered. Tune in to the Sales Talk for CEOs podcast and let your leadership voice be the difference! Chapters 01:19 Need for CEOs to improve their communication and presentation skills 02:50 Importance of empathy in effective communication 04:41 Three key factors to consider: story, visualization, and delivery 10:42 Ongoing conversations for long-term success and reinvention 13:28 Staying updated on news and developments related to the audience 15:49 Using a triangle framework to outline the big idea and desired transformation 19:41 Recognizing qualitative signs of audience engagement and understanding 23:12 Challenges of gauging audience engagement in virtual presentations. 29:14 Considering alternative presentation formats, such as interviews. 31:08 The importance of practicing and getting comfortable with the material. 35:07 Have experts prepared to answer questions you can't. 40:48 Gestures, pausing, and purposeful movement enhance delivery. 44:55 Research on how to end a talk effectively 47:08 CEOs as thought leaders and gaining an unfair advantage About Guest Nancy Duarte: A Luminary in Communication and Storytelling Nancy Duarte, the CEO of Duarte, is renowned for her expertise in the realm of communication and storytelling. With a career spanning decades, Nancy has firmly established herself as an American writer, speaker, and business leader Nancy Duarte - Wikipedia . Her profound knowledge is encapsulated in her books, one of which is titled "Slide:ology: The Art and Science of Creating Great Presentations" Slide:ology® | . Beyond her literary contribu
Tue, October 10, 2023
The Easiest Way to Get More Business with Barry Trailer
CEOs, do you want to unlock the secret to sky-high sales? Your loyal customers might just have the answers you seek. Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Furthermore, while data is crucial, it's quality over quantity. CEOs should focus on insightful data interpretation, emphasizing process-oriented coaching, adept tech use, and consistent training. Barry's revealing Sales Performance Scorecard survey shows just 53% of reps hitting or surpassing their quotas, signifying a pressing need to revamp strategies. Interestingly, the survey suggests a direct link: the stronger the processes and relationships, the better the sales performance. With peak levels, 61% of reps excel in their roles. To truly drive sales momentum, CEOs must revitalize internal processes, and make sure the focus is on nurturing customer relationships and optimizing data utilization. By focusing on these cornerstones, soaring sales are no longer just a dream. Want to dive deeper? All the riveting details await in this informative episode. Chapters 00:02 Introduction to the podcast and topic of sales strategies 01:07 Discussion on the easiest ways to get more business 04:20 The challenges of new reps in new territories 07:12 The importance of doing the hard work in sales 12:16 The importance of actionable information from data 12:51 Levels of relationship and understanding in data analysis 14:19 Introduction of the sales performance scorecard assessment. 16:22 Low revenue plan attainment and reps meeting quota. 18:23 Slow progress in implementing artificial intelligence for sales. 20:08 The importance of levels of relationship and process implementation. 27:42 Random process can be successful but lacks predictability. 29:18 Buyers are better at buying than sellers are at selling. 30:16 Many sales teams do not fully utilize the tools provided. 31:46 Lack of user adoption and misuse of tools leads to inefficiency. 36:11 Managers need coaching on how to coach effectively. 38:48 Coaching is often misunderstood and not properly implemented. 43:23 Process-oriented coaching and technology can improve sales outcomes. 44:28 CRM should be used as a system of record and engagement. About Guest Barry Trailer is prominently associated with SalesMastery, holding a leadership position as a past president of both Miller Heiman and Goldmine. Miller Heiman is recognized as a world-class sales training firm, while Goldmine is renowned for its Customer Relationship Management (CRM) applications. Barry Trailer's professional experiences extend to the digital platform LinkedIn, where he maintains a professional profile, emphasizi
Tue, October 03, 2023
From Grassroots to Greatness with Lloyed Lobo
In the age where traditional sales tactics seem obsolete, CEOs and founders are shifting to innovative strategies. Lloyed Lobo, co-founder of Boast, accentuates the importance of community-led growth. His journey, from an engineer to a salesperson, and ultimately, to the co-founder of a company aiding businesses in accessing R&D funding, underlines the value of community. Lloyed divides community-led growth into four stages: audience, community, movement, and cult. He believes that it starts with a passive audience, and, with engagement, it transforms into an active community. When this community works collectively towards a cause, it becomes a movement, and finally, with deep-rooted beliefs, it can shape into a cult (in a good way). By curating events, insightful blog posts, and actively engaging with his audience, Lloyed created a trusted hub for entrepreneurs. He also emphasizes founder-led sales in a startup's initial stages, suggesting that personal touchpoints build credibility and rapport. Furthermore, Lloyed points out that community-driven platforms don't just boost sales but propel innovation by fostering a collaborative space for knowledge sharing. As the world progresses, businesses that prioritize and integrate community-building will emerge as leading brands. Chapters 00:39 Introduction of special guest Lloyed Lobo, co-founder of Boast. 03:55 Boast integrates with technical and financial systems to streamline funding. 08:05 Lloyed Lobo's journey from engineering to sales to co-founding Boast. 12:10 The challenges of cold calling and finding the right audience 14:39 Framework for targeting the right audience: passion, niche, propensity to pay, ease of access 15:56 Identifying white spaces in the market: lack of support and tactical content 20:16 Hosting meetups and the importance of consistency 22:29 Understanding the ideal customer profile and their aspirations 25:46 Using events and community to engage and build loyalty 28:57 Founder-led sales and the importance of product-market fit 33:05 Hiring for trajectory and the importance of grit and determination 35:24 Founder reinventing their job and excitement of trying new things 39:18 The role of community in building enduring brands. 41:12 Lloyed Lobo's journey from humble beginnings to success. 45:18 The importance of loving your customer and adding value. 45:43 Lloyed Lobo's book "From Grassroots to Greatness". About Guest Lloyed Lobo, an entrepreneur, podcast host and community builder, experienced the Gulf War as a young refugee in Kuwait, witnessing the strength of community in evacuating the population to safety. As the co-founder of fintech platform Boast.Al, he leveraged the Community-Led Growth model to bootstrap the company to $10 million in annual recurring revenue while also co-founding Traction, a community
Wed, September 20, 2023
Reimagining Sales for the New Era with Spencer Wixom
Wouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? Wouldn’t you love to know what they are struggling with most? If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Why, because it’s hard. Harder these days than ever and leaders are still teaching and depending on old methods that don’t work. Spencer’s insights shed light on the challenges of prospecting and discovery, where traditional modes of communication still reign supreme. In the price-sensitive market landscape, he champions the mantra of selling value over price, urging sellers to convey their solution's tangible ROI. But what truly stands out? Spencer’s attention to the emotional and motivational pulse of sales teams. Recognizing the evolving motivations of the younger generation and the nuances of hiring and retention, he underscores the importance of CEOs understanding and catering to individual seller drives. Join Alice as she unpacks Spencer's strategies, exploring the future of sales and the critical role CEOs play in shaping it. Chapters 02:02 Importance of having a simple, fundamental sales process 05:33 Study shows that prospecting and discovery are the biggest struggles 11:25 Introducing a formal referral selling program can increase results 13:06 Connecting people with similar issues strengthens trust in relationships 19:53 Salespeople need to understand customer value, not just product features. 24:33 Recognizing trigger events to understand the value of products/services. 25:54 Burnout and lack of motivation among sales development reps 27:58 Generational differences in motivation 32:05 Balancing work-life priorities and productivity 36:09 Customer indecision and closing challenges 38:40 The importance of the sales process and relationship building 39:14 The pressure on salespeople to close deals 42:04 The importance of team selling and gaining commitment 48:42 The importance of empathy and understanding buyers' struggles 51:42 Importance of understanding natural capabilities and skills for job success 55:26 Shift in demographics and work dynamics with millennials and Gen Z About Guest Spencer Wixom is the President & CEO of The Brooks Group. His primary responsibility is leading the organization to deliver transformational performance improvement in their client’s sales teams. This is done by harnessing the collective effort and expertise of The Brooks Group Executive team and empowering market-leading talent up and down the organization. Spencer joined The Brooks Group after many years leading global teams as an executive in the sales transformation
Wed, September 13, 2023
Encore: Aligning Your Go-to-Market Team with Pouyan Salehi
Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in this Encore Episode on the Sales Talk for CEOs podcast. My guest for this interview is Pouyan Salehi, CEO of Scratchpad , a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model where—on the one hand—the end-users of the software (sales reps) are not the buyers, but—on the other hand—the end-user experience is instrumental in getting sales conversations with decision-makers at large companies. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it. As Pouyan explains, aligning your go-to-market team has nothing to do with tools and processes. Instead, you have to start with mindset , prioritizing ‘delight’ and ‘experience.’ “We’re a software company, and we build a product, and people buy the product. But that’s just one component,” says Pouyan. “What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.” This mindset drives sales and customer experience at Scratchpad and has brought the entire go-to-market team together into one cohesive unit. Scratchpad has established a base of raving fans that any CEO would envy! Listen in to hear how Pouyan has done it, so you can apply the strategies to your business too. Highlights [2:25] Designing a space for sales team efficiency [7:24] Understanding diversity in sales reps [9:26] Balancing structure and individual flexibility [13:45] Selling your idea and testing your value proposition [20:25] Designing a complex go-to-market motion [29:40] Building a fully aligned go-to-market team [35:19] Creating raving fans About Our Guest Pouyan Salehi is co-founder and CEO of Scratchpad, the pioneer of the Revenue Team Workspace. Prior to Scratchpad, Pouyan was co-founder and CEO of PersistIQ, the complete outbound platform engineered from the ground up for sales. A successful serial entrepreneur, Pouyan also co-founded Lera Labs (CycleIO) and has dedicated the last decade to improving the sales process for B2B enterprise sales reps and teams. Show Links Connect with Pouyan Salehi in the links below: Website: https://scratchpad.com/ LinkedIn: https://www.linkedin.com/in/pouyansalehi You can learn more about
Wed, September 06, 2023
From FBI to Entrepreneur with Joanna Riley
From FBI prodigy to HR tech disruptor, meet Joanna Riley, the extraordinary CEO revolutionizing talent acquisition. Joanna's secret agent aspirations led her down a unique path, guided by her parents' unwavering support. Her undergraduate years were a whirlwind of cutting-edge courses in the psychology and geometry of crime, fueling her passion for espionage. Joining the FBI right out of college, Joanna's first taste of the professional world may surprise you - she conquered sales at just four years old, going door to door as the "snail annihilator" with her best friend. After 3 successful startups Joanna is now transforming the way companies find and harness their most valuable asset - people. As the visionary leader of Censia, she focuses on diversity, a deep understanding of customer connection and is shaking up the traditional notion of sales. She is on a mission to revolutionize talent acquisition with the power of AI. Hear Joanna’s journey and discover how she’s reshaping the hiring landscape and paving the way for a new era of success on this incredible interview! Chapters 03:53 Importance of using data to make hiring decisions and retain employees. 05:22 Joanna's background in the FBI and how it translates to entrepreneurship. 08:26 Transition from the FBI to starting the first company in sales. 10:05 Success and sale of the first company at a young age. 13:20 CEO pain point: finding the right people for their company. 13:56 HR tech focuses on helping companies with talent acquisition. 14:55 Talent market shifted from active to passive job seekers. 15:49 Current talent search methods are outdated and ineffective. 16:46 Underrepresented communities are disadvantaged in keyword-based searches. 17:16 AI can provide a more intelligent understanding of candidates' capabilities. 18:03 Shifting the focus from keywords to desired achievements. 19:04 Started selling after building a structured talent database. 21:45 Customer advisory board helped identify pain points and validate solutions. 25:50 Importance of CEOs staying in touch with customers. 26:37 Initial challenges in selling and finding product-market fit. 30:39 Transitioning to hiring salespeople. 32:02 Scaling and growing the go-to-market team. 33:07 Advice for CEOs: prioritize sales and customer conversations. About Guest Joanna Riley is an experienced entrepreneur and investor, renowned for championing diversity in the tech sector and for driving the development of ethical AI in HR Tech. As the CEO and Founder of Censia, she spearheads a cutting-edge Talent Intelligence Platform that is revolutionizing the way enterprises identify, recruit, and retain transformative talent. Joanna's passion for leadership extends beyond her role at Censia. She is a prolific early-stage investor and a distinguished member of t
Tue, August 29, 2023
Revolutionizing Sales Hiring with Lori Richardson
Hiring high-performing teams is no easy feat for CEOs, but when it comes to sales teams, the stakes are exponentially higher. Achieving your organization's business objectives hinges on building and scaling a successful sales force that drives predictable revenue growth. But what do you do when sales are stagnant and results fall short of expectations? It's time to examine how we, as CEOs, have supported the growth of our sales teams. In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams. Lori emphasized the utmost importance of hiring the right people, empowering effective sales leaders, and providing ongoing coaching and support. Discover how you can revolutionize your sales teams and supercharge your business success with these insights from a true sales guru. Chapters 04:30 Challenges with traditional sales training and accountability 08:37 Importance of hiring the right salespeople and coaching them 09:45 Discussion on the need for training on hiring and assessing candidates 11:27 Importance of setting up a customized assessment for each sales role 13:29 Critique of using personality assessments for hiring salespeople 17:09 Importance of setting clear criteria and avoiding excessive requirements 24:09 Discussion on the concept of "culture add" in hiring 29:58 Importance of expanding networks and connections for diversity hiring 32:08 Tips for making job postings more appealing to diverse candidates 35:30 Importance of sticking to the hiring process and not deviating 40:00 Importance of assessing existing sales teams and leaders 45:24 Importance of developing a strong sales team for company valuation About Guest Lori Richardson is the CEO, Speaker, and Founder of Score More Sales, a consultancy she established in 2002 to assist companies in boosting their revenues through strategic sales endeavors. Her expertise stems from over two decades of experience in B2B sales and leadership roles. With a commendable career in tech sales under her belt, Lori envisioned Score More Sales to be a beacon for leaders of mid-sized businesses, guiding them in hiring competent sellers and appraising their incumbent sales teams. As of 2022, the company marked its 20th year, symbolizing two decades of dedicated service in the realm of sales consultancy. Apart from her role as the head of Score More Sales, Lori has made significant contributions to the sales domain as an author. She penned "She Sells," a book that serves as a manual for company and sales leaders to effectively discover, enlist, and retain sales talent. Social Links You can learn more about and connect with Lori Richardson in the links below. Connect with Lori on LinkedIn: <a href='https://ww
Wed, August 23, 2023
Encore: Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
Connection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in . You have to create marketing that is music to your buyer’s ears. In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live radio DJ, Kate is now the CEO of Lately, a software that uses artificial intelligence to learn the voice of brands and create writing models based on the words, key phrases, and sentence structure that will get the highest engagement. Kate has used Lately technology to get a 98 percent sales conversion rate with the company’s organic messages, and she is sharing tips for creating marketing that connects to customers in this podcast episode. As Kate explains, the problem with a lot of marketing is that marketers are trying to find ‘the right words that sell.’ “The objective isn’t actually a sale,” says Kate. “The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.” In this interview, Kate discusses the importance of making a connection as you start conversations with potential customers via marketing. Using the neuroscience of music, she explains how marketing messages should be crafted to offer familiar ‘touch points’ that cue nostalgia, memory, and emotion. This, in turn, builds trust, which is the basis for customer acquisition and loyalty. Sound interesting? Then listen in to learn how you too can create marketing that is music to your buyer’s ears. Highlights 2:37 The rollercoaster of the CEO 8:27 Getting specific about your ideal customer 17:58 Why the objective of your marketing isn’t a sale 21:17 Believing in yourself (and not the naysayers) 28:26 Creating two-way street marketing 30:33 Making music to your buyer’s ears 39:00 Creating a seller-free experience Quote The objective isn’t actually a sale. The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.” Connect with Kate Bradley Chernis in the links below: Website: https://www.lately.ai/ LinkedIn: https://www.linkedin.com/in/katebradley/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, August 15, 2023
Going from the Wild Wild West to Sales Structure with Michael Katz
From youngest CEO on the Nasdaq to an industry he never dreamed he’d be in. You’ll want to dive into this exclusive interview with CEO Michael Katz, founder of mParticle, with a mission to unify and organize customer data, unlocking its untapped potential. mParticle was born from Michael’s triumph at Interclick, where data-driven approaches led to business success. Recognizing the growing significance of mobile and the complexity of customer data, he seized the opportunity to create a platform that could rise to these challenges. Because Michael didn’t know sales his strategy took a unique approach and one that I often recommend for the early days. He was very choosy about who he invited to the table to invest. It wasn’t just money he was looking for, he found people who cared about his success as much as he did. By leveraging his network of investors, his lead generation was all through introductions. That became a force multiplier for him. Starting with founder-led sales and being very successful because of the introductions from his investors, he soon saw the need for more salespeople but not really knowing sales he shares how he hired his first great seller. Michael soon hired a sales leader and looking back, what he realizes is that he waited too long to bring in sales enablement. Another game changer for his sales growth was collaborating with partners as they played a pivotal role in building trust and influencing decision-makers. Michael Katz is the thoughtful, purpose driven, gritty type of CEO I’d want to work for. He shares a wealth of knowledge so I’ll stop here and let you listen to learn the rest. Chapters 00:53 Michael Katz discusses how mParticle manages customer data to increase sales. 03:22 Michael Katz shares his background and the founding of mParticle. 05:40 mParticle was founded to solve the technical challenges of mobile app data. 09:00 Michael Katz utilized his network to make introductions and generate leads. 11:49 Hiring multiple salespeople with different backgrounds to benchmark their performance. 18:28 Fine-tuning the sales organization and aligning the different functions. 26:45 Building a sales organization with regional coverage and vertical specialization. 32:52 Sales is a system that requires constant fine-tuning and alignment. 41:26 The sales organization includes account executives, sales management, solutions engineering, and sales enablement. About Guest Michael Katz is the CEO and Co-Founder of mParticle, a leading technology company specializing in data infrastructure for the mobile and web industries. With a proven track record of innovation and leadership, Michael has played a pivotal role in guiding mParticle to become a prominent player in the data management landscape. As the CEO, Michael Katz oversees the strategic direction of the company, fosters key partnerships, and
Tue, August 08, 2023
The CEO's Role in Sales: 2nd Anniversary Edition with Alice Heiman
The CEO's role in sales is vital to the growth and success of any company. But many are unclear on what that role should be. In this episode, Alice outlines clearly 3 roles the CEO needs to consider. The CEOs role with existing customers and prospects The CEOs role as an evangelist The CEOs role on social media Alice starts by talking about the role with existing customers. Typically, the CEO only gets involved when there is a problem. By focusing on building strong relationships with the customer’s CEO or other high-level leaders and being proactive you have a greater opportunity to ensure things go well. She suggests writing notes of thanks, holding events, and making videos. She notes that you can’t do this for all customers and that the sales leader and team should prepare a list showing where your efforts will have the most benefit. She talks about the importance of the CEOs role with prospects. It’s much less likely to see a CEO getting involved with prospects but Alice reminds us that no one can bring confidence to a deal the way a CEO can. There will be times when the CEO should be positioned with the most senior-level people to provide their vision and insight as it relates to what the customer is trying to accomplish. Next, she mentions the role of evangelist, it is one Alice knows some CEOs are reluctant to take. By sharing your thought leadership, industry insights and talking about your great company you can create a draw that will make you the chief lead generator. She recommends appearing on podcasts, speaking at conferences, appearing on a panel, moderating a panel, or holding a webinar. The third role is the CEOs role on social media. She insists that utilizing social media, particularly LinkedIn, allows you to expand your reach and connect with stakeholders in your industry in a way that drives demand. Being present on social media will help you build your brand and your company's brand. As CEO, Alice recognizes the amount and variety of work you have to do and recommends outsourcing or delegating the things that others could do better to free you up to take the role in sales you need to take and work more on things that energize rather than drain you and are truly in your genius zone . Chapters 00:59 Importance of CEO's role in sales 03:03 CEO's role with existing customers 04:15 CEO's role with prospects 08:50 CEO's role as an evangelist 10:39 Ways to evangelize, podcasts, conferences, webinars, videos 14:49 Importance of CEO's presence on LinkedIn 17:36 Outsourcing social media management 20:01 Connecting and interacting with customers and prospects on LinkedIn 23:05 Conclusion and gratitude for two years of podcasting About your host As Chief Sales Energizer, Alice is internationally known for her expertise in elevat
Tue, August 01, 2023
The Danger of CEOs Undermining Sales with Larry Mandelberg
Are you a CEO perplexed by your company's stagnant sales? The solution may lie within your own actions. According to the insightful Larry Mandelberg, renowned author of "Businesses Don't Fail, They Commit Suicide," CEOs often become detached from the sales process and unknowingly hinder their team. The consequences of this disconnect are substantial, forcing CEOs to look at things differently and shift their attention from driving revenue to providing unparalleled value to their customers. Larry's extensive experience has revealed that by making this shift, CEOs can cultivate satisfied customers who will, in turn, refer others and propel business growth. However, this change in focus necessitates a shift in mindset and a willingness to prioritize customer needs above short-term gains. Additionally, Larry emphasized the importance of having a clear purpose and its profound impact on revenue. Understanding the value the organization delivers, who it is delivered to, and how it is delivered is paramount in establishing a thriving enterprise. Chapters 02:25 CEOs may be undermining sales by not focusing on delivering value 07:01 The role of the CEO in sales culture 09:45 CEOs stepping on toes in sales process 13:08 Guidelines for bringing the CEO into sales calls 24:23 CEOs should always ask questions and play stupid 28:17 The need for Sales, Accounting, and Finance to sit down and reimagine the way payments are made 31:21 The CEO's responsibility in making sure different areas of the organization are communicating and looking for ways to make each other's jobs easier 35:30 Practical advice for CEOs, including interdepartmental conversations and scheduling them based on the sales cycle 43:31 Inviting customers to visit the office to gain empathy for the work done 48:14 The importance of clarity in speaking to a specific market and revisiting the mission statement frequently About Guest Larry Mandelberg is a consultant, speaker and author with “more than 150 years of combined business experience.” A natural problem solver, Larry represents the 5th generation of his family’s business. He started working at a young age where he learned from his father before and after school. Larry is an effective catalyst for change who has solved intractable problems and achieved new levels of efficiency and success for businesses in multiple industries. A prolific writer, Larry has published more than 80 columns. His first book, Businesses Don’t Fail, They Commit Suicide is scheduled for release in early 2018. A sought-after speaker, he has delivered more than 60 business-changing keynotes and workshops. Social Links You can learn more about and connect with Larry Mandelberg in the links below. Connect with Larry on LinkedIn: (47) Larry Mandelberg | Lin
Tue, July 25, 2023
Companies are bought, they are not sold with Tracy Young
Being a first-time female entrepreneur in a male dominated space is no easy feat, and Tracy Young's journey starting a tech company in the construction industry is truly inspiring. She co-founded PlanGrid after recognizing the inefficiencies of paper blueprints and digitized them with tablet-friendly software that streamlined construction processes. Tracy's innovative solution caught fire and drove massive organic growth for PlanGrid. As the company expanded and shifted to enterprise sales, Tracy's team developed strategic and empathetic approaches to address diverse customer needs. She also built a strong sales team, learning from experienced reps and empowering her employees. Ultimately, Autodesk acquired PlanGrid, validating both Tracy's and PlanGrid's value. Building on her success, Tracy launched TigerEye to help sales teams optimize their strategies and unlock their full potential. Tracy's story showcases the incredible achievements of women entrepreneurs in male-dominated industries, and how game changing innovation can happen anywhere in your organization. Chapters 02:44 Tracy Young explains the problem PlanGrid solved in the construction industry 06:14 Tracy Young and her co-founders quit their jobs to work on PlanGrid full-time 08:21 PlanGrid starts selling to friends and receives positive feedback 10:41 PlanGrid's user base grows through word-of-mouth and virality 16:31 PlanGrid transitions to selling to enterprise customers 19:58 Challenges of selling to enterprise customers and expanding product offerings 22:18 Tracy Young discusses the importance of understanding the needs of different decision-makers 33:00 Autodesk acquires PlanGrid 38:06 Tracy Young and her husband co-found TigerEye 45:23 Tracy Young shares where to find TigerEye and connect with her About Guest Tracy Young is the co-founder of TigerEye, a software company that helps sales leaders track and predict the future performance of their sales teams. She was also the co-founder and CEO of PlanGrid, a construction software company that was acquired by Autodesk. Tracy has been recognized as one of Forbes' Top 50 Women in Tech and a Top 50 SaaS CEO by the SaaS Report. About Company TigerEye is a software company that helps sales leaders track and predict the future performance of their sales teams. Social Links You can learn more about and connect with Tracy Young in the links below. Connect with Tracy on LinkedIn: (99+) Tracy Young | LinkedIn Check out TigerEye's website: TigerEye — About You can learn more about and connect with Alice Heiman in the links below. Connect with Alice on LinkedIn: <a href='https://www.linkedin.com/in/al
Tue, July 18, 2023
Case Studies Close Deals with Julian Lumpkin
If CEO, Julian Lumpkin, learned one thing from his sales career it was to follow what the most successful sellers were doing and do that. It paid off. Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. All of the successful salespeople had collected these stories, memorized them and used them over and over. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. Julian quickly realized that knowing how to sell did not equip him to run a company and successfully scale sales at the same time, so he needed an easy way to get his first customers and he used his network, did an outstanding job and built his sales on referrals. Recently, he realized that the referrals he was getting weren’t going to power his growth to meet his goals so he added another way for customers to find him and started a series of highly successful online events where he trains salespeople on how to use case studies. Julian is still working on the barriers to increasing sales, so listen to what he has done, including launching a new product line, one that his customers really needed. Chapters 02:54 Importance of customer success 04:23 Authentic language from clients 10:50 Developing case studies and using inexpensive paid advertising to get leads 15:37 Importance of having a formal referral strategy in place 16:07 The importance of collecting and organizing case studies 19:56 Organizing case studies by significant challenges and important problems 20:59 Building and owning a library of case studies 23:23 Best practices for using case studies in the sales process 24:28 Importance of understanding prospect's unique concerns and priorities 33:18 Hiring salespeople without a good process for inbound and outbound leads 38:48 Tips for getting started on creating case studies About Guest Julian has been in the sales world for over 14 years. He started his career in tech sales, moved to management, and then founded SuccessKit in 2016. He serves as the point person for new clients, ensuring that each project is initiated, executed smoothly, and delivered on time. With a strong passion for entrepreneurship, Julian has established himself as a key figure in the business world. His leadership and expertise have led to the founding of SuccessKit, where he plays a crucial role in bringing on new clients, ensuring their success, and overseeing project management. Julian's entrepreneurial journey is fueled by his commitment to delivering exceptional results and his ability to foster strong client relationships. Through SuccessKit, he has created a platform that provides clients with the tools and support they need to thrive in their respective industries. Julian's dedication to client success has earned him a reputation for excellence, and he
Tue, July 11, 2023
Navigating the Future of Partner Selling with Cassandra Gholston
Can you imagine saying goodbye to confusing spreadsheets and emails that track partner relationships and sales? Imagine the possibility of your team instantly identifying sales opportunities in your partners' networks? Cassandra Gholston, CEO of PartnerTap, joined me on the podcast to share her journey building a data sharing application that allows companies to leverage the strengths of their partners and expand their reach into new markets. She also shares how she overcame startup challenges in implementation and marketing and built a thriving revenue team. Cassandra recounted those early days saying, "We started to understand the difference between mercenary sales and missionary sales. And this was missionary sales." Chapters 05:36 Referral selling is important. 22:29 CEOs can train sales teams to properly prepare and bring them in at the right time for customers or prospects. 23:03 CEOs should be involved in sales to show they care about their customers. 24:44 Cassandra started Fempire to bring powerful women together and promote women leaders. 28:06 Outdated sales strategies like cold calling and spamming on LinkedIn are not effective. 31:29 CEOs can feel like they're on an island by themselves, but the podcast and networking can help. 33:47 Co-selling is a big deal, and every company is looking to do it. 34:44 Customer success is important for high user adoption and making customers successful. 35:46 Ongoing customer success is necessary for customer renewals and growth. 39:48 Tenured customer success teams are important for success in a down market. About Guest Cassandra is a customer and partner-obsessed CEO who has been driving revenue with and for partners her whole career. As an enterprise software sales rep, she knew her secret to success was working with partners. Helping partners get into new accounts, leveraging her relationships to accelerate partner deals, and sharing insights helped her build a web of trusted partnerships around her accounts. This approach propelled her to the #1 enterprise sales rep spot three years in a row. At the height of her enterprise sales career, and with two young kids at home, Cassandra had an epiphany for a new software product that would help every B2B sales rep save time, sell more, and crush their quota with partners. She quit her job, co-founded PartnerTap, and built the industry’s first ecosystem sales platform. Today PartnerTap is the leading partner ecosystem platform empowering channel, partner and sales teams at HPE, Lumen, Genesys, ADP and SAP Concur to share data and co-sell with partners. About Company Partner Tap is a data sharing application that allows secure sharing of CRM data between companies, automating account mapping and pipeline sharing. The platform helps companies identify new logos to tar
Thu, May 25, 2023
Scaling Your Sales Through Customer Retention
What if you could keep your customers for years and continue to grow with them? What if everyone in your company was responsible for customer retention? What if everyone in your company sold? When a culture of caring permeates your company everyone takes responsibility for the customer’s success and helps to solve for customers so they buy - sales. If the answer to every question about building a successful sales team came back to the process of delivering successful outcomes for customers, how would that change your company?. Adam Miller recounts his 30 year journey at Elevate building an organization where every team member takes responsibility for the success of the customer and everyone sells. Chapters: 00:00 Sales is Solving Problems 08:06 Scaling Sales 14:160 Sales Skills are Teachable 15:11 Hybrid Selling and Hiring Remote Sellers 19:38 Retaining Talent 22:54 Hunters, Account Managers and Customer Success 27:31 Measuring Customer Success and Corporate Courage 32:40 Selling is a Team Sport 34:56 Adapting to Self Service Buyer Behaviour About Our Guest: The ELEVATE Group - Chief Executive Officer ELEVATE Capital - Private Equity Investor Bahamas Air Sea Rescue - Northern Bahamas - President An innovator and a visionary, Adam has offered cutting edge scalable solutions for the world’s most prestigious forward-thinking companies for over 25 years. Earning a reputation with an insatiable appetite for building things, he is the Founder and Chief Executive of The ELEVATE Group, the strategic & tactical partner to ambitious leaders looking to drive business success. As a private equity investor and adventurer at heart, Adam consistently pushes boundaries and seeks opportunity to meet the needs of rapidly changing industries. Sales. Marketing. Data. Breakthrough Business Strategies. He never strays away from a challenge. Analytical in his approach to breaking down complex processes, Adam is a leader who believes in constant self-improvement, giving back, and helping those around him succeed. Outside of his passion for delivering tangible results, this Airplane & Helicopter Pilot/Sailor leads the Bahamas Air Sea Rescue’s growth and has an active role as SARDO (Search & Rescue Duty Officer) as well Airwing Rescue Captain. Social links: https://www.linkedin.com/in/millerjadam/ https://thinkelevate.com You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Wed, May 17, 2023
Usings AI To Gain A Competitive Edge In B2B Sales
Artificial Intelligence (AI) is here to stay. Will your sales organization utilize it or will they be left behind? AI is having a big impact on B2B sales by empowering salespeople to focus on what they do best: building meaningful relationships with their prospects. But wait, don't worry about AI replacing human sales reps! Usman Sheikh, Founder and CEO of xiQ, a Silicon Valley-based AI-powered SaaS platform explains how AI can be a game-changer for sales leaders who embrace it as a tool to gain a competitive advantage. In this podcast, we dive into the cutting-edge applications of generative AI in B2B sales, including how to create hyper-personalized emails and communication that resonate with your target audience. If you want to stay ahead of the curve in this rapidly evolving landscape, you won't want to miss this must-watch interview. Chapters: 00:00 Introduction to AI and ChatGPT 06:05 Combining ChatGPT With Up To Date Data Sources 10:26 How Sellers Can Use ChatGPT 18:42 The Role of AI in the Shift From Lead Quantity to Quality 24:08 Techniques To Make Your Sellers More Productive 28:58 Understanding How To Write Effect Prompts 35:48 What CEOs Need To Know & Do About AI 44: 50 Using AI Along The Entire Lifecycle Of The Customer 47:40 How To Live With AI About Our Guest: Usman Sheikh is the Founder and CEO of Silicon Valley-based xiQ, Inc. a next-generation, AI-powered, SaaS platform for B2B sales and marketing. Prior to founding xiQ Inc, Usman served as Vice President with SAP, SE, where he held leadership positions in Product Management, Sales Enablement, and Digital Commerce globally. He left SAP to pursue his passion for developing next-generation technologies using AI at the intersection of B2B Sales and Marketing. About xiQ: xiQ Inc. is a Personality-driven Sales and Marketing Platform™ that combines neuroscience, psychology, and AI to understand the buyers’ mindset. xiQ reinvigorates b2b sales and marketing by doubling down on industry-leading personality and behavioral science to provide broader, deeper, and more actionable insights. Companies using xiQ are able to increase their sales win rates by 4x, increase client engagement by 10x and realize ROI within weeks. xiQ Inc. won the award for ‘Best Use of Martech for Demand Generation’ in 2022, was recognized as a Leader in ‘G2 Enterprise ABM Category’, and was named a ‘Cool Vendor for Marketing Technology’ by Gartner. Social links: LinkedIn Profile: https://www.linkedin.com/in/usmanmsheikh/ Website: https://www.xiqinc.com/ LinkedIn: https://www.linkedin.com/company/xiqinc You can learn more about and c
Sat, May 13, 2023
What Titans of Tech Teach Us About Growing Sales Teams
This episode dives into how large organizations scale their sales teams. But do these approaches work for smaller organizations? Absolutely! Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams. From an ‘Always be learning’ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Every sentence could be its own chapter. Chapters: 00:00 Radhika’s Background - Always Be Learning 06:53 Sales Growth Strategies 10:33 Five Pronged Approach to Customer Focus 13:14 Three Part Execution Plan 19:29 Five Rules For Hiring the Right Sales People 27:19 Hiring Mishaps 34:09 Intentional Diversity 40:00 Advice for CEOs About Our Guest: Radhika is a Senior Sales Executive/Leader with 21 years of extensive experience in strategic sales leadership and business management serving customers across diverse industries in Auto, Manufacturing, Retail/CPG, Financial Services, SLG and Healthcare. Having worked at tech giants like, IBM and Microsoft, she has extensive experience in mentoring and leading high performing teams across North America and Asia providing strategic guidance/coaching to craft cost-effective solutions addressing critical business needs and accelerating customer digital transformations. She has an MBA in Strategy from the prestigious University of Michigan-Ross School and is a renowned Community leader serving on the Boards of 4 nonprofits: MAI Family Services, Michigan Crisis Services, Pioneer Medical Research, and Interfaith Leadership Council of Metro Detroit. She was recently named No 1 In the Top 10 Women in Manufacturing by the UK publication Manufacturing Global. A strong believer in being a "learn-it-all", she has 14 technical cloud and industry certifications under her belt with a deep appreciation for leading teams in solving a customer's technical challenge through the lens of the economy and business benefits. She is a 4-time National Pageant winner and has been crowned: Mrs. India 2018 Mrs. Entrepreneur International 2019 Mrs. Michigan North America 2020 Top 5 Mrs. North America 2020 Mrs. Congeniality North America and People's Choice North America 2020 Mrs. Michigan USA 2021 Mrs. USA 2nd Runner Up 2021 Besides being a well-respected Industry thought leader, keynote speaker, career coach, she is passionate about giving back and is an active ambassador/advocate for DEI, women empowerment, and STEM education. A dynamic, results-driven, passionate Sales Leader with a proven track record of successfully driving up cloud solution sales, substantial ROI and profitability, delivering remarkable results for Fortune 500 companies and creating growth strategies eliciting best from contributors, she has been featured on s
Thu, May 04, 2023
How to maximize revenue growth with SalesOps
Leading indicators, lagging indicators, qualitative data, and quantitative data might sound like boring topics for your sales meetings. Quite the contrary, Michael Ingram of SalesOps.io explains the role that each one plays in achieving predictable revenue growth. Sales revenue is a lagging indicator of success. By the time you know it, it’s too late. You need data daily and weekly that tells you what to do before it’s too late. Leading indicators give you a chance to fix problems before you miss the quarter. Chapters: 00:00 What Is SalesOps? 08:27 Moving On From Anecdotal To Leading Indicator Data 14:04 Qualitative Customer Data Capture at the Front Line 20:20 Activity-Driven Approach to Sales Metrics Worked 10 Years Ago 24:26 It's All About the Conversation 30:15 Scaling SalesOps Gracefully About Our Guest: Michael is the Founder and CEO of SalesOps.io (rev ops talent marketplace), as well as the Co-Founder of Productal (product talent marketplace). He has helped build marketing, sales, and customer success operations for hundreds of organizations over the last 10 years, with a focus on high-growth B2B technology companies. He previously led sales operations, business development, and sales development teams at Axial, an online network connecting the lower middle market of private equity. Prior to Axial, Michael led enterprise sales operations and strategy at Zocdoc, helping structure the systems and processes to scale the sales and success organization to over 250 team members. Before recognizing his passion for startups, he spent 4 years in management consulting for biotech and pharma companies with ZS Associates. Michael graduated from the University of Alabama (Roll Tide) with a Masters in Applied Economics and a BS in Operations Management. Company Overview SalesOps.io is a revenue operations talent marketplace. We have a network of over 500 rev ops experts that we place into fractional and full-time engagements with tech companies and other organizations that have a gap in operational resources. Our work largely falls into the buckets of commercial process, tools, and analytics across the customer journey. Productal is a similar talent marketplace focused on the Product side of the house - staffing product managers, designers, advisors, and analysts into orgs that need product-related experts. Social links: Michael Ingram’s LinkedIn: https://www.linkedin.com/in/michaelsalesops/ SalesOps LinkedIn: https://www.linkedin.com/company/salesops.io/ Productal LinkedIn: https://www.linkedin.com/company/productal/about/ You can learn more about and connect with Alice Heiman in the links below. W
Tue, April 25, 2023
How Mission-Driven Companies Benefit From Founder-Led Sales
It's not surprising that Bronwyn Spira, after trying many different sales strategies, landed back on the founder-led model. In mission-driven companies, founders often deliver the most compelling pitch. She then set about recruiting a sales and marketing team to support the sales process across the entire customer journey. Stick with us to the end where Bronwyn leaves us with her three growth tips for every CEO. Chapters: 00:00 A platform for patients and practitioners 04:20 Getting Sales Started 08:32 Back to Co-founder Led Sales 12:25 The Importance of Strong Marketing 16:56 Finding the Right Sellers - Hungry and Driven 24:15 Building Relationships and Trust Over Time 30:42 Customer Success at Scale 33:40 The Future of Force 38:25 Executive Sponsors 42:53 Three Tips for CEOs About Our Guest: Bronwyn Spira is a physical therapist and the founder and chief executive officer of Force Therapeutics , a provider-prescribed digital care management platform that empowers patients throughout an episode of care. Bronwyn is passionate about improving patient engagement and satisfaction with rehab and recovery by delivering high-quality, clinically validated remote care to patients, regardless of access challenges. Social links: https://www.linkedin.com/company/force-therapeutics/ https://twitter.com/FORCETherEx https://www.linkedin.com/in/bronwyn-spira-40578815/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Tue, April 18, 2023
A Customer-Success Driven Sales Strategy
LeanData’s sales organization’s head count might seem too costly to some. It was derived out of a constant quest to map internal resources to support customer success - not revenue, yet it is highly profitable. One example, split the customer success manager role into two positions. One checking in to monitor the account health and ensure renewal. The other, a coach to provide ongoing best practice advice to customers. Join us to learn the customer-centric sales enablement process that makes LeanData recession-proof. Chapters: 00:00 LeanData - Revenue Orchestration 04:08 Pitching the Problem Not the Solution 06:17 Scaling the Sales Team 08:10 Hiring a VP Sales 11:51 Letting Sellers Sell: 1 to 1 ratio of SDR to AE 16:41 Adding Enablement & Customer Virality 18:57 Revisiting The Customer Journey - Adding Coaches 23:09 Certified Users Have Higher Renewal Rate 27:40 What’s Next for LeanData About Our Guest: Evan Liang is the Co-founder and CEO of LeanData. Prior to launching LeanData in 2012, Evan worked in product, strategy, and business development roles at Microsoft, Ebay, Caring.com and Smart Modular Technologies as well as associate positions with venture capital firms Shasta Ventures and Battery Ventures. About LeanData: LeanData is an essential element of the modern revenue tech stack. The LeanData Revenue Orchestration Platform simplifies buyer journeys while accelerating time to revenue through no-code, drag-and-drop lead routing, lead-to-account matching, automated meeting scheduling, engagement analytics, and strategic integrations. Social links: https://www.linkedin.com/company/leandata/ https://twitter.com/LeanData https://www.facebook.com/LeanData https://www.youtube.com/@leandatainc You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Tue, April 11, 2023
Better Prospecting Leads To More Sales Conversations
Is your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team's ability to schedule sales calls. Her four steps are 1. The right list, 2. Great skills, 3. Strong process and 3. The right software. What can your team add to improve their prospecting? Chapters : 00:00 Chapter 1: How do we get more conversations with buyers 01:50 Chapter 2: 4 things to move the needle 06:31 Chapter 3: The List 11:27 Chapter 4: The Skills - Prospecting versus Selling 17:19 Chapter 5: Skills - Researching the Buyer Need 22:15 Chapter 6: Skills - Leaving Voicemail 30:19 Chapter 7: Skills - Diagnosing Buyer Responses 37:16 Chapter 8: The Process 40:16 Chapter 9: The Software - Making Prospecting Easier About Our Guest: Wendy Weiss is the founder of the Salesology® Prospecting Method that generates predictable sales revenue results. Wendy has helped 775 businesses increase qualified appointments and sales faster, more easily, and more profitably. She is the author of The Sales Winner’s Handbook Essential Strategies to Skyrocket Sales Performance and Cold Calling for Women Opening Doors & Closing Sales . A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. From warmups to rehearsals, she shows her clients how to perform at their best and close all the sales they need. Company Info Salesology® is a sales training and coaching consultancy, with expertise and solutions for developing new businesses. As a pioneer and leader in the crowded new business development space, Salesology® sets the standard for sales training. Owned and operated by Wendy Weiss, she and her team help sales leaders and individual contributors speed up their sales cycle, reach more prospects directly, and generate more sales revenue. Clients like Avon Products, ADP, New York Life, and thousands of entrepreneurs throughout the country have used and benefited from these time-tested techniques to amazing results. Social links: Twitter - https://twitter.com/wendyweiss LinkedIn - <a href='https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fwendyweiss%2F&data=05%7C01%7CBritta%40aliceheiman.com%7Cf78e52b1603f43af217a08db15c58184%7Cb1cb13cd39fb4
Tue, March 21, 2023
The Art Of Scaling A Sales Team
How do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasn’t working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased. What was the right size for the company where they could serve the clients with excellence, reduce churn and increase profitability? They had some tough decisions to make. They reduced the team and focused on the success of the customer. He went back to a founder-led sales approach with a sales team to back him. Under his renewed guidance healthy growth returned. Now at 10 years in, they have achieved low churn, high profitability and now have the valuation that creates the exit options every founder dreams of. You’re going to want to hear his story. Chapters: 00:00 Introduction to Leadium 05:47 How to talk to humans 09:31 Start with proper segmentation 11:25 The McDonald’s Conveyor Belt of Outbound Sales 12:54 Founder led Sales 16:32 Sales is Not a Magic Bullet 19:51 Back to Founder Led Sale 24:07 Removing the Roadblocks 27:35 The Role of the CEO 29:54 Reducing Churn 32:34 The End of SDRs About Our Guest: Kevin Warner, the Founder, and CEO of Leadium an award-winning B2B lead generation agency. Kevin is a core visionary behind the rapid growth of the outsourced sales development industry. He has proven that top-of-funnel sales can be scaled through an agency model, by creating over $1 billion in revenue pipeline across 1200 organizations, playing a part in 76 acquisitions, and seeing clients receive $6.5 billion in funding and 5 IPOs. He has experience managing a global team of 600 sales reps, data researchers, content creators, and sales strategists. You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Tue, March 14, 2023
Building and Implementing Scalable Processes
Most CEOs have a hard time running one successful company. Veronica Buitron runs two! Her secrets boil down to simple, hard won lessons. First, you need a process for everything to be successful and to scale. Second, you need to trust and empower your teams. Every CEO can learn from her episode. Chapters: 00:00 - Introduction 2:26 - Tango Code: Redefining Software Development 0 03:53 - Automating Process for Scalability 10:02 - Engineering and Sales Are Both Just Solving Problems 14:50 - Building Visions Together 16:30 - Shared Success 18:36 - Understanding the Sales Process at An Early Stage 21:02 - Building a Sales Team Starts With A Defined Process 28:11 - The CEO Sales Role 32:39 - How Veronica Runs Two Companies 35:12 - Implementing Agile Across the Entire Company 36:20 - Trust and Empowerment About Our Guest: Veronica Buitron is the Co-Founder and CEO of TangoCode a software development company and Chassis, the leading platform enabling digital marketers to automate & accelerate search and social campaigns. As a female entrepreneur, Veronica considers it essential to not only create a diverse and progressive culture within her own company but also to promote it within the tech community. These values have enabled Chassis to create the industry’s most innovative digital marketing solution automating and accelerating ROI for its clients. Chassis enables businesses to use first-party data to create a more effective marketing offering, achieving results 4X faster than using Google or Facebook. The platform promotes automation as a catalyst for marketers to be more productive and efficient in serving their clients and achieving scale. Veronica is an avid reader and enjoys speaking on diversity, innovation, and their interrelated relationship. She is a passionate business leader, a lifelong learner, a mentor to other women in technology, and a devoted role model for her three children. Social links: Veronica's LinkedIn Veronica's Twitter You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Tue, February 28, 2023
How To Hire The Right Sellers In An Early Stage Company
Ariel came from engineering, he had been a product leader for quite a few years and then made the transition into sales. Initially when he moved into sales, he was running product marketing. And he thought sales was so easy, you just get all of the factsheets and battle cards and the information on the features and capabilities and share that with the prospects that they will buy it. Of course, he learned quickly he was wrong. Running a sales team taught him that sales was so much more and luckily he learned before he started his company. That mindset shift is what prepared him to at first do the sales himself and then build a sales organization at Second Nature AI. He learned two very important things as he moved from founder led sales to hiring a team. First, in an early stage company you have to hire a different type of seller. They have to have passion for the product and they have to know how to do full cycle selling without all the resources of a big company. He told me, you have to hire full cycle sellers - salespeople who don’t need the support of a large marketing and sales team. They need to be able to adapt on the fly. So that is what he did and then he learned the second thing, you have to have inbound leads. Even with the right salespeople, if there are no leads sales don’t happen. Listen to hear the lessons that helped him grow sales. Chapters: 00:00 - Artificial Intelligence That Trains Your Salesforce? 07:48 - The Genesis of Jenny AI 10:53 - The First Customers Input 15:19 - Scaling Sales and the Team 26:32 - Using Second Nature to Train and Assess Sellers 28:15 - Marketing Ahead of Sales Hires to Increase Inbound 32:55 - The Sales Feedback Loop 36:15 - The Next Chapter About Our Guest : Ariel Hitron is the CEO and co-founder of Second Nature. He has held various executive positions including VP of New Markets and VP of Sales and Customer Success at Kaltura. He ran global sales teams with dozens of reps, built playbooks and training sessions, and earlier in his career, developed and brought to market multiple software products, generating tens of millions of recurring revenue and used by millions of consumers. As the CEO of Second Nature, Ariel is able to merge his passion for sales, tech, and product development, by applying AI to enable large B2B sales organizations to scale up and get systematic about their sales coaching. About Second Nature : Second Nature helps salespeople have better conversations. Using AI-driven role play, sales professionals can practice in a safe space, and improve their performance and confidence by gaining real-time, personalized feedback. Social links: <a href='https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fin%2Farielhitron%2F&data=05%7C01%7Calice%40aliceheiman.com%7C0281e9
Tue, February 21, 2023
The Secret to Predictable Growth through Building a Personal Brand
Samantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn't feasible. She is one of the rare founders who was in sales prior to starting her company but she never planned to go into sales, she thought she was going to be in finance. Starting her own business, well that might have been inevitable because both of her parents are entrepreneurs. For many who start a company sales come slowly but for Samantha sales were easy because she had already built an audience on LinkedIn. She had been providing useful content for years so once she posted that she was now in business, the sales flooded in. (Don’t we all wish for that.) Samantha's all-women team of 11, , now does a full range of sales related advisory and services. To grow into that, she learned to delegate and rely on proactive referrals and relationship-building for long-term success. Even though she has a great sales team, Samantha is still involved in selling and managing sales.Her team does sales the easy way, they rely on proactive referrals from existing customers and partners. She taught her team to track job changes on LinkedIn and stay in touch. This usually leads to more business. They focus on building relationships for the long term. Chapters: 00:00 - Intro 02:54 - Quality Over Quantity 05:15 - Samantha’s Start In Sales 10:10 - LinkedIn 1%er 16:51 - My Large Networks Gave #samsales A Running Start 20:43 - The ever evolving CEO sales role 24:01 - Referral selling 25:55 - Working in your genius zone 30:59 - What’s next? About Our Guest: Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, angel investor, board member, and highly sought-after speaker. She has broken nearly 15 sales records, believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts. Since 2008, Sam has worked for some of the most notable names in the Bay Area, including ON24 and LinkedIn. While with these organizations, Sam spent her time as an individual contributor in Enterprise sales before moving to scaling teams and revenue as an executive Leader. With more than 30,000 LinkedIn followers, Sam has inspired sales professionals with her tangible sales tips and actionable advice used daily by executives and teams alike. Sam has been named a Top 50 Women in Revenue and Top 20 Women in Sales Leadership, appears as one of the faces of LinkedIn Sales N
Tue, February 14, 2023
Move Deals Through Your Pipeline With The Centricity Model
Sean Doyle applies behavioral science to marketing and the sales funnel. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel. Sean says, “Deals stall in the middle of the funnel because we aren’t giving the buyer what they need to make a decision.If you are still feeding them information about your product features and benefits, they are 80% likely to decide to stick with the old, lower risk, status quo.” On the other hand, we know that if you help them make sense of the information, you are heading in the right direction together. Sometimes this takes sales, customer success and marketing together and at different points in the customer journey. This lively interview will help every CEO with strategies to help their team move more deals through the middle of the funnel to close. Chapters 00:00 Strategic Versus Creative Marketing 06:17 Behavioral Science: The Centricity Model 13:22 Your Buyer’s Problem 18:36 Marketing and Customer Success at the Closing Table 24:08 Making it Easier for Customers to Buy 31:00 6 Step Pipeline: Tracking Steps Versus Activity 38:00 Emotional and Rational Content: Marketing and Sales balance 43:40 Selling is Helping About Our Guest: Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on optimizing sales and marketing investments of emerging middle- market, B2B businesses. FitzMartin’s clients earn on average an ROI of $287 per $1 invested. Through a 30+ year career with over 5,500 client engagements, Sean saw the need for a repeatable, systematic, objective go-to-market model. The model, Centricity, informs sales, marketing, technology and creative decisions. His niche is helping executives identify opportunities to achieve their strategic, personal and financial objectives. Connect with Sean on LinkedIn Follow Sean on Twitter Resource Links: Changing for Good You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com Connect with Alice on LinkedIn
Tue, February 07, 2023
Strategies To Gain An Unfair Advantage
Almost every company I know is struggling to bring new business in at the pace required. Why? Well, that is an interesting question but I think by now most of us know that our methods are outdated and simply don’t work. The better questions are how do we keep new business flowing in? What should be done instead of what we continue to do that doesn’t work? I’ve always had a fascination with weeds. They are amazing. Strong, resilient, persistent and they can literally take over an area. My friend Stu Heinecke and I share that same fascination only I know he is more fascinated than me because he wrote a whole book on them called How to Grow Your Business Like a Weed. Weeds have an unfair advantage and Stu wants all company leaders to understand what that is and how it can be applied to their business so that they can dominate the market. There are many strategies to gain that unfair advantage and Stu is here today to help you pick the best ones for your business. Find out why having the mindset of a weed will give your company an unfair advantage and possibly even market domination. Highlights: 04:14 Having a network is very important. Being able to get introductions is very important. I mean, that works. That's a shortcut. 04:37 [If you can’t get an introduction] You need to do something audacious, not just audacious, but also you need to do something that's relevant… something that has the person saying, Oh my gosh, who is this? I love the way you think. 07:01 books are still a valid way to stand out, even if you haven't written one, send some of your favorite books…I’m helping you to learn… 09:58 Alice Heineman says you can tell a lot about a person just by looking at their pipeline.[the caption on a cartoon that Stu sent to Alice ahead of the interview] 12:36 one of your [Alice Heiman] great unfair advantages is that you show up usually as a speaker at events 16:14 what is it about weeds that causes them to spread and grow and dominate and makes them such tough competitors? Do they have a unified model? And it turns out they do, they leverage a fierce mindset. 17:11 if a business doesn't have unfair advantages, it won't exist for long. 19:20 you want your competitors looking at your unfair advantage and saying how the heck are we going to beat that? 22:23 Why would we talk about a mindset when we're talking about plants? They don't have brains. 23:07 You can't grow your business like a weed if you don't have the right mindset. If we're still having our salespeople sell the way they sold ten years ago, it's not going to work. 24:01 I should add a couple more attributes to mindset. Emotions get in the way. Your actions should lead your emotions, not the other way around. Don’t ask ‘Do I feel like going to the gym?’ Go to the gym
Tue, January 31, 2023
How This CEO Bootstrapped A Sales Team
It’s been 14 years since Bob Vaez started EventMobi and he’s had considerable growth without investment from Venture Capital or Private Equity. How did he do it? It wasn’t always easy. EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. His decision to bootstrap versus take external investment meant that hiring an experienced sales leader was out of the question. Instead he hired young, hungry graduates who could listen and tell stories. His strategy worked. Growth was great, annual sales revenue soared. Then the pandemic hit and revenue plummeted to near zero. Within a few months, Bob pivoted the in-person event platform into a virtual one. Sales rebounded and are stronger than ever with a return to in-person. Bob’s 14 year journey is a great how-to for any CEO looking to bootstrap their startup. Highlights: 05:20 I had this passion for events and they would give you this tote bag full of paper and this show guide that's 300 pages. I'm like, why is this not on my phone? 06:38 We were building a product that no one had ever heard of, software for events. 06:57 I realized the other part of the product we have to build is a platform for planners and event organizers because their data was all over the place. 08:10 I think honestly at the beginning for a lot of startup founders, sales is not the main concern. But in reality, you want to make sure you have product market fit and selling is the best way to determine that. 13:10 EventMobi is a bootstrap company and so very different from a VC backed company. 13:43 From zero to the first $500K was very experimental. I didn't know if the company was going to exist in the next few months. After that, I couldn't do everything myself, so I had to hire someone to do online demos using WebEx 14:49 We weren't really hiring traditional salespeople. We were hiring people that were empathetic. They were really good listeners and they were really good storytellers. 15:12 I ran it like that until we had about 12 people on the sales team. I was still managing marketing and support with a few junior managers, and we hit 5 million. That’s when I realized it was too much for me so we promoted our first sales manager from within the sales team. That took us to $10M. 17:35 I think a lot of early CEOs hire what I call full-stack salespeople - they take it from lead to renewal. This has to be divided into different roles as you grow. How you define those roles and the timing is critically important. 22:46 When the pandemic hit, we went from $10M to 0 overnight because all of the confidence got canceled. We retooled our platform to support virtual and suddenly our leads grew by a factor of five. 28:45 We had a two pronged strategy in terms o
Tue, January 24, 2023
What every CEO can learn from 2022
Wrapping up my 3rd season and I still can’t believe I started and built a successful podcast. The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others. Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales. In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond. Number one on the list - if you are using the sales strategies and methods that got you where you are I can guarantee they won’t get you where you want to be. Just doing more of the same doesn’t cut it. Strategies and tactics that worked just before the pandemic don’t work anymore. You need to stop and map your buyer's journey and adjust your strategy and tactics to meet that. Cold outreach yields abysmal results. No one answers the phone and no one wants your sequence of emails especially when they are all about you. Buyers who are looking for you expect to have access to your product information before engaging with your sales team. You need to understand what your customer wants, how they want to buy and meet them where they are. If buyers won’t take cold calls and they are deleting your email how do you generate leads? How do you ensure that your sales people are having plenty of conversations with people who can buy from them? The changing role of the CEO in the sales process was another recurring theme. Many of our guests are moving back to a founder led sales approach and have found huge success in being the chief lead generator. Imagine using your own network and the network of your whole senior team to make introductions for your salespeople so they don't have to go in cold. What is your role in sales currently? Tune in to this and every episode to find the answers. Highlights: 01:15 A different structure for how to pursue revenue growth. 02:03 How the customer wants to buy from you. 03:03 So as a CEO, what are some of the things you can do to make it easier to be your customer? 04:26 Making content readily available to the people that want to buy from you. 05:43 What is the CEO’s role in the sales process? 07:17 Creating a conversation. 08:16 A mindset shift. 10:05 Increasing the effectiveness of your salesperson. You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, January 17, 2023
Bring More Certainty and Less Volatility to Sales
Heidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. According to Heidi, sellers operate at 30% productivity rates. There is no other function in a company that is as unproductive as sales. Higher productivity equals more certainty, so why not improve it. If sales improves every other department has more opportunity. In order to bring more certainty and less volatility , Collective[i] focuses on two main innovations: Automate everything possible in the sales process in order to reduce seller admin work and improve CRM accuracy; Train teams on the agile sales process in order to scale revenue. This is one of the most comprehensive interviews on the modern sales process I’ve ever recorded. Highlights: 01:19 All of the time that is spent trying to fix the problems in CRM, we fix so that sellers can sell, managers can coach, and everybody else has absolute transparency into what's happening. 02:23 Nobody trusts the pipeline reviews. So let's just start with a clean capture of data into the CRM and have it done automatically. Nobody has to worry about trusting it. 02:36 You know that sellers operate at 30% productivity rates. There is no other function in a company that is as unproductive as sales. 03:16 Instead of trying to figure out what happened, we want people to focus on adapting to what's likely to happen. 04:25 What was interesting about the mid 2000s is we actually saw marketing transform from being a gut based endeavor to one that was highly scientific, very adaptive and focused on optimization. 06:54 We're going to own siloed data, not just within companies, but between companies. Everybody told us it wouldn't work. I'm convinced that if you haven't heard that, you don't have a good idea. 07:33 Sales is the lifeblood of companies. Our entire economy depends on sales. If you can bring more certainty to sales and less volatility, you impact the livelihoods of every single person employed by a company. 08:17 There's no entrepreneur I've met who isn't a great salesperson. 10:21 When you start out with a new product you have to find out what's important to their (you customer’s) business? How am I going to persuade them to try this new thing? And then somehow I think what happens when you grow is you get out of that habit of thinking that way, 11:12 There's a significant portion of companies that still believe sales itself is a process, meaning sales is an assembly line. It’s not, it’s more like a sport that needs a playbook and lots of practice. 13:51 So imagine now you have to hire salespeople who sell to people who sell. 15:53 You have to hire salespeople who are able to be trusted advisers. Do they have fundamental sales skills? Do they have enough knowledge that they can provide people with advic
Tue, January 10, 2023
Nine Time CEO with Seven Exits Talks About Building Sales Teams
Sean Burke shares his knowledge of building high performance sales teams gained through nine startups, seven exits and billions of dollars in value creation. The first rule, you can only attract the best if you can show a definitive path to hitting quota. If you can’t show the math, why would they join your team? Next, you are building a team not a collective of individual contributors. Part of this is defining your role and the role of every part of the company in contributing to the sales team's success. And finally, you need to build metrics around each salesperson to compare and help share best practices across the team. Why is one person’s close rate higher or time to close lower? Sean goes on to talk about mentoring and the difficulty of getting people to take the essential first steps. If you follow his advice, you will never have to worry about getting a job or earning a living. And these highlights only scratch the surface of the wisdom Sean shares with us. Highlights: 20:52 If you can't share with them the math of how people get to their numbers, why would they ever join your team? 23:26 Every single salesperson on my team has those numbers in a customized dashboard. 23:37 The sales velocity formula basically tells you, "Am I going to hit my number or not?" 24:38 "Joe, here's what your close ratio is. Bill's close ratio is 10% higher. What are you guys doing differently? By the way, why is Jane's time to close 60 days shorter than yours? Why is our time to close existing business longer than new business? It should be shorter." 25:31 What does the data know that our sales leaders don't know, and what do our sales leaders know that the data doesn't know, and we can combine those two together to get a much more accurate forecast. 26:42 I will coach anybody on my sales team, but very few people will do the things that I ask them in coaching. 28:53 I can guarantee you this, anybody who takes the effort to follow my plan will never have to worry about money the rest of their life, 29:06 I do deal strategy work and I will sell, my CEO will sell, everybody sells in our organization so the sales team knows that they have an absolute support mechanism. 35:44 From the CEO down to the individual customer success representative we define how we're going to work with each customer. About Our Guest: Sean has devoted his career to practicing, testing, learning, measuring, failing, and triumphing in the pursuit of sales & leadership excellence. The knowledge he shares is from doing the work every day. So unlike consultants, influencers, and experts – Sean still has a number to hit and over 2,000 people across the globe who expect him to make the right leadership decisions as well as help them achieve their own life’s mission. Connect with Sean here: LinkedIn - <a href='https://nam04.safe
Tue, December 27, 2022
Selling is Solving
After eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm. The senior partner initiated discussions with clients that demonstrate the firm's expertise and ability to solve a particular problem. For Daveed it meant taking the lead with the customer to define the problem and the framework to solve it. His teams, often working in parallel, taking charge of delivering the solution. We love to solve problems and when we are focused on doing that the sale comes naturally. Highlights: 02:01 Valens Global solves problems that involve the intersection of evolving technologies, changing global society, often changing ecology or environment, and manifest in ways that are different as patterns than they were in the past. Disinformation, for example, is one such problem set problems involving climate change, problems involving terrorists, and evolving technologies. 03:53 We use simulations and games. What is different about our games is first we've invested significantly in storytelling and world building techniques. So there's a cinematic or novel quality to our games. 05:30 For our university clients, we get a lot of students coming back and saying that this was the most profound educational experience that they'd had during their university career. 06:36 Last year we did a racially or ethnically motivated violent extremism workshop. It was a series of workshops that used a Valens simulation tabletop exercise to anchor the conversations. 08:32 Given the life and death nature of the topics that we deal with, practicing self care for your team is very important. 09:09 I started Valens Global because I was tired of correctly predicting outcomes that were against the consensus opinion. Valens allowed me to productize my subject matter expertise and rise above group think consensus. 21:39 Our sales model has shifted from a sales team model to a rainmaker model that I learned from a famous law firm. 33:19 It’s really important to listen and learn about a customer's problem. And in many cases, we deal with big problems and we can’t afford to fail. Solving these problems is my sales model. About Our Guest: Daveed Gartenstein-Ross is an entrepreneur, practitioner, and scholar with specialized knowledge of violent non-state actors and terrorist groups. He is the founder and CEO of the private firm Valens Global, which has twice been named to Entrepreneur Magazine ’s E360 list of the top small businesses in the United States. He is also on the faculty at Carnegie Mellon University and Duke University. Among the many projects that Daveed has undertaken for Valens Global, he led the company’s efforts to support the drafting, threat assessment, and crafting of priority actions for the U.S. Department of Homel
Tue, December 20, 2022
Use this simple rule to win more deals
Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you’ve lost. Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project. If you sell B2B, you have to assume that a potential customer already has a trusted supplier. They may say no to you on a Monday and yes on a Friday because something changed in that relationship. Timing and luck are everything and that’s why you have to be tireless in maintaining relationships over long periods of time. Highlights 3:24 You need to clearly understand how people interact, how people communicate, how your sales people actually work every day to make their customers happy. Only then can you automate the process. 5:14 A professional consultant must focus on the customer’s business processes, not the solution features. Sometimes our role is to convince the customer not to spend money on a solution because the business is not ready. 8:27 In sales, the first step needs to be defining “What difference can you bring to the table?” 9:49 To be successful, three factors need to come together at the same time: You need luck to be in the right place at the right time, you need to be very active to be in as many places as possible, you have to be working hard to make every customer successful. 11:49 I still do most of the selling myself since I am the best person to match business needs to technical solutions. I am a technical advisor and am never trying to sell a specific solution. 13:47 In B2B, a potential customer already has a supplier to solve their problems. You have to get to them at the exact moment where they have some reason to consider a new partner. 14:45 We work 12-14 hours a day so that we can always be available to give friendly advice. That’s how we ‘sell’. 18:48 To win business, you have to demonstrate that you bear the responsibility for the project’s success. 20:49 It can take years to build a relationship before the first project. On the other hand, one wrong action can spoil that relationship in one day. 23:01 You must consider all of the people in an organization who benefit from your work. They are part of your word of mouth referral network especially when they move to a new company. 26:50 The sales process ends when the work is done and the customer is happy. 28:10 Mistakes can be made and it's critically important to take responsibility for them. We recently underestimated a project by 400 hours and we accepted the loss. About Our Guest Dmitri Leichik is CEO and co-founder of Twistellar, #1 Salesf
Tue, December 13, 2022
Leading Growth: How to modernize your sales team
Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. They just don’t work anymore. “Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.” Alvin Toffler, who wrote The Future Shock, said that the future is going to be dominated by people who can learn, unlearn and then learn again. The hard part is unlearning. Sales teams must be retrained to create value not sell benefits. Anthony calls this becoming a One Up. The core value creation is ‘'I know more about this decision than anything else.” Let me start a conversation with you about that. Unlearning old sales habits is only the beginning. Anthony takes us through his three, non-negotiable, steps to hold salespeople accountable. Number one, a set amount of time per week prospecting. Number two, reporting on the actual conversations that are ongoing. As a sales leader, your job is to establish the criteria for what represents a quality conversation. And finally what is the next conversation that we should be having and our strategy to get there. Listen to the entire episode to learn how to build your modern B2B sales strategy and team. Highlights: 2:21 I'm not disrupting the industry. All I'm doing is documenting the strategies and tactics that work because the buyer has a different problem than they've ever had before. They're more confused, they're more uncertain. They have a difficult time getting consensus. 3:07 The most common problems that sales teams have: I don't have enough opportunities. Opportunities aren't moving fast enough through our pipeline for us to reach our goals. I don’t understand why salesperson A is doing well while salesperson B isn’t. 4:47 If you're training your team in a legacy approach where it's looks like solution selling and we start with let me tell you how great our company is and look at all these logos… 8:21 …one client said to me, we did $10 million. Our goal next year is $12 million. And I said, that is probably the worst goal I've ever heard… 9:26 The part of the vision that I care about is what do you want your team to be? 10:03 The best salespeople create more value in a conversation than others. 10:52 There's a chapter in the book about alignment. It’s when the CEO has a vision that is tangible, proven, and clearly understood by customer success, marketing, and sales. 12:39 I would describe churn as the devil. 14:16 We can get the first meeting, but we can't convert it to a second meeting. What that means is you didn't create enough value. 14:54 Let me give you another lens, my lens is not filled with false assumptions. I'm showing you what reality looks like and what you need to do. 15:30 We transform your team to a modern approach that means they're going to be what I call One Up. And One Up means I know more than you and I have greater
Tue, December 06, 2022
If your sales process is all in the CEOs head, you can’t scale!
Jake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. And yes, it did take 10 years to get it right. It’s great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that Jake encountered in his fledgling sales consulting business and a barrier to scaling. It took years to structure a scalable services delivery model. The first big lesson, young, affordable, full-time staff didn’t have the requisite skills to replace Jake and properly service the accounts. It turns out, contract, part time senior team members could deliver. As he grew globally, it was time to expand the sales team. His next big challenge was finding salespeople who could sell even 80% as well as he could. His hires kept failing until he realized it was because the sales process was in his head and needed to be on paper. His second big a ha moment was realizing that selling a product is different from selling a service. Jake only recently cracked this problem and hired an experienced services salesperson. The biggest takeaway that every B2B company needs to understand, customers want everything on their terms and this includes learning about your product. Sales teams can no longer be gatekeepers of the buyer's journey. Highlights: 1:57 We are a revenue strategy, operations and enablement company and really what that means, we've got 40 plus people globally and what we do is we help organizations optimize the sales process. 3:13 If you've got a marketing organization that's compensated on one thing and a sales organization that's compensated and there's no overlap, you're not going to have marketing and sales alignment. 6:27 When I started my business, I started cold outreach from Crunchbase. I found people that just raised a seed series A, series B and started reaching out cold to CEOs. Hey, you know, chances are you're probably thinking about these challenges. I've faced them multiple times. Let me know if you need help. And sure enough, within the first 45 days, I had a few customers. I’ve just been figuring it out since then. 9:59 I thought everybody had to be full time because if they were contractors, they wouldn't care. And boy, was I wrong. 11:57 Over the years we hired a few different sales people and it never worked out. Obviously as a CEO, everything's my fault. I didn't really know the DNA of the person that I needed. Selling a service is much different than selling a product. 15:05 I can count on two hands how many founders I've seen that didn't have to figure out the Go-To-Market themselves before hiring the first salespeople. 17:18 It's your job to fix these problems no matter what department. You can't outsource fixing your problems. 20:36 And so another mistake that I made when I was scaling early is I kept hiring junior people and putting them in roles that they wer
Tue, November 29, 2022
Hear how Matt Fok grew his company leveraging existing customers
Matt Fok came up with his idea for eZ-Xpo, before the pandemic. He thought, what if you could continue the dialogue started at conferences virtually? Since his company was already selling an eLearning platform, he simply went to his existing customers to validate the idea. And then the pandemic hit. His founder-led sales approach paid off as he uncovered more and better ways to address the market need. By providing content and ongoing interactions between companies and their prospects, the platform could be used to build communities. eZ-Xpo provides the middle of the funnel nurture interactions virtually. Rather than hire a sales force, Matt has employed two sales strategies. He has hired and trained a team of 20 Digital Collaborator Champions to guide customers through the setup and management process. Each champion specializes in a niche such as fintech or blockchain. And instead of trying to clone himself, he runs boot camps to teach customers what he has learned about creating successful implementations. An unexpected consequence of his approach is improved SEO as a byproduct of the enhanced content and interaction on his customer’s websites. “The lack of in person events taught us that we needed a way to maintain interactions started at in person events!” Join us to learn more about how quickly Matt scaled eZ-Xpo with his sales model. Highlights: 2:13 We help companies get more organic traffic and leads by leveraging hybrid events, both in-person and virtual and on demand not just for lead generation, but actually for ongoing engagement. 3:26 One of the big challenges or huge untapped opportunities for companies is to leverage the same platform to do in-person events or hybrid events. 5:31 We started thinking that there is a better way to get virtual traffic. We actually started the virtual trade show before the pandemic. 6:33 Sales is about educating your clients about new ways to do business. 6:59 You bring the leads at a trade show but then you have to nurture. Instead of spamming them with promotional material, have a virtual summit with subject matter experts to show the benefits of your approach to solving their problem. 8:27 Bring people back for more content boosts your SEO ranking for free. 9:10 After our initial sales focus of promoting SEO benefits to existing customers we reached out to channel partners. The platform itself is really good at creating a partner ecosystem network. 12:19 Our first target audiences were communities like associations that have captive audiences like the Chamber of Commerce. They don't have a solution to connect all the local chapters. 14:22 We do some outbound marketing through social media and, SEO, but of our lead generation comes through channel partners. 15:26 Instead of growing a sales force, we rely on 20 Digital Collaborative Champions. They specialize in vertical
Tue, November 22, 2022
Is B2B Buyer Confidence Stalling Your Deals?
My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. The three factors eroding confidence are complexity, information overload and value opacity or consensus on the value of the desired outcome. So stop selling product benefits. You need to propose a framework that starts with consensus on the value that the solution will deliver and builds a picture of the steps, and barriers to delivering that value. By the same measure, help the customer make the best decision and if that’s not your product, get to that answer as quickly as possible. Stick around to learn what your sales teams need to do to overcome this crisis of confidence. Highlights: 5:48 The number one thing we need to solve in B2B commerce is customers' lack of confidence in their ability to make complex decisions on behalf of their company. 6:12 There are three forces eroding buyer decision making confidence: complexity, information overload and value opacity (outcome clarity) 8:16 The value discussion has to start significantly farther upstream than your capability or benefits. 10:24 (the old way of selling) was based on this idea of frame breaking. You map a customer's mental model of how their business works, and you find places to displace or disrupt that model to break that frame and show them a better, different way to think about their business. 11:12 I think there's an opportunity for us today to move from frame breaking to frame making. 11:59 Travel agents went out of business because I could do it all online. And all of a sudden, I tried to do it online and was overwhelmed. And I realized, you know what I need? I need a travel agent. 13:15 Now they're stuck and really frustrated. What if you were the company that helped them anticipate that obstacle, helped them avoid it to begin with? What if you took them by the hand and guided them through a decision making process, gave them a heads up? By the way, the phrase I use all the time, “in working with other customers like you, one of the things we've found is…” 15:17 Let's see if we can, in our case through software, put a framework around, okay, what are you trying to do? Why is that valuable? By the way, do your three colleagues agree with you that that's what they're trying to do? 20:49 …notice everything we're talking about here isn't about selling and buying, it's about humanity. 32:35 A faster close comes from confident customers. There's our bumper sticker. 34:04 Because if we're going to lose, we want to lose early so we can move on to better opportunities. About Our Guest: Brent Adamson is a world-renown researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as
Tue, November 15, 2022
Founder-Led Sales Startup: Tips and Tricks After 8 Years of Selling with Karen Frame
My guest today on this episode of Sales Talk For CEOs is Karen Frame whose company Makeena, is on a mission to help people live healthier lives on a cleaner planet. She talks about the advantages of having a founder-led sales organization. The obvious advantage is being close to your customers and making sure that your product is solving a real problem for them. The not so obvious advantage is using scarce capital to hire a brand and consumer success team for her two-sided marketplace instead of hiring a sales team. One of her earliest lessons about selling came from a successful Silicon Valley startup CEO who taught her it's never too early to sell. Whether that be customers, investors or future employees. She continues to follow this sage advice. Highlights: 1:45 We connect you with brands that are better for your health and better for the planet no matter where you shop 5:24 I'm going to take the mall kiosk concept into the 21st century. Everybody's got a handheld kiosk in the palm of their hand. And now I can really help people buy better anywhere they want to shop. 8:06 I was giving up a lot in my career to really focus on building something where I felt like I was helping people lead healthier lives on a cleaner planet. 10:25 I learned from a Silicon Valley CEO named Praveen that you don't really have to have everything all together before you start selling. And as a founder, you're always selling. You're selling to investors, team members, in my case, consumers, brands, and partners in the industry. 14:32 But the mission is around helping brands really understand how to move their product off the shelf. Where are they doing well? What is their competition doing? 15:53 So when I started Makeena, I knew that I wanted to be a Certified B Corp because when I launched Natural Interactions, this interactive touchscreen kiosk system in the 1990s, I had sat on a steering committee for business for social responsibility. And I knew that business could be a force for good. 19:13 And when brands saw this (a Certified B Corp), they're like, “Oh." And immediately they trusted us more. 34:11 Keeping customers delighted as we continue to grow the company is really just about listening. And this is one of the reasons why I think it's really important for a founder to continue to sell no matter what. You have to listen to the feedback you're getting from your customer. 37:06 Being the founder with a small scrappy team, my first real hires are brand delight people that are continually talking to the customer because I can't do that all the time. About Our Guest: Karen, Makeena’s CEO & Founder, is passionate about being an entrepreneur and making the world a better place. She firmly believes that building a technology company in the natural products space will encourage people to shop healthier and lead to a cleaner pl
Tue, November 08, 2022
Sales Talk for CEOs: Building A Revenue Team in 2022 with Arman Eshraghi
Arman Eshraghi can teach us something about building sales teams from scratch. He is, after all, on his fourth startup Qrvey. So, what has he learned from one startup to the next? What has he changed and what stayed the same? One constant that remains true for Arman, if you, as CEO and Founder can’t sell your product, bringing in a sales team won’t solve the problem. Once you do bring in a sales team, Arman believes sales teams only succeed if they can see that the product is helping customers. This is the only way to build their confidence. Do you agree? Another major shift, in perspective for Arman over the 4 startups is the way to measure success. Sales numbers are not it. Successful customers is the ultimate measure. Making Qrvey indispensable to every customer is the finish line. Highlights : 1:29 Qrvey is an embedded analytic technology that SaaS companies can infuse within their own product rather than spending years and millions of dollars building it themselves. 3:50 The world is about data and what you can do with that data. If you have a coffee shop, and you want to make more sales you could improve your coffee, or you can improve your data and do better marketing. Better marketing will improve revenue more than improved coffee. 4:24 Amazon is Amazon because they have data and the more data they have, the faster they grow. 6:28 The software world is getting to the point that you just put pieces together unlike 30 years ago when you built everything from scratch. 8:32 If you, as a founder, cannot sell, bringing in a sales person won’t solve the problem. 10:16 I would like to admit that good sales people do a much better job than me. When it comes to sales, I cannot really keep up with them. (Because as CEO, he set them up for success) 12:46 In my previous company, I came to market when the web was brand new. We came to market in a completely different way. About Our Guest: Arman Eshraghi is a serial entrepreneur presently serving as Founder and CEO at Qrvey. Arman's professional career includes founding four B2B software companies while also serving as an advisor to startups and entrepreneurs. He is a member of Mindshare and the Forbes Technology Council and also a board member of INCspire. When he's not working on his own startup or advising other startups, he can be found sharing his thoughts on leadership, entrepreneurship and technology on Linkedin, Medium and Forbes.com. Arman currently lives in the San Francisco Bay area with his family of three. For fun, Arman maintains an unusually large board game collection and sometimes designs his own strategy games, drawing inspiration from everything, especially from the nature around us. About Qrvey: "Qrvey delivers embedded analytics specifically designed for SaaS companies, empowering them to offer rich self-service reporting a
Tue, November 01, 2022
Why CEOs Should Care about Starting a Digital Conversation with Expert Tim Hughes (S3:Ep13)
The world of selling has irrevocably changed. Buyers no longer want to be sold to and especially not as a result of a cold call. They want to get to know a company by getting to know and trust the people who work there. Starting digital conversations is the first step to build this trust. As CEO, it’s imperative that you lead by example. In this episode Alice talks with Tim Hughes who explains how to change your sales approach from “interrupting to pitch” to “gaining trust”. Simply put, you and your team use social media to start conversations that both expand your network and build trust for a future opportunity to sell. He explains the three how-to steps: Creating the right social profile, expanding your network, producing content that engages. Many salespeople don’t know how to use social media to connect and build a trusted network so they simply have a meager profile and don’t do anything else. In fact they may even be afraid because their previous company may have fired employees who posted on social. If you expect your sales or better yet, your Go To Market team to build networks and share content on social then as CEO model the behavior and create the proper framework for success including training, guidelines and content strategies. Tim goes on to explain the opportunities for B2B CEOs to dominate their vertical as thought leaders by producing content designed to educate target customers. Unless you are one of a handful of CEOs like Bernard Looney of BP, who already have it down, it’s time to watch, learn and do social selling. Highlights: 3:02 In the past our sales and marketing used interruptive methods, cold calling, email, billboards. We interrupt you to pitch. And now, the buyer just won't put up with that. 3:24 …buyers are digital. What can we actually do to be where the buyers are? 4:23 Gartner research is telling us that more and more people are saying 'I'd like a seller free buying experience. I'd like to be able to learn on my own.' 5:11 What we're doing on social is trying to create a conversation. There's three things that you need on social media. One is you need to have a great profile. A great profile as in what we call "Buyer centric." So when a buyer looks at you, they go, "That person looks interesting, that person could help me." 9:14 So the second thing you need is a wide and varied network. And that's about you building out contacts in the people you want to influence, so the accounts you want to sell to, yes, but better yet, people who could introduce you. 11:08 And the third thing that we need is content. And the reason why we need content is buyers are online looking for information and advice. 16:31 If you are not connected in your digital network to enough people, it's going to be really hard to get introductions, or if you connected and then spammed me, I'll never give you an introduction , because I know you're goi
Tue, October 25, 2022
Sales Talk for CEOs: A Return to Cold Calling with Chris Beall (S3:E12)
My next guest is Chris Beall, CEO of ConnectAndSell, Inc. who is a case study in drinking your own champagne. He is here to talk about using his own platform to build his business and the breakthroughs that he discovered to make the platform more effective for him and of course the customers that use it. Chris Beall takes us through his journey building the ConnectAndSell business model starting with his “Wartime” stance to pioneering better pipelines and finally inventing the next generation of technology that cannibalizes his first generation. His biggest breakthrough was going from demo to test drive where customers get to experience the thrill of having actual sales success in a day-long, on premise, session. Every CEO can learn how to increase sales team performance by listening to this interview with Chris. Highlights : 2:10 So everyone out there who's saying cold calling is dead, cold calling is not dead 2:27 You don't want to pay your reps to be phone jockeys 14:13 "Look, there's two kind of CEOs. There's peacetime CEOs and wartime CEOs, and you better know which one you are." 14:49 We got going pretty fast and started making lots of sales. Then we focused on making a sales machine and finally made the breakthrough “The Test Drive” 18:44 I don't believe that it's possible to figure out what to do until you're doing something and feeling the pain of it not working. 20:41 To me, something that's not done in anger is not done at all. So that's our test drive. We do 500 of them a year. 23:57 So what the question on the table really is, what's it going to be like to work together to solve this problem? 25:02 Your competition right now, today, tomorrow, the next day, and forever is to do nothing! 27:01 Well, we need to experience what our customers are experiencing. So let's organize like they're organizing even though we don't like it. 28:05 There is no such thing as a person who talks, listens, reads, writes, and does data who isn't a CEO or a future CEO. 31:14 Rescheduling (missed sales calls) is your number one source of new business. 33:36 The idea of the lone wolf salesperson who's not part of the machine is just not part of our company. 34:41 We establish status alignment with somebody that we're their peer, and then we need to let them feel comfortable that we're an expert, and then we need to give them a piece of advice about what the next thing is to do. 38:27 So once a test drive has happened, the conversion rate is about 37%. 40:31… the enterprise is not that person you're talking to, it's this big dynamic beast that's going to reorg once a year. 41:19 Everything's renewals, everything's upsell, everything's the future. So how do you start in a way that establishes, for sure, that value is being delivered About Our Guest For thepast 30 years, Chris Beall ha
Wed, October 19, 2022
Sales Talk for CEOs: A Founder-Led Sales Organization with Usman Sheikh (S3:E11)
So many founders make it their goal to get out of the sales role as they scale. “I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do. In this episode we will learn what defines a founder-led sales organization and how you might change your mind about getting out of sales. It all starts with redefining the sales mindset. B2B sales are not transactional. They come with building a relationship and the core currency of a relationship is the right information. That’s how he got xiQ - Personality-Driven Sales & Marketing™️, started in the first place. He reached out to his SAP network to share his vision of providing more helpful data to sales organizations than they could possibly collect on their own. This turned into more and deeper conversations with people in his network who eventually became his first 5 customers. Rather than change this approach, he expanded it by reaching out to more and more people in his network which created opportunities for his sales team. Highlights : 4:54 Fortunately for me, when I was at SAP, I was able to form a great network of highly valuable and engaged and influential people 7:15 I started explaining my vision, which was to be able to tap into this enormous amount of data that's out there that's relevant to sales but humanly it's not possible to analyze and bring in, it started ringing bells. 9:04 So it was very clear to me that listening to what the customers had to say, addressing their key pain points, and being able to bring novelty innovation to how traditional problems were solved was super, super important. 12:47 … being able to hire the right mindset. Sales is not about selling anymore, it's about educating. It's about having a conversation. 15:42 We have to make it easier to buy from us, and knowing our buyers better helps us do that. 18:18 We take salespeople and we make them into tool jockeys, and that just takes time away from selling. 20:03 Salespeople are only spending about 20% of their time with actual customers. 80% of their job is doing so many other things. 21:45 We, by the way, drink our own champagne. Everybody uses xiQ. And one of the core purposes of xiQ is to help you spend less time on doing research, more time on selling. 25:30 We're still doing a lot of networking and finding individuals that can help us meet a heart lead leader. 31:16 We are increasingly leaning towards partnerships and channels. Quote : “You’ve got to know the problem you are going in to solve. The client doesn’t have time to explain it to you.” Connect with Usman Sheikh in the links below: Website: https://xiqinc.com/ LinkedIn: https://www.linkedin.com/in/usmanmsheikh/
Tue, October 11, 2022
Value Propositions That Sell with Expert Lisa Dennis
Is your sales team using a value proposition that is irrelevant to your buyers leaving them to connect the dots? Take a look at the value proposition that your Go To Market Teams are using to make sure they are relevant. As CEO, you are the only one who can orchestrate this. It matters, research shows that relevant value propositions could increase your deal closure rate by 50%. In today's hyper competitive markets, it's hard for salespeople to get their message heard by the right buyers. Without a rock solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are "inside-out" - more focused on product and service features than they are on the buyers' needs. Ask your team for the messages they use and see what you think. In her new book, Value Propositions that SELL: Turning Your Message into a Magnet that Attracts Buyers, Lisa Dennis explains how to move from an “inside-out’ proposition to an approach that speaks the language that activates your buyers. I recommend you give this book to the leaders of your Go to Market team. In this episode we talk with Lisa Dennis whose company, Knowledgence Associates, is a marketing & sales consultancy specializing in buyer-focused value propositions. Lisa explores the most common problem - value statements that lack relevance to the customer because they are too focused on product or service features. Buyers are left to connect the dots between these features and their actual pain point. Lisa’s research has demonstrated a 50% decrease in the likelihood of closing a sale when a value proposition lacks relevance. Listen so you can learn what your team should be doing to make it easier for your customers to buy from you. Highlights: 3:02 If your value propositions lack relevance to the buyer You are 35% less likely to get shortlisted You are 47% less likely to get a sale 4:02 We need to be talking about the buyer’s market, priorities and issues. 5:55 Are your writing one size fits all value proposition or do you segment by buyer persona? 9:12 It all starts with marketing teams that thoroughly understand the ideal customer 12:20 The first line or two of your value proposition should be about what is driving your customer to make a decision 16:00 With value propositions, less is more versus bloated generic ones 16:51 The last chunk of a value statement, and the hardest, what are your differentiators? 18:00 You need two differentiators - one identifies what is different about working with your company and how the customer will feel after working with you. 18:45 A value proposition must be true - A customer is saying it, a partner is saying it, an outside third party organization is saying it. 20:48 When I ask sales teams to write their value prop
Tue, October 04, 2022
A 30 Year Perspective on Scaling a Startup with Doug Frazier
Most startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it's impossible to grow beyond the startup phase if you are spending 15 days a month on the road selling. Replacing himself as a salesperson took 3 years, but replacing himself as head of sales took Doug Frazier much longer. It wasn’t until he discovered a genius channel strategy that he made the transition out of sales management. In this episode of Sales Talk for CEOs, Doug Frazier talks about his 30-year journey at EnviroGuard and the key milestones that defined his path to success. From teaming up with his wife in order to make EnviroGuard a female-led company to hacking together a CRM solution years before Salesforce was invented. But the breakthrough that got him out of sales management and into the C Suite, a certification program for channel partners. The program provided the necessary training, but more importantly, it became a symbol of expertise and competence that differentiated his channel partners in the eyes of the customer. Highlights 1:25 - The big idea 6:20 - CRM before Salesforce 12:52 - Certification as a channel strategy 24:03 - The future of EnviroGuard About Guest & Company Doug Frazier is the co-founder and CEO of EnviroGuard, a company that revolutionized battery safety products that are utilized in mission-critical applications such as backup power sites, data centers, utilities, and telecommunication transmission facilities across North America. Quote “The single best strategy for scaling was to create a certification program similar to the Automotive Service Excellence program that auto mechanics have to pass. Ours is a factory installer training program with yearly courses, badges, and online videos. We have 1,200 certified installers across North America. The end customers really appreciate the fact that our installers are certified.” Connect with Doug Frazier in the links below: Website: https://www.enviroguard.com/ LinkedIn: https://www.linkedin.com/in/doug-frazier-214668a/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, September 27, 2022
A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart
Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success? I’ve worked with many companies who sell through the channel and complain that their channel partners aren’t selling enough. In order for channel sales to be successful, your team has to understand how the potential partners are going to make money with the product or service you want them to sell. It’s not up to the partners to figure it out, it’s up to you. My guest today is Bruce Stuart , a partner at CHANNELCORP and a 30+ year veteran helping companies develop profitable channel strategies. In this episode, Bruce will take us through each step in the process of setting up a channel strategy. You will learn tactics on how to identify potential partners. He explains how to build a financial model that will attract the right partners, including understanding their investment and time to pay back. Another key takeaway is the program package. Think franchise, and you are on the right track to understanding the investment that you need to make in preparing the materials and process for a successful channel strategy. About Our Guest Bruce R. Stuart, CMC, founding partner of Channelcorp Management Consultants Inc. (Channelcorp) where he provides growth-focused executive education and channel consulting to senior executives in the IT industry. He has authored more published articles on the topics of channel partner profitability, channel development, channel management, and strategic partnerships and alliances then anyone in the industry. About Channelcorp Channelcorp is the leading, and most experienced, independent IT channel consultancy in the world specializing in vendor and partner business model transformation. Channelcorp has completed Management Consulting and Executive Education assignments in 25 countries around the world. The firm’s clients include many of the top hardware/software/telecommunications companies selling into most of the product and service categories in the worldwide IT market. Show Links Resource Link: https://channelcorp-management-consultants-inc.myshopify.com/products/channels-handbook-third-edition?variant=35201383891095 Connect with Bruce Stuart in the links below: Website: http://www.channelcorp.com/ LinkedIn: https://www.linkedin.com/in/bruce-r-stuart-22b911122/ You can learn more about and connect with Alice Heiman in the links below. LinkedIn Profile: ht
Tue, August 30, 2022
Supporting Sales Leaders with Rasmus Goksor
Like most CEOs, you've probably had some bad experiences trying to hire sales leaders in your company. The root of the problem? Many CEOs think they can hire someone to take over the sales team so they can step away and focus on other things to grow the company. It's just not that way! The CEO can't step away from sales but instead must have a plan for supporting sales leaders every step of the way. That's what Rasmus Goksor learned as he founded and sold his company Cobalt (a portfolio monitoring solution). And that's what led him to launch his new company, Ressemble, a platform designed for supporting sales leaders. In this episode of Sales Talk for CEOs, Rasmus talks about his experiences at Cobalt which led him to create Ressemble. He discusses the things that didn't go well (like hiring three different VPs of sales that all didn't work out) and the things that worked perfectly (like using content creation to build a community to sell to). He explains how the technology he created helps in supporting sales leaders and shares advice on what CEOs should do to support their leaders as well, such as determining how and why you're winning customers and stepping in at the beginning of the sales cycle. Before you hire that next sales VP, who may flop, tune in to discover ideas on supporting sales leaders and enabling them for success. Highlights 3:24 Challenges in one business led to the creation of another 8:55 Supporting sales leaders by asking, "How are we winning, and why are we winning?" 10:55 Rasmus Goksor's founder story 16:20 Supporting sales leaders through changes in the market and how customers buy 24:05 Build a community (and sales will follow) 35:12 The CEO's role at the beginning of the sales cycle Quote "As CEO, I can never really take my eye off the ball when it comes to sales. I always need to understand where the market is. Why are people buying? Who is buying? How are they buying? Otherwise, I can't be supportive strategically or tactically with my sales team." Connect with Rasmus Goksor in the links below: Website: https://www.ressemble.com/ LinkedIn: https://www.linkedin.com/in/rasmusgoksor/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman
Tue, August 23, 2022
Sales Talk for CEOs: Elevate Sales by Making Sales Easier
Show Notes Today we celebrate the one-year anniversary of the Sales Talk for CEOs podcast! Throughout the past year, I've featured two types of episodes on the show. In the “CEO Journey” series, I interview CEOs to learn about how they grow sales. Next, in the Experts Series, I interview experts I know will have advice to help you grow sales. So today, we kick off a new segment: the Insights Series! These will be episodes with just you and me where I share insights on various topics that will help you elevate sales. The first topic, making sales easier. The key to making sales easier is alignment. As CEO, you are the only one who can make the changes needed to align your teams to make sales easier. It starts with aligning your sales process with your buyer's journey. That’s hard to do if you don’t have alignment between your sales and marketing teams (and the rest of your organization) to take a customer-focused approach. Listen in as I share advice on where to focus your attention and what CEOs can do to make sales easier. Highlights 1:06 A year in review 2:52 Introducing the Insights Series 3:19 Making sales easier 3:51 The importance of alignment 6:01 The CEO's role as orchestrator 7:41 Make it easier for customers to buy Quote "What CEOs need to know is that sales shouldn't be so hard. If it's hard it’s because there is no alignment between the way the buyer wants to buy and the way you sell.” You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, August 09, 2022
Closing Bigger Deals with Expert Lisa Magnuson
Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage . Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals . If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you. Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on investors. So, scaling sales is a priority, and they want to make it happen quickly. During our conversation, Lisa discusses the CEO's role in closing bigger deals, the importance of celebrating wins, how to adequately prep for sales calls (and why CEOs should make this a requirement!) and how to build the right team structure. Landing big contracts takes planning and time, but when you land a deal 5x of the your largest deal yet, you'll understand that the effort was well worth it. Use the ideas offered in this podcast to close your next big deal! Highlights 0:29 Lisa Magnuson introduction 3:41 Closing bigger deals starts with mindset 7:36 The CEO's role in closing big deals 15:38 Why call planning is a must for big deals 23:22 Building a team structure to land bigger deals 33:19 Are you ready to land bigger deals? Quote “CEOs who want their salespeople to win more big deals have to develop a culture to support that. That culture starts with the CEO and has to include everyone in the company. The right culture will attract those bigger deals.” Connect with Lisa Magnuson in the links below: Website: https://toplinesales.com/ LinkedIn: https://www.linkedin.com/in/toplinesales/ The TOP Sales Leader Playbook The TOP Seller Advantage You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, August 02, 2022
Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano
Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization. Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs. Highlights 07:40 Buying a business during the Great Recession 13:05 Finding a salesperson who sells just like you 22:06 Building the scaffolding that supports sales (versus hiring more sellers) 22:34 Enabling your sales team 29:55 Generating more customer-ready conversations 35:41 Keeping your sellers in their zone of genius 43:54 Thinking differently about how to build your sales organization Quote "I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm." Connect with Juliana Stancampiano in the links below: Website: https://www.oxygenexp.com/ LinkedIn: https://www.linkedin.com/in/jstancampiano/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, July 26, 2022
Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl
Are you a product CEO or a sales CEO? The answer may not be what you think. Case in point: Catherine Dahl, the CEO of Beanworks, an AP automation platform recently acquired by Quadient. Catherine spent two years building her company as a sales CEO when a sudden realization struck that she was trying to be something she wasn't. By owning her role as a product CEO , everything changed. With the right sales leader in place and the sales machine turned on, Beanworks went from half a million Canadian in revenue in 2017 to 8 million Canadian in 2021. Listen to her story in this episode of Sales Talk for CEOs. During our discussion, Catherine takes us back to the early days when Beanworks was starting. She discusses building the platform, getting customers, and the bumps along the way. After partnering with Sage, Catherine demonstrated her knowledge of the pain points and product through speaking and educating customers. But it wasn't until she read Steve Jobs's biography did it 'click' that she was a product CEO trying to be a sales CEO. Her journey led her to find the perfect sales leader, who built a powerful sales team and got the sales machine running. Find out how it all happened by listening to this episode. Highlights 0:50 Rejuvenating a hundred-year-old business 4:39 Getting ready to go global 7:26 Before Beanworks began… 12:21 Trying not to sell 19:57 The quest for more customers 23:33 Getting the channel sales flowing 26:52 Product CEO or sales CEO? 34:18 The biggest lesson learned along the way Quote "Steve Jobs was not a sales CEO, and all this time, I thought he was because of the way he's portrayed in movies. He was a product CEO, and his passion was product. And he hired the right people to do the sales side." Connect with Catherine Dahl in the links below: Website: https://www.beanworks.com/ LinkedIn: https://www.linkedin.com/in/catherinedahl/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, July 19, 2022
Going from Incremental Growth to Exponential Growth with Expert Richard Medcalf
Going from incremental growth to exponential growth requires radical changes in your business—from your mindset and focus to your team and how your company operates. If you're a CEO who feels 'stuck' in incremental growth but wants more, you'll want to listen to this episode of Sales Talk for CEOs Expert Series with Richard Medcalf. Richard is the CEO of Xquadrant, a company that works with high-achieving founders, CEOs, and executives to reinvent their success formula and push their companies to the next level. He knows what it takes to achieve exponential growth and shares his expert advice today. Believe me when I say that all CEOs who want to scale their growth need to understand the ideas discussed in this episode. Our conversation focuses on what CEOs need to do to get to the next level where they can work ON their business instead of just IN their business. We discuss 4 limiting factors that could be holding you back from exponential growth and the crucial role of mindset. We also explore how delegation frees up your time and what you can do to get the right team in place. In the end, the challenge for most CEOs is to envision a very different future (one of exponential growth) versus living in the past (of incremental growth). Richard shares tips on this and what you need to have in place for exponential growth to happen. So, do you want to achieve exponential growth in your company? Then listen in and heed the advice offered in this episode. Highlights: 3:05 4 limiting factors that hold you back from exponential growth 6:35 The role of mindset in growth 12:34 Learning how to delegate—examples and exercises 17:45 Getting the right team in place 22:23 Envisioning the future vs. living in the past 29:29 3 elements needed for exponential growth to happen 36:40 Resources for CEOs Quote: “As CEO, if you don't focus on the needle-moving parts of the business, the long-term vision, the strategy, the go-to-market strategy, if you're not making sure that you are really leveling those things up, who is?” Connect with Richard Medcalf in the links below: Website: https://xquadrant.com/ LinkedIn: https://www.linkedin.com/in/richardmedcalf/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, July 12, 2022
Build an Outbound Sales Motion Early with Mei Siauw
According to Mei Siauw, CEO of LeadIQ, a tool that helps sales teams with smarter prospecting, building an outbound sales motion is the key to growth. Start early, stick with it; if you do it right, outbound sales will produce amazing results. In this episode, we talk about the outbound motion Mei built, how Ryan used the piano to book conversations with prospects and how Mei built a global, remote team of 150 people to take LeadIQ to the next level. During the show, Mei talks about how she built LeadIQ by focusing on outbound sales. You'll learn how her team uses trigger events and insights for personalization to eliminate that 'spammy' feel and get engagement with prospects. She also discusses the organization of her sales team, including how diversity and inclusion have played a role in LeadIQ's expansion. Mei's main message: don't give up on outbound sales! Highlights: 1:12 The evolution of LeadIQ 6:32 Focusing on outbound sales 16:25 The importance of personalization in outbound sales 22:03 Hiring for diversity 29:33 Creating a gender balance 36:05 Growth in the early stages: don't give up on outbound sales Quote: “Every company needs to train their sales team to find triggers and insights, to research, and then personalize. That's not easy, of course, but companies that do, book more conversations because they are engaging the prospect.” Connect with Mei Siauw in the links below: Website: https://leadiq.com/ LinkedIn: https://www.linkedin.com/in/meisiauw/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, June 21, 2022
How Word of Mouth Was All We Ever Used to Attract New Business with Nancy Duarte
Nancy Duarte is the CEO of Duarte, a company that specializes in the art of persuasive communication. YShe’s known as “the Storyteller of the Valley” and the author of six best-selling books, including Resonate and slide:ology. Her famous TedTalk has had over 3 million views. What you may not know is that although her business was founded in 1988, she is only now growing an outbound sales team. That's right. Nancy has experienced over 30 years of exponential growth using inbound sales exclusively. Even in those early years, before the books and the fame. Want to know how she's done it? Then you'll have to listen to this episode of Sales Talk for CEOs. Click to Tweet: @NancyDuarte, #CEO of @Duarte, talks about how to grow your #biz with #inboundsales on this episode of #Sales Talk for CEOs! During our conversation, Nancy discusses how she has grown her company using inbound sales. You'll learn her strategies to get leads pounding on the door, including top-quality service, word-of-mouth marketing, and thought leadership. She also shares insight into how she qualifies leads to ensure she works with the right clients. Nancy's story includes a cautionary tale about growing too fast and the details of how she’s recently set up the company to scale. If you want to handle inbound sales more effectively, you'll want to listen to this episode! Highlights 1:54 Early sales experience: "I was scrappy and tenacious." 5:20 New technology, new business ideas 13:37 Growing a business with inbound sales 18:49 "Cautionary tale…growth brought us to our knees." 23:37 Preparing to scale 32:36 Adding outbound sales to a mostly inbound system 40:48 Communication tip for CEOs: it's all about empathy Quote "Once you know exactly who the ideal customer is, stick with it, and then you have to learn how to say no. It's hard sometimes, but it is what it is." Connect with Nancy Duarte in the links below: Website: https://www.duarte.com/ LinkedIn: https://www.linkedin.com/in/nancyduarte/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, June 14, 2022
Building a Powerful Go-to-Market Machine with Jonathan Siddharth
Jonathan Siddharth is the CEO of Turing, an AI-backed Intelligent Talent Cloud that helps companies source, vet, match and manage software developers remotely. There are currently 1.5 million software developers on Turing, and the platform is used by huge companies like Johnson & Johnson, Pepsi, Dell, Disney, Coinbase, and more. The reason for Turing's wild success? Jonathan has strategically built a powerful go-to-market machine! And he's joining Sales Talk for CEOs to discuss exactly how he did it. During our conversation, Jonathan explains how he waited to hire his sales team until he had two important things in place: a playbook and clear evidence of product-market fit. He then describes how he set up his go-to-market machine to be an engine that feeds qualified leads to his sales team so they can do what they do best – have sales conversations, close initial deals, and work on account expansion. If you're experiencing challenges with your go-to-market setup and could use some advice, you'll want to listen to this podcast episode! Highlights 1:33 Three difficulties with finding and managing remote engineering teams 5:27 A shift in strategy saves a company 14:02 Product market fit + playbook = time to build sales 19:16 Building a go-to-market machine 26:12 Understanding the customer journey 32:39 Challenges caused by rapid growth 41:00 Advice for building demand, product-market fit, and exponential growth 45:30 Book recommendations for CEOs to learn more about sales Quote "When you have product-market fit, it feels different. It's more of the market pulling what you have rather than you pushing what you have." Show Links How to Grow Your Business Like a Weed by Stu Heineke How to Get a Meeting with Anyone by Stu Heineke The Narrative Gym for Business: Introducing the ABT Framework for Business Communication and Messaging by Randy Olson and Park Howell Indistractable by Nir Eyal Book List Blog Connect with Jonathan Siddharth in the links below: Website: http
Tue, June 07, 2022
Mistakes and Lessons in Building a Sales Organization with Zvi Guterman
Here's the reality: you'll make mistakes at every stage of building a company, especially when building a sales organization. But it's what you do with your mistakes that will determine your success. Entrepreneurs who catch the error, identify the problem, and correct it quickly are those who go on to build profitable, long-lasting businesses. Making mistakes—and learning lessons from them—is part of building a successful sales organization. And we're going to dive into that more in this episode with Zvi Guterman, CEO of CloudShare, an online platform that helps software vendors deliver virtual sales experiences. In this interview, Zvi is upfront about the mistakes he's made as he's built the sales organization at CloudShare since 2007. He also reflects on the lessons he's learned from these mistakes that have helped build a strong sales team over time. We talk about many common mistakes that entrepreneurs make when building a sales organization, including growing too fast, hiring the wrong people, underestimating the importance of marketing, and overcomplicating things. For each example, you'll learn how Zvi has navigated the challenges and learned valuable lessons along the way. His insights will help your own journey as you build sales in your company, so check out the podcast now! Highlights 4:55 Validating the business idea 9:24 Finding the right salespeople and helping them succeed 15:39 The mistake of moving too fast 21:53 The importance of marketing to strengthen sales 25:21 Navigating the different phases of the CEO's journey 35:49 Final advice for CEOs Quote "You may have the best technology, but nothing beats hearing your potential customers." Connect with Zvi Guterman in the links below: Website: https://www.cloudshare.com/ LinkedIn: https://www.linkedin.com/in/zviguterman/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, May 31, 2022
How to Use Story as Rocket Fuel for Sales with Expert Park Howell
Every salesperson today wants to have more sales conversations. But they're difficult to get because it's become so hard to get the buyer's attention. Want to break through the noise? Try storytelling. Learning how to effectively use story in your messaging can dramatically increase the number of sales conversations and conversions. This is a big topic, and I know CEOs are eager to learn more about using story to boost their business. That's why I invited Park Howell, author of Brand Bewitchery and host of the Business of Story podcast, as the guest for this special episode in my Experts Series. During our conversation, Park dives into the who, what, and why of using story as a business strategy. He explains what CEOs should understand about storytelling and why it's so effective. We discuss the 'how to' of good storytelling, including the ‘and-but-therefore’ (ABT) framework, and how to get your sales team actively involved in storytelling. Finally, you'll get several examples of companies that found great success when they started using story in their message. I can personally attest to the power of storytelling because I've seen incredible results from it in my own business. If you're a CEO interested in using story in your messaging, get started today by listening to this podcast. Highlights 2:32 What CEOs should understand about storytelling 5:56 How CEOs can use story to help sales 8:30 Future-based storytelling 11:37 The power of the founder's story 16:54 The ‘and-but-therefore’ (ABT) framework for storytelling 24:15 Training your sales team in storytelling 31:34 Real examples of how story can boost sales Quote “The number one rule is you are not the center of your story. Your customer is. It's all about them. The number two rule is your story is not about what you make. Because nobody actually cares about what you make. Your story is always about what you make happen in their lives.” Connect with Park Howell in the links below: Website: https://businessofstory.com/ LinkedIn: https://www.linkedin.com/in/parkhowell/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, May 24, 2022
Scaling Your Business with Trusted Partnerships with Angela Saunders
Angela Saunders is the CEO of Vorum, a company that provides digital workflow solutions worldwide for the design and manufacturing of custom prosthetics and orthotics. Started in 1989 by Angela's father, the company has seen big changes since Angela became CEO two years ago. She's not starting from scratch, though. Angela is taking the trust her father built over decades and strategically leveraging those trusted partnerships to scale the company. To learn about her journey and get inspiration for your own, check out this episode of the Sales Talk for CEOs podcast. During the episode, Angela and I talk about the trust that her father built with clinics, hospitals, and individuals throughout Vorum's 33-year history. When Angela stepped in as CEO, one of her first objectives was to define the core customer, so she explains how she did that and how she created a sales growth plan centered around this core customer. You'll also learn how Angela is coordinating a massive mindset shift in the business as they seek to scale through their relationships with trusted partnerships. Get all of this and more by listening to the episode now! Highlights 2:10 Enabling a better patient experience 7:15 Building a business based on trust 11:33 Narrowing down the core customer 16:28 A sales growth plan centered around the core customer 21:52 A company-wide mindset shift 33:31 Analyzing wins and losses 35L41 Breaking free from silos Quote “We're all trying to work with each other to make something greater than what we could do as individuals.” Connect with Angela Saunders in the links below: Website: https://vorum.com/ LinkedIn: https://www.linkedin.com/in/adrsaunders/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, May 17, 2022
Improving Sales Discovery with Jody Glidden
People are bombarded with emails and sales messages. Response rates have plummeted. The number of quality interactions with prospects has declined. As a result, each interaction is more valuable than ever before. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. In today’s world, every CEO should be looking to improve sales discovery, and that’s why you’ll want to listen to this episode of Sales Talk for CEOs with Jody Glidden. Jody Glidden is CEO of Introhive, a customer intelligence software that does discovery research and delivers valuable insights about clients and prospects to your sales team. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects. We explore how technology for sales discovery has changed throughout the years and the problems with the current methods. You’ll also learn about using relationship intelligence before discovery calls and the role of storytelling in overcoming objections during calls. Each interaction your sales team has with a prospect is valuable! Learn how to improve your sales discovery by listening to this episode of Sales Talk for CEOs. Highlights 4:47 Two reasons why sales discovery is harder today 12:09 An eye-opening experience in sales 21:17 Analyzing the problems with sales discovery 26:40 Using relationship intelligence for sales discovery 32:44 Team-based sales training (including storytelling) 39:57 Discovery BEFORE discovery 48:50 Maintaining executive alliance with the sales team Quote “That’s the primary function of our customer success department. They get measured on the happiness of our customers. It’s not so much on the upsell. Upsell is a side effect of customer happiness.” Connect with Jody Glidden in the links below: Website: https://www.introhive.com/ LinkedIn: https://www.linkedin.com/in/jodyglidden/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, May 10, 2022
Building Your First Professional Sales Team with Lars Grønnegaard
Lars Grønnegaard is the CEO of Dreamdata, a SAAS company that gathers, joins, and cleans revenue-related data to help B2B businesses understand what is driving sales so they can focus on what works. Like most new companies, Dreamdata started with founder-led sales to get their first customers, but within 18 months Lars realized he needed a professional sales team. In this Sales Talk for CEOs episode, Lars offers some invaluable advice! Lars and I discuss the importance of finding new sales hires with an entrepreneurial spirit. We explore why previous experience does not necessarily translate to a new startup environment. We talk about experimenting (and using data) to find what works and offering fair compensation to your first hires. Finally, we explore the ways in which Lars is still highly involved in the sales process even now that the professional sales team is handling the bulk of the work. If it’s time to hire your first salespeople (or if you’ve been trying to do so—unsuccessfully!), you’ll want to listen to the tips offered in this podcast. Highlights 1:57 How a problem inspires a solution 5:20 From founder-led sales to a professional sales team in 18 months 9:50 Hiring for entrepreneurial spirit 13:45 Learning from the data to discover what works 17:50 Hiring for the entrepreneurial spirit 29:41 CEO…but still head of sales 36:20 Encouraging more referrals Quote “The most fundamental thing we went looking for was an entrepreneurial spirit. You have to love the concept of being part of building something. You’re living in the house while you’re building it and remodeling everything at the same time. So we went looking for people who would like that.” Connect with Lars Grønnegaard in the links below: Website: https://dreamdata.io LinkedIn: https://www.linkedin.com/in/larsgroennegaard/ Article on B2B Attribution You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, May 03, 2022
Finding Success Through Channel Partners with Barb Kinnaird
Dr. Barbara Kinnaird is CEO of Response Biomedical, a point-of-care testing solution helping to diagnose acute diseases. A microbiologist by trade, Barb stepped in as CEO after a significant company downsize, and she soon discovered there were many other problems in the business that needed fixing. One of the big ones? Lack of clarity on who the core customer is. Research in this area led Barb (and the company) to a huge mindset shift: from focusing on product features and end users, to concentrating on channel partners. "I think we're on the right path with the core customer being the channel partner," says Barb. "It's a little bit differentiated in this industry, so I think it helps us because they feel the love." During this episode of Sales Talk for CEOs, you'll learn about Barb's journey, including moving from public to private, finding investors, and trying to understand sales. You'll also find out how Barb has restructured Response Biomedical to support channel partners and compete with big companies in this fast-paced field of medicine. Highlights 3:30 From microbiologist to product development to CEO 8:24 We've got some problems to fix… 12:07 Who are we selling to? A shift in focus to channel partners 22:26 Setting up a system to support channel partners 28:56 On the horizon: showing more love to channel partners, a streamlined product 33:04 Growing as a CEO Quote "When you aren't really sure about how to do sales, you're going to be agile, and you're going to move, and you're going to try again because you don't have a preset way." Connect with Barb Kinnaird in the links below: Website: https://responsebio.com/ LinkedIn: https://www.linkedin.com/in/barbkinnaird/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, April 19, 2022
Level Up Sales at Your Company with Expert Steve Benson
On this episode of Sales Talk for CEOs, Steve Benson, CEO of Badger Maps, joins me as an Expert to talk about what CEOs can (and should!) be doing to level up sales at their company. Now hold on a moment before everyone goes, "Wait a minute, I have a sales leader who does that. I have a CRO in place. I have a VP of sales." Yes, I'm sure you do. But CEOs always have a role in sales, regardless of whether the company was just founded or is a mature business. The role changes as you grow, which is what we're talking about during this podcast, a special episode in my Experts Series. During our discussion of how CEOs can level up sales, Steve and I focus on three important roles in sales that CEOs must embrace. CEOs are responsible for building the sales organization. Steve has tips on how to do that and how the strategy changes based on how long your company has been in business. CEOs are responsible for creating a feedback loop and using that to make decisions. Steve shares his thoughts on how the CEO can get data and what to do with the feedback you receive. CEOs are responsible for creating a culture of learning and curiosity. Steve offers advice on how he trains and develops his sales team, as well as makes ideas on how to make changes when needed. These are three roles that every CEO should look at improving in their company in order to level up sales. Get started today by listening to this episode! Highlights 5:58 Building your sales team 8:55 Staying involved in the feedback loop 14:20 Taking action on the feedback you receive 19:08 Coaching VPs of sales to make the right hires 24:32 Making changes to your sales organization 29:00 Developing your sales team internally and externally 33:22 The benefits of peer-to-peer training 38:30 Encouraging a culture of learning Quote Great CEOs are, first and foremost, on the sales and customer success team. As a CEO, you should be in the sales seat, driving new business, keeping customers happy, and have your fingers on the pulse of those parts of the business. Connect with Steve Benson in the links below: Website: https://www.badgermapping.com/ LinkedIn: https://www.linkedin.com/in/stevenbenson/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, April 12, 2022
Developing Sales Leaders from Inside Your Business with Patrick Parker
Many CEOs struggle to find sales leaders, including sales managers and VPs of sales. Not Patrick Parker. Patrick is the CEO of SaaS Partners, which helps early-stage entrepreneurs and builds in-house products to start new companies. Patrick is launching new businesses all the time, yet he never struggles to find sales leaders. His secret? Patrick has identified the exact traits to look for in new salespeople, and then he strategically grooms them into leadership roles. If you want to learn the formula for successfully developing sales leaders from inside your business, you’ll have to listen to this episode of Sales Talk for CEOs! Patrick has always been interested in team-building and has a passion for lifting people up. During our discussion, he talks about this background, and then we dig into the details of finding the right salespeople that show promise. You’ll learn Patrick’s theory on promoting people from within and how he uses incentives to build up individuals and teams. We also dive into the exact traits to look for in new sales hires, including self-awareness, motivation, curiosity, and agility, and how you can evaluate those characteristics during the job interview and in daily work. If you’re a CEO who has struggled to find the right sales leaders for your company, listen in to learn how you can groom the perfect managers and VPs from inside your business! Highlights 6:19 A passion for lifting people up 9:12 Promoting people from within 15:09 Using incentives to build individuals and teams 18:16 Traits to look for in promising sales team members 21:06 Understanding what motivates your team 30:22 Building a culture of curiosity and growth 35:48 More indicators of a person who can ‘level up’ Quote “When you strengthen the weakest team member, it makes the entire team stronger.” Connect with Patrick Parker in the links below: Website: https://saaspartners.io/ LinkedIn: https://www.linkedin.com/in/patrickbparker/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, April 05, 2022
Lead Generation for the Complex Sale with Expert Brian Carroll
Lead generation is often ranked as one of the biggest challenges of growing a business. That’s why I invited expert Brian Carroll to the Sales Talk for CEOs podcast to discuss what CEOs should know about generating leads for complex sales. Brian is the founder of Markempa, an empathy-based marketing company, and the author of the bestselling book Lead Generation for the Complex Sale . In this episode, he shares expert advice and actionable strategies for CEOs to evaluate their current lead generation practices and make adjustments that will increase sales. In this interview, Brian diagnoses the problem of many marketing messages, and he encourages CEOs to see things differently by developing empathy and trying to understand the world of the customer. He shares many practical steps CEOs can take, including conducting customer journey interviews, keeping an eye on specific metrics, and employing strategies like empathetic listening and emotional leadership. This episode is for CEOs who want to improve lead generation by evaluating current methods and guiding their teams to adopt better practices. If this sounds like you, then listen in today! Highlights 1:45 Diagnosing the problem with most marketing messages 7:25 How to conduct customer journey interviews 16:09 How to use empathy indexing to improve the customer experience 21:53 Specific metrics CEOs should use to assess their sales team and processes 30:25 Analyzing sales calls to improve strategy and training 35:55 The value of empathetic listening 44:24 Three questions to ask to improve your sales processes 48:00 Using emotional leadership to empower your team Quote “We need to understand what’s the mind of our customer, what’s the heart of our customer, and what are the things that they really care about.” Connect with Brian Carroll in the links below: Website: https://www.markempa.com/ LinkedIn: https://www.linkedin.com/in/brianjcarroll/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, March 29, 2022
How to Become a Trailblazer in a New Market with Amy DuRoss
Amy DuRoss is the co-founder and former CEO of Vineti, an enterprise software platform for personalized cell and gene therapies. Personalized medicine—designing custom therapeutics for each patient to cure diseases like cancer—is a whole new terrain in the pharmaceuticals industry. So, what’s it like to start and build a company in a brand new category? In this episode of Sales Talk for CEOs, Amy talks about what it takes to become a trailblazer in a new market, including the role of passion, storytelling, networking, and referrals. If you’re a CEO entering a new market (or innovating in an old one!), you’ll want to listen in. During the episode, Amy talks about how Vineti got its start with one customer who took a chance on the company because they shared the same passion and vision. Next, she explains the role of storytelling in acquiring additional customers and the importance of networking to build a pipeline. Finally, Amy and I discuss making complex sales more customer-focused and the customer success team’s role in growing trust and reference-ability. Listen to Amy’s advice and take some of her tips to become a trailblazer in your own industry! Highlights 2:28 Seeing the gaps in the medical market 7:52 How to sell a business in a new category 13:08 Forming powerful partnerships 18:21 Crafting a story that carries itself 25:40 Customer-focused complex sales 38:45 Increasing reference-ability 46:18 A continuous learning mindset Quote “It’s genuinely felt in the marketplace—that our team is committed, and we’re out there working day and night, united by this shared mission, culture, and values.” Connect with Amy DuRoss in the links below: Website: https://vineti.com/ LinkedIn: https://www.linkedin.com/in/amy-duross-695b743/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, March 22, 2022
Winning Hearts, Minds, and Clients Through Account-Based Marketing with Blake Williams
Account-based marketing is one of the hottest growth strategies right now (note: it's not new, just hot), with companies in all industries looking to create a personalized buying experience for targeted accounts. If you're a CEO who wants to unleash the power of account-based marketing in your own business, you'll want to listen to this episode of the Sales Talk for CEOs podcast. My guest, Blake Williams, is the founder and CEO of Ampfactor, an account-based marketing that teaches companies to do this, but all of his business has come from referrals. Find out how he grew sales and how he serves his customer. In our discussion, we talk about account-based marketing from two standpoints. First, you'll learn how account-based marketing can help you focus on specific prospective clients in order to build relationships that lead to a sale. Next, you'll discover how account-based marketing can help you expand opportunities with your current clients and increase your revenue potential. If you're interested in account-based marketing (or you're doing it but want to up your game!), then this episode is a must-listen. Check it out below! Highlights: 1:14 The importance of an account-based focus for complex sales 6:54 Leveraging relationships and referrals 11:25 Outbound marketing to build relationships 17:17 Growing your sales organization 25:04 Winning hearts and minds with account-based marketing 33:12 Are your salespeople developing coaches? 40:03 Call to CEOs: Challenge your thinking and align your strategies Quote “The goal is to win hearts and minds, get them to engage, and start creating targeted content.” Connect with Blake Williams in the links below: Website: https://ampfactor.com/ LinkedIn: https://www.linkedin.com/in/blakewilliamsmba/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, March 15, 2022
Casting the Vision for the Sales Team with Darren Dixon
Darren Dixon is the founder and CEO of Fyxify, a software platform for the home services industry that connects consumers and contractors. He describes Fyxify as "the most energy-efficient software in the world" because the company's vision is to address the problem of global warming by equipping homeowners and service providers with the information they need to handle home maintenance in an energy-efficient way. This vision permeates everything they do at Fyxify, from sales to hiring to customer experience. If you are a CEO who wants to build your company around a strong vision, you will want to tune into this Sales Talk for CEOs episode to learn about how Fyxify is standing out in this area, and how you can too. In this episode, Darren discusses the CEO's role in sales as being the person in charge of the company's vision. He explains how the CEO needs to communicate this vision clearly and consistently to the sales team and check their understanding by "inspecting what you expect" instead of assuming. Darren and I also discuss the importance of creating a reputation (online and offline) that reflects your vision and values, and we touch on how you can attract the right people to your business when your mission permeates the workplace too. This episode is for CEOs who want to get more strategic with their company vision and use it to drive sales, hiring, operations, and the customer experience. Listen in now! Highlights 0:50 The mission of Fyxify: addressing global warming 4:59 Understanding the target market 15:26 The CEO in the sales role 18:54 Taking charge of the vision 23:00 The importance of repetition 28:09 Everyone is watching…always 32:07 When vision and mission permeate the workplace 35:14 The marketing battlefront today: customer experience Quote "My job in sales transitions into a role in which I am making sure that the vision of our organization stays very, very clear to the people who are in charge of communicating it. That's the challenge that organizations have as they grow." Connect with Darren Dixon in the links below: Website: https://fyxify.pro/ LinkedIn: https://www.linkedin.com/in/darren-dixon-663b4511 You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, March 08, 2022
Teaching Your Sales Team to Have Authentic Conversations with Brent Keltner
Brent Keltner is the founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy. His upcoming book, The Revenue Acceleration Playbook , teaches CEOs and go-to-market teams the importance of having authentic conversations with potential buyers. In this episode of the Sales Talk for CEOs podcast, we dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate your business. The episode will leave CEOs contemplating what authentic conversations with their customers look like and how to build and train a sales team that can have these conversations. We cover all aspects of having authentic conversations with buyers during our discussion. You’ll learn how to find out if your team is currently having authentic conversations, how authentic conversations can lead to better discovery calls and more sales, and how to hire salespeople with an aptitude for having authentic conversations. If you’re looking to differentiate yourself from the competition, having authentic conversations is the way to do it. Listen in to learn more! Highlights 1:27 Authentic buyer conversations 9:50 Outbound and inbound marketing for lead generation 10:56 The importance of referrals (and how to get more!) 15:20 Better discovery calls: shifting from shallow discovery to value discovery 18:44 Hiring the right salespeople for authentic conversations 23:24 The importance of playbooks in marketing, prospecting, and selling 31:30 Saying goodbye to product pitching and traditional selling 33:51 Authenticity wins Quote “We talk about the work we do as building an authentic buyer journey and having authentic conversations, which means simply, don’t talk about your product until you know how it will make your customer more successful, and then talk about your product aligning to what their goals are for a better future.” Connect with Brent Keltner in the links below: Website: https://winalytics.com/ LinkedIn: https://www.linkedin.com/in/bkeltner/ The Revenue Acceleration Playbook: https://winalytics.com/our-book/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, March 01, 2022
What CEOs Need to Know About Voice of the Customer Research With Expert Tonya Bjurstrom
Voice of the customer research is more than just sending out a customer survey or asking for a review. It involves conducting strategic interviews, often handled by a third party, to get targeted insights for your business. Every CEO should be looking at voice of the customer research, which is why I invited expert Tonya Bjurstrom, founder of Dirby Group, a voice of the customer research company, to join me for this episode of Sales Talk for CEOs. In it, we discuss everything that CEOs need to know to get started with voice of the customer research. In this episode, you’ll learn what voice of the customer research is, its benefits, and how you can use the information for customer retention and growth. Tonya also shares examples that demonstrate the power of voice of the customer research—when you learn how it’s worked for other companies, you’ll want to try it in your business too. Finally, we discuss how to structure your interviews using KDIs, and how to know when it’s time to employ voice of the customer research in your business. This episode has everything CEOs need to know to get started with voice of the customer research. Dive in now! Highlights: 2:47 Customer listening: the missing element 6:45 Using voice of the customer research for retention and growth 7:16 Why you should use a third party to get voice of the customer data 11:00 The key benefit of voice of the customer research 13:29 Voice of the customer example 1: saving a big client 19:00 Voice of the customer example 2: avoiding a bad investment 27:22 Identifying KDIs – key desired insights 30:12 Knowing when to conduct voice of the customer research Quote: “Who better to help you understand why companies should buy your product than companies who bought your product?” Connect with Tonya Bjurstrom in the links below: Website: https://www.dirbysolutions.com/ LinkedIn: https://www.linkedin.com/in/tonyabjurstrom/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, February 15, 2022
Creating a Mission-Aligned Sales Team with Leeatt Rothschild
Leeatt Rothschild is the CEO of Packed with Purpose, a specialty corporate gifting company that sources from minority-owned companies with superior products that make a social impact. Social mission affects everything at Packed with Purpose—from how they market and package products to the people they hire. In fact, Leeatt has worked hard to build a mission-aligned sales team, which has greatly contributed to the company's success. The truth is, every CEO needs to think about creating a mission-aligned sales team. That's why you'll want to listen to this episode of Sales Talk for CEOs to learn how Leeatt does it. In this episode, you'll learn how Leeatt has taken the value of 'social mission' and woven it into every aspect of sales and marketing in her company. We discuss finding mission-aligned sales team members and why this is so important for growing your business and reaching sales goals. We also talk about the art of active listening and how you can use the words and stories of customers to improve every area of your marketing, including your website, emails, sales scripts, and brochures. Whatever your specific company values are, this episode will give you ideas on how you can weave them into your sales and marketing too. Listen in now! Highlights 1:28 Finding a unique place in the market 8:04 Becoming obsessed with an idea 13:00 "If I don't take this idea to market, someone else will." 19:50 Seeing sales as helping 28:43 The scrappiest market research: listening to your customers 34:44 Hiring people that are mission-aligned 40:45 Making it easier to be your customer (and harder to be your competitor) Quote "As the CEO, I need to be at the 10,000 foot view, but I also need to get on the ground because on the ground is where you get all the insights.” Connect with Leeatt Rothschild in the links below: Website: https://packedwithpurpose.gifts/ LinkedIn: https://www.linkedin.com/in/leeatt-pwp/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, February 01, 2022
Owning Your Role as Sales Leader with Torrance Hart
Torrance Hart is CEO of Teak and Twine, a corporate gifting company that works with sales, marketing, and HR teams to use strategic gifting to accomplish goals. Once Torrance embraced her role as sales leader, there was no turning back. She now loves her work leading sales and credits her involvement in the sales process as one of the primary reasons for the rapid growth of Teak and Twine. Her story is a great example of what owning your role as sales leader can do for your business! In this episode, you’ll learn a little about Torrance’s company and how you might use strategic gifting to achieve your own business goals. You’ll also find out how Torrance leads her sales team by focusing on ‘worktopia’ and collaboration. In addition, we discuss our favorite sales and entrepreneur-based podcasts and some hot business topics like EOS and account-based marketing. Listen in now! Highlights 1:05 Strategic gifting for sales, marketing, and HR 7:07 Virtual gifting to build engagement 12:35 A big project inspires a big pivot 17:02 An important realization 25:00 Creating “worktopia” 28:08 Maintaining a collaborative atmosphere 32:17 EOS and finding an ‘integrator’ 38:08 Account-based marketing Quote “What keeps me motivated is bringing a fresh perspective and new ideas to the team each day." Connect with Torrance Hart in the links below: Website: https://www.teakandtwine.com/ LinkedIn: https://www.linkedin.com/in/torrance-hart-7a1764188/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, January 25, 2022
Solving Startup Problems with Craig Zingerline
The startup industry is littered with failed businesses that didn’t reach the five-year mark. It’s a shame because there are a lot of great products, ideas, and services out there that never make it because these early-stage startups don’t get the help that they need. That’s why I’m excited to welcome my guest for this episode of Sales Talk for CEOs: Craig Zingerline, CEO and founder of Growth University. Growth University delivers on-demand training programs geared toward early-stage startups to give them the information they need to make better decisions and grow their startups faster. In this interview, Craig shares advice for some of the common problems that startups face, such as choosing the wrong marketing channels and not understanding potential buyers. He also discusses some of the success strategies that Growth University uses, including details about their customer acquisition strategies and how he protects his time by disqualifying potential buyers who aren’t a good fit. If you are a startup CEO, this is a must-listen episode! Highlights 2:04 Helping startups succeed 9:54 Choosing the wrong marketing channel 12:23 Not understanding your potential buyers 16:10 Gathering data through curious conversations 27:07 Refining your product from beta-version feedback 34:34 Four customer acquisition strategies 42:23 The importance of qualifying the potential buyer 45:34 Disqualification how-tos Quote “Every founder needs to get the tooling in place so they can understand where each customer is coming into the buying process. The key is to know where your business is coming from. Which lead source is producing the best results.” Connect with Craig Zingerline in the links below: Website: https://growthuniversity.io/ LinkedIn: https://www.linkedin.com/in/craigzingerline/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, January 11, 2022
The 3 Stages of Business Growth with Orrin Broberg
According to Orrin, the three stages of business growth are as follows: Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself. Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors. Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader. Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone. Highlights 10:20 – Building relationships to land big customers 14:14 – The 3 stages of business growth 18:32 – Stage 1: The scrappy entrepreneur 23:43 – Stage 2: Learning to delegate 31:24 – Setting yourself up for success in Stage 3 35:52 – How to know you’ve made it to Stage 3 38:22 – What’s coming in the future Quote “When you have a well functioning team it frees leadership to focus on the vision and where the business is going.” Connect with Orrin Broberg in the links below: Website: https://www.gomodus.com/ LinkedIn: https://www.linkedin.com/in/obroberg/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
S1 E20 · Tue, January 04, 2022
The 3 Stages of Business Growth with Orrin Broberg
The Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s important that you, as CEO, embrace that. The way you run sales, the type of salespeople you need, and your role in the sales organization will shift as you reach higher levels of success. This podcast will give you deeper insight into the stages of business growth, so you understand where you are and where you are headed. My guest for this podcast is Orrin Broberg, CEO and co-founder of Modus, a sales enablement platform that helps salespeople be more successful by applying technology and working closer with marketing. Under Orrin’s leadership, the business has skyrocketed since it’s start in 2013. In our discussion, Orrin outlines the three stages of business growth that he has experienced in Modus, and shares tips that will help fellow CEOs in every stage of the game. According to Orrin, the three stages of business growth are as follows: Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself. Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors. Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader. Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone. Highlights 10:20 – Building relationships to land big customers 14:14 – The 3 stages of business growth 18:32 – Stage 1: The scrappy entrepreneur 23:43 – Stage 2: Learning to delegate 31:24 – Setting yourself up for success in Stage 3 35:52 – How to know you’ve made it to Stage 3 38:22 – What’s coming in the future Quote “What a well-functioning team on the inside does is it allows leadership to look outside to see where we’re going and the vision.” Connect with Orrin Broberg in the links below: Website: https://www.gomodus.com/ LinkedIn: https://www.linkedin.com/in/obroberg/ You can learn more about and connect with Alice Heiman in the links below: Website: htt
Tue, December 07, 2021
Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
Connection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in . You have to create marketing that is music to your buyer’s ears. In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live radio DJ, Kate is now the CEO of Lately, a software that uses artificial intelligence to learn the voice of brands and create writing models based on the words, key phrases, and sentence structure that will get the highest engagement. Kate has used Lately technology to get a 98 percent sales conversion rate with the company’s organic messages, and she is sharing tips for creating marketing that connects to customers in this podcast episode. As Kate explains, the problem with a lot of marketing is that marketers are trying to find ‘the right words that sell.’ “The objective isn’t actually a sale,” says Kate. “The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.” In this interview, Kate discusses the importance of making a connection as you start conversations with potential customers via marketing. Using the neuroscience of music, she explains how marketing messages should be crafted to offer familiar ‘touch points’ that cue nostalgia, memory, and emotion. This, in turn, builds trust, which is the basis for customer acquisition and loyalty. Sound interesting? Then listen in to learn how you too can create marketing that is music to your buyer’s ears. Highlights 2:37 The rollercoaster of the CEO 8:27 Getting specific about your ideal customer 17:58 Why the objective of your marketing isn’t a sale 21:17 Believing in yourself (and not the naysayers) 28:26 Creating two-way street marketing 30:33 Making music to your buyer’s ears 39:00 Creating a seller-free experience Quote “The objective isn’t actually a sale. The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.” Connect with Kate Bradley Chernis in the links below: Website: https://www.lately.ai/ LinkedIn: https://www.linkedin.com/in/katebradley/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, November 30, 2021
Aligning Your Go-to-Market Team with Pouyan Salehi
Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in the latest Sales Talk for CEOs podcast. My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model where—on the one hand—the end-users of the software (sales reps) are not the buyers, but—on the other hand—the end-user experience is instrumental in getting sales conversations with decision-makers at large companies. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it. As Pouyan explains, aligning your go-to-market team has nothing to do with tools and processes. Instead, you have to start with mindset , prioritizing ‘delight’ and ‘experience.’ “We’re a software company, and we build a product, and people buy the product. But that’s just one component,” says Pouyan. “What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.” This mindset drives sales and customer experience at Scratchpad and has brought the entire go-to-market team together into one cohesive unit. Although Scratchpad is only two years old, the company has established a base of raving fans that any CEO would envy! Listen in to hear how Pouyan has done it, so you can apply the strategies to your business too. Highlights 2:25 Designing a space for sales team efficiency 7:24 Understanding diversity in sales reps 9:26 Balancing structure and individual flexibility 13:45 Selling your idea and testing your value proposition 20:25 Designing a complex go-to-market motion 29:40 Building a fully aligned go-to-market team 35:19 Creating raving fans Quote “What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.” Connect with Pouyan Salehi in the links below: Website: https://scratchpad.com/ LinkedIn: https://www.linkedin.com/in/pouyansalehi You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, November 23, 2021
Building Relationships to Grow Your Business with Amir Reiter
If there is one thing to take away from this episode of Sales Talk for CEOs, it’s that CEOs should be making connections. If you’re not reaching out to customers, employees, peers, and mentors, you are missing out on opportunities to learn and grow. I understand that this doesn’t come naturally for everyone, but when you hear about the benefits of networking, evangelizing, and building relationships in today’s interview, I know you’ll be motivated to make it a priority. This episode features Amir Reiter, CEO of CloudTask, a B2B Lead Generation company helping SaaS companies drive revenue growth through teams of sales development professionals. Amir has spent his career focusing on relationships, and it is these relationships with customers, employees, mentors, and peers that have helped him build the company to what it is today. In the interview, Amir shares many stories about how he has used networking, evangelizing, and relationship-building to grow his company, including stories about: How he initially built the company by creating a network of people who believed in him and the product—and that network became the voice of awareness for others. How he hires as few employees as possible but really takes employees under his wing to develop their confidence and help them feel like part of the team. How he actively seeks out relationships with other business owners to learn from their mistakes, and how recent advice caused an important shift in his business model. How he prioritizes evangelizing for the company by strategically using social media and finding networking opportunities. Amir Reiter has built CloudTask out of (in his words) persistence and trial and error. Every step of the way, he reaches out to others and observes the world around him to make better decisions. His story is sure to motivate you to do the same, so you, too, can strategically build relationships to grow your business. Highlights: 3:45 Following your passions 8:35 Using networking to get to the next level 11:04 Defining your success as customer (and employee) success 14:50 Confronting your limiting beliefs 21:38 The role of CEO as evangelizer 24:49 An important lesson: less is more 33:10 Building team culture Quote: "As the CEO, one of the most important things I can do to increase sales is build strong relationships with my team, our customers, and others who play a role in our success." Connect with Amir Reiter in the links below: Website: https://www.cloudtask.com/ LinkedIn: https://linkedin.com/in/amirreiter/ You can learn more about and connect with Alice Heiman in the links below: Website: <a href='https://
Tue, November 16, 2021
Finding the Right Sales Leader for Your Company with Elay Cohen
Hiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. By hiring the right sales leader for your company, you’ll be able to build the kind of sales organization that really supports your business, and that allows you, as CEO, to take on the role of strategist, evangelist, and thought leader. The perfect guest for this topic is Elay Cohen, CEO and co-founder of SalesHood, a sales enablement platform. The role Elay has taken in sales is the role I hope all CEOs can get to. But there were some bumps along the road to getting there, which is why Elay is openly sharing some of the lessons he learned while trying to find the right sales leader, so you can avoid the same mistakes. During this interview, Elay takes us on his own journey to find the perfect sales leadership for SalesHood. He recounts the missteps along the way, including his first hire, who looked great on paper but wasn’t a good fit for the company, and his second hire that failed because of a misunderstanding related to job title and role. You’ll also learn how Elay landed his current co-leaders in sales who are exceeding sales goals and gearing the company up for amazing growth in 2022. By finding the right sales leaders for his company, Elay is able to take the role of chief strategist, visionary, and evangelist of his business. Of course, getting to this place in your career is only possible when you find the right people to lead your sales team. The information in this podcast is sure to ease the process! Highlights 8:18 The importance of your first customers 13:00 When to hire a sales leader 20:51 The journey to find the right sales leader 24:14 A lesson on title inflation 27:45 When to consider your top sales rep as head of sales 30:36 The CEO’s role in sales after finding a sales leader 36:00 A red flag when interviewing sales leaders 39:48 Final takeaway on hiring your first sales manager Quote “Recruitment and finding the right people has been the hardest thing. I never would have thought. I would have thought building the company, getting customers, innovating… No. The hardest thing in the last eight years has been finding the right people for the company.” Connect with Elay Cohen in the links below: Website: https://saleshood.com/ LinkedIn: https://www.linkedin.com/in/elaycohen You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: <a href='https://www.linkedin.c
Tue, November 09, 2021
Growth Strategies for Hiring and Organizing Your Sales Team with Jacco van der Kooij
As an entrepreneur, when you first launch your company, you often start out doing most of the work yourself. However, at a certain point, it’s time to hire a team so you can focus on the higher-level work required of a CEO and grow your business. But who should you hire first? When should you bring on a sales team? What hiring strategies can help you find the best talent? How should you organize your team for top performance and growth? All these questions (and more!) are answered in my latest Sales Talk for CEOs podcast. This episode features Jacco van der Kooij, Founder of Winning by Design, a global B2B revenue consulting and training company founded in 2012. In this interview, Jacco takes us back to those early days when he was running the company by himself, through his years as CEO, and up until today when he has passed the CEO baton on to someone else and stepped back into the role of Founder of the multi-million-dollar international company. In this interview, you will learn why Jacco suggests not to hire your sales team first (and who you should hire instead!). He also shares two hiring strategies his company uses to make it easier to find the best candidate for your position (and quickly eliminate those who won’t make the cut!). Finally, you will find out about the intriguing way he groups his team members into customer-focused pods to enable them to become powerhouses for customer service. At the heart of it, this episode is all about growth and how your hiring and team organization can set your business up for success. Listen in, and you are sure to get amazing insight to grow your company too. Highlights: 3:22 Growth via recurring revenue 8:10 Why you shouldn’t hire for sales early 15:37 Two unique elements to include in your hiring process 17:14: Taking a multi-dimensional approach to growth 21:50 Organizing your team: units instead of individuals 27:25 The evolving role of CEO in sales 31:05 When it’s time to step back 35:35 Marketing: entering the realm of science “Selling is not what the customer wants. What the customer is involved in is buying. Instead of selling to them, which is against their nature, help them to buy, which is human nature from the get-go.” Connect with Jacco van der Kooij in the links below: Website: https://winningbydesign.com/ LinkedIn: https://www.linkedin.com/in/jaccovanderkooij You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/ </
Tue, November 02, 2021
Building a Customer-Focused Sales Strategy with Erik Frank
The companies that are succeeding today are the ones that are looking at themselves from their customers’ perspective. How do your customers see your business? Do they understand your products and services? How do they want to buy from you? Whether you have been in business for five years or 100, your customers’ perspective will always play a pivotal role in the success (or failure) of your business. So, are you listening to their valuable feedback? No matter how old your business is, you must constantly change and adapt to what your customers are telling you. That’s the subject of my latest Sales Talk for CEOs podcast, where Erik Frank - CEO and President of Tristate Amature and Electrical Works - shares the details on the major overhauls that are happening in his 101-year-old business. Erik is completely rebuilding his marketing and sales strategy from the ground up – all based on what they are learning from their customers. Erik’s strategy includes gathering extra insight into the customer experience through conversations with customers, a newly launched customer survey, and continued customer outreach. The strategy also involves changing up the sales team, including better training for customer service representatives, hiring more sales staff, and finding that crucial new hire for VP of sales. This episode is a must-listen if you feel that your sales strategy isn’t quite hitting the mark with your customers. Whether you’re just starting your business or have been at it for decades, there is ALWAYS room to make your marketing and sales more customer-centric. Highlights 3:10 Bringing sales experience into the role of CEO 8:35 Customer-focused rebranding 11:25 Why train your customer service team in sales 15:18 Using customer surveys to gather data 17:31 The importance of sales leadership 21:00 The CEO’s role in sales: selling the vision of the company 23:00 Growing your sales team to accommodate customers’ needs in the future Quote “Today, the companies that are succeeding are looking at themselves from their customer’s perspective and the way their customer wants to buy from them versus the way they have been selling to them for sometimes 30 or 100 years.” Connect with Erik Frank in the links below: Website: https://tristatearmature.com/ LinkedIn: https://www.linkedin.com/in/ebfrank/ You can learn more about and connect with Alice Heiman in the links below: Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, October 26, 2021
Integrating Sales and Marketing to Better Serve Customers with Bronwyn Allen
HIGHLIGHTS 1:20 Changes to hiring during the pandemic 8:25 Growth of sales operations during the pandemic 11:25 How to integrate roles on your team to serve customers better 14:10 The CEO’s unique role in sales 18:38 Balancing a CEO’s many responsibilities 22:40 Switching your sales strategy when inbound calls increase 25:07 Growth opportunities on the horizon “The customer wants it to be seamless. They don’t want to have your services coming from 15 different directions and different messages. They know what they want, and they want it to be seamless. They don’t really care what happens behind the scenes. They just want good results, a good outcome.” Connect with Bronwyn Allen in the links below: Website: http://www.highprofilestaffing.com/ LinkedIn: https://www.linkedin.com/in/bronwynallen/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, October 19, 2021
3 Mindsets Every CEO Must Develop in Their Business with Maria Nordstrom
HIGHLIGHTS 3:19 The journey to becoming the CEO of basketball 8:24 Knowing CEO skills, playing the sport and understanding the fans 10:57 Finding solutions for the first challenges you have to face as a CEO 19:10 Holding each member and each department of the organization responsible for revenue and the customer’s experience 27:35 The CEO as the spearhead and pivot of the organization 30:35 Keeping sports stakeholders engaged during the pandemic through innovative thinking QUOTES 3:25 “If I wrote down a piece of advice to myself: specializing in a particular area is helpful as you move through.” 9:23 “You need to be authentic. In anything, authenticity is key. Because people buy from people at the end of the day. If you have strong knowledge of your product, your services, and you understand your customer, you obviously are going to be more successful.” 20:28 "If we don't collaborate, the customer may choose to work with somebody that's easier to deal with than our organization. Simplifying that for all the people and strategically working more... systems on actually putting the customer on the center... and everybody in that value chain have responsibility for the customer" 35:05 “That innovative thinking and people putting themselves and making themselves available has been the beauty of what this pandemic has brought about in a number of different areas” Connect with Maria Nordstrom in the links below. LinkedIn: https://www.linkedin.com/in/maria-nordstrom-89b71a8 Website: https://www.bnsw.com.au/ Twitter: https://twitter.com/marianordstrom3 You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Wed, October 13, 2021
Interviewing for Creativity with Kris Rudeegraap
HIGHLIGHTS 2:50 How Sendoso started - finding creative ways to connect with people 5:20 Interviewing for creativity 15:10 Building a strong company culture 20:20 Adapting to modern sales 24:58 Following up with customers 27:41 Why stay with named accounts? QUOTES 4:57 “Creative thinking is one of those soft skills that are underutilized and undervalued… add creativity or if you want to be more creative that’ll be a skillset that will stand out” 5:32 “I think creativity is something that all you CEOs out there - make sure that your sales leaders are interviewing for creativity” 15:57 “I’m really trying to create a culture where it’s a ‘one team, one dream’ and the CEO is not too cool for school, he’s in the trenches working with everyone else.” 24:25 “People should not just disappear from a customers life, they should be around and the customer knows they're available and a part of a team that's helping lift everybody up.” 26:51 “Any day can be ‘we love our customers day’” Connect with Kris Rudeegraap in the links below: LinkedIn: https://www.linkedin.com/in/rudeegraap/ Website: http://www.rudeegraap.com/ Twitter: https://twitter.com/rudeegraap You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, October 05, 2021
Entrepreneurial Enthusiasm with Chris Cabrera
HIGHLIGHTS 1:20 What exactly is Xactly and who are their ideal customers? 7:00 Sales journey to CEO 11:55 Entrepreneurial enthusiasm 26:42 Sales organization’s evolution after 16 years 30:10 The balance of having partners and direct sellers 38:20 From private company to public, then to private and going back to being public QUOTES 11:30 “So many things could go differently, so many startups fail for so many different reasons - but that never entered my mind. Looking back, I didn’t understand that - but at the time the idea of it not working was never ever in the realm of possibility” 11:55 “I call that entrepreneurial enthusiasm, if you didn’t have it - you won’t make it. You have to believe, you can’t even look back and think that it’s not gonna work - that’s not the way we think as entrepreneurs” 24:24 “CEOs can really be the chief evangelist for their company and it makes a huge difference. It’s more about that networking and developing and drawing people to you because they see you and they see “oh, this CEO isn’t afraid to be out there, is available we can talk to him” Connect with Chris Cabrera in the link below. Website: https://www.xactlycorp.com/ LinkedIN: https://www.linkedin.com/in/christophercabrera/ Twitter: https://twitter.com/cabrera You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, September 28, 2021
Benefits of Hiring a Sales Leader with Gary Goerke
HIGHLIGHTS 3:30 Before Clarity Voice: how Gary had started as tech support and then trained in sales 6:08 The CEO being the first salesperson of the company 15:13 Realizing the need for a sales leader 20:18 When the CEO manages his own sales team 26:46 Technology doesn’t solve all problems 30:01 The richness of business QUOTES 3:30 “With any entrepreneur, when they look back to when they started the company and what led up to it, there were many things that happened that built them to where they are ready to move on to an opportunity.” 5:48 “If I could hit moderate success in pitching non-sales people to pay for the privilege of joining a direct-selling organization, it should be a breeze to talk to small businesses about having better phone communications” 14:40 “It took me some time to really get through my thick skull that hiring superstars wasn’t gonna work.” 15:10 “I was resistant to hiring a sales leader because I couldn’t see or justify such a large expense for someone who wasn’t a direct producer. Huge mistake, that mistake probably caused me millions of dollars over the last ten years” 22:20 “I had to make the real decision: ‘do I wanna be small and in control of everything or do I wanna grow?’ And that was my choice…you really have to ask yourself ‘do you have to grow?’” 30:01 “The richness of business is the journey getting there. Some of it is in the struggle and in figuring things out. But it’s also in enjoying the successes, recognizing the achievements and liking what you’re doing and whom you’re doing it with - both your team and your customers.” Connect with Gary Goerke in the links below: LinkedIn: https://www.linkedin.com/in/gary-goerke-cfe-4611424/ Website: www.clarityvoice.com Facebook: https://www.facebook.com/ClarityVoice1/ Twitter: https://twitter.com/ClarityVoice1 You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, September 21, 2021
Building and Maintaining Partnerships with Jamie Crosbie
HIGHLIGHTS 2:18 How and why Jamie started Proactivate 8:45 Recognizing when to hire people 12:39 Strategically building and maintaining partnerships 16:00 Partnerships versus cold-calling 19:23 Mindsets that are helpful for serving clients and growing your business - mindset versus skillset QUOTES 5:26 “It was me selling, for sure, in the beginning and doing a lot of it. In the first week I got 25 appointments” 9:26 “Adding a salesperson would be worth a million dollars in revenue to my company… I hired some sales team member and then took them through a very specific sales bootcamp because I knew that they would be the lifeblood of my company” 11:10 These client relationships and referral partner relationships, they’ve been really key. A lot of them have been great friends and partners in business. I work really hard in just maintaining that and growing some of those strategic relationships. 15:34 “If you’re thinking, ‘how can I find some partners?’ Jamie has just laid it out for you: think about who else sells to the same audience that you sell to, what would be important to them in having a partner and how you would build that. Start with one and see how it goes. Be strategic about it and pick up a few more.” 20:55 “80% of our success is based on mindset and yet we spend all this time interviewing people based on skillset and training people based on skill set.” Connect with Jamie Crosbie in the links below: LinkedIn: https://www.linkedin.com/in/jamiecrosbie/ Website: https://www.proactivate.net/ | http://www.jamiecrosbie.com/ Facebook: https://www.facebook.com/www.proactivate.net/ Instagram: https://www.instagram.com/proactivate/ Twitter: https://twitter.com/jmcrosbie YouTube: https://www.youtube.com/channel/UC39bcl4OzWzBBJE-Wbw5Lfg/videos You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Tue, September 14, 2021
The Importance of Understanding Sales with Steve Benson
HIGHLIGHTS [3:06] Being a business owner with a sales background [6:59] Getting people onboard in your company - what you can do as CEO [10:50] Building the sales organization in your company [20:41] Supporting sales and the CEO's growing role [25:51] Making your customer feel important, secure and happy [31:00] Hiring outside help to communicate more freely in the office QUOTES [6:30] “It's really useful to have a sales background starting a company, at first you are not just selling a product, you're selling for people to join a company” [7:00] "If you're a CEO you better be good at sales and telling your stories if you want others to come to your company right now" [12:56] "You do need to have experience with hiring sales people and it's definitely a skill" [20:43] "If I keep my toe on the water too much, it hurts the company from a sales perspective because I'm spread too thin… you see this a lot in companies, whatever the CEO is really great at is what their company is weak at" [24:46] "Talking to your sales people is a great way to keep your fingers on the pulse of the business" Connect with Steve Benson in the link below: Website: https://www.badgermapping.com/ LinkedIn: https://www.linkedin.com/in/stevenbenson/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Thu, September 09, 2021
Strong Contributors to Sales Success with Jon Ferrara
HIGHLIGHTS 2:00 From Goldmine to Nimble, Jon’s entrepreneurial journey 8:20 Be present for your family's growth. Don't let your career get in the way of being with your loved ones. 18:17 The secret sauce to making connections and closing sales - listening more and being human 29:24 Integrating more and more communication systems into Nimble 33:04 Making it easy for the buyer to buy from you QUOTES 2:02 “It really starts with our first company that I co-founded called GoldMine. I started that company out of a personal need, I struggled as a sales person.” 8:20 “I came to the conclusion that I’m on this planet to grow my soul and the best way to grow my soul is to be present with people who love me and help them grow. So I decided to dedicate that time to being a present father, husband, and member of my community” 15:55 If you share content… those influencers will start conversations with you and you have to reel them in to do one on one face to face” 16:10 "You don't want to start talking about yourself and your products. What you want to do is prepare for the meeting, learn about them... ask some questions and shut the F up and listen... " 23:10 “You just have to be thoughtful, share what you believe in, interact with the people that you want to interact with you then it starts to work.” “You have to be human…” 34:14 “I encourage every CEO listening today to go be their own customer, to go try to buy from their own company… pretend you’re your own customer and evaluate yourself from that perspective… many of you will be shocked.” Connect with Jon Ferrara: Twitter: https://twitter.com/Jon_Ferrara Website: http://www.nimble.com/ Blog: www.nimble.com/blog LinkedIn: https://www.linkedin.com/in/jonvferrara You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Sat, July 31, 2021
Directing Sales Profitability with Transparency with Ganesh Shankar
HIGHLIGHTS 01:46 Starting RFPIO and helping companies respond to RFPs more efficiently 10:07 Ganesh's sales experience was a natural progression to CEO 14:01 Trial and error: Changing company goals to figure out behavior 19:21 Celebrate sales milestones and recognize the efforts of every team member 23:15 Filling the organization structure with the right people at the stages 31:45 Future forecast for RFPIO and success with an onboarding specialist 38:46 Sales tips for fellow CEOs QUOTES 08:27 "We realized salespeople never logged into those system. They have accounts already working on. They don't want to log in. So go with cheaper solution." 14:26 "Compensation drives behavior. The second one is, time kills deals. Two things it is always in my mind. When we started scaling, we as an organization were looking at what is that year 1, what is the behavior that we want?" 19:34 "We as a company celebrated every small milestone the sales team brought in. Everybody from top to bottom, even an intern who's on the engineering team was made part of the sales team." 25:21 "My entire sales team knows it will change. Either the quotas will change, the territories will change, the industries will change, but not in between." 39:07 "Make sure you're not creating a conflicting competition plan. Make it clean and simple, easy for sales team to understand, and go after it. It'll make your life so much easier." Connect with Ganesh Shankar in the link below. LinkedIn: https://www.linkedin.com/in/ganeshshankarcr/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Sat, July 31, 2021
Reimagining How Salespeople Sell with Melanie Fellay
HIGHLIGHTS 01:47 Innovating the training process with Spekit 10:44 Melanie's background in supporting sales and overcoming self-limiting beliefs 18:39 Learning how to sell a product and being deliberate with hiring a sales team 26:55 Having a clear company vision and hiring the first head of sales 37:30 Creating an online presence to evangelize and attract clients 40:34 Building up the sales team and adapting to changing buyer behaviors 48:32 Sales advice for fellow CEOs QUOTES 09:16 "How do we reimagine the way that employees learn at work? And how we make that easier, more personalized, more data-driven experience for them." 21:52 "I deeply, deeply, deeply believe that if you want to solve the problem better than anyone else, you need to understand the problem better than anyone else." 25:28 "I'd just be intentional about hiring your first head of sales because they're going to shape your culture, your sales culture, but at the end of the day your sales team shapes the culture of your company." 32:05 "For me to excel at my role, I need to grow personally to a level that's faster than the growth of the company and that's hard when you're on hyper growth mode. But learning how to be an effective sales manager is probably not the best use of my time." 50:06 "I think it's really important to get super, super clear on the psychology and characteristics or whatever you want to call it of your buyer so that you can map out the kinds of sellers that I think are going to be the most successful." Connect with Melanie Fellay in the link below. Website: https://spekit.com/ LinkedIn: https://www.linkedin.com/in/melaniefellay/ You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Sat, July 31, 2021
Finding Success by Building a Remote Sales Team With Mario Martinez, Jr.
HIGHLIGHTS 02:11 Mario's accidental entry into sales and realizing that sales is the art of helping 09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales 21:26 Scale your business with remote sellers 29:56 CEOs must oversee sales teams and ensure company values are preserved 34:15 Future forecast for Vengresso and technology QUOTES 08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. That's as easy as it is and if we understand that, then we can explode our sales." 19:02 "As a CEO of any size company, small or large, you will always be selling. You're always going to be selling no matter what." 25:25 "I could hire somebody with an amazing great income out of Colombia for a couple thousand dollars a month, they live like kings as a result of that type of salary, and I save 40,000 dollars a year." 33:19 "It is no different than if you think of a salesperson. That evolution, instead of it happening over 21 years with a child, it really happens over the course of 2 years with a salesperson." 36:37 "So that is critical to a salesperson and a CEO is making sure that you've got the skill mapped to the technology." Connect with Mario Martinez Jr. and Vengresso in the links below. LinkedIn: https://www.linkedin.com/in/mthreejr/ Remote Selling Made Simple: 5 Practical Tips for a Successful Organization : https://vengreso.com/blog/what-is-remote-selling FlyMSG: https://vengreso.com/flymsg You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Sat, July 31, 2021
Finding Success by Building a Remote Sales Team With Mario Martinez, Jr.
HIGHLIGHTS 02:11 Mario's accidental entry into sales and realizing that sales is the art of helping 09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales 21:26 Scale your business with remote sellers 29:56 CEOs must oversee sales teams and ensure company values are preserved 34:15 Future forecast for Vengresso and technology QUOTES 08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. That's as easy as it is and if we understand that, then we can explode our sales." 19:02 "As a CEO of any size company, small or large, you will always be selling. You're always going to be selling no matter what." 25:25 "I could hire somebody with an amazing great income out of Colombia for a couple thousand dollars a month, they live like kings as a result of that type of salary, and I save 40,000 dollars a year." 33:19 "It is no different than if you think of a salesperson. That evolution, instead of it happening over 21 years with a child, it really happens over the course of 2 years with a salesperson." 36:37 "So that is critical to a salesperson and a CEO is making sure that you've got the skill mapped to the technology." Connect with Mario Martinez Jr. and Vengresso in the links below. LinkedIn: https://www.linkedin.com/in/mthreejr/ Remote Selling Made Simple: 5 Practical Tips for a Successful Organization : https://vengreso.com/blog/what-is-remote-selling FlyMSG: https://vengreso.com/flymsg You can learn more about and connect with Alice Heiman in the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Fri, July 30, 2021
Fostering Collaboration Between Channels with Julie Thomas
HIGHLIGHTS 01:27 Julie as an "accidental entrepreneur" and rebuilding the structure of ValueSelling 09:37 Challenges with recruiting passionate people and translating languages 14:18 Figuring out the ideal profile for ValueSelling's independent contractors 18:37 Company culture has a direct effect on a channel's effectiveness 21:18 Strengths and obstacles: Collaboration and adapting to change and technology 29:53 Hiring direct sellers alongside independent contractors 35:53 Future forecast: Adaptability is the number one skill 40:11 Advice for CEOs to get more involved with sales QUOTES 11:37 "We also then put in place some incentives for my existing channel to go clone themselves and go find people that would help. So that became some of my recruiting arm." 22:22 "As we've grown in scale, some of the processes that worked when we were a company of 10 or 12, no longer work when you're 60, 70, 80 people, right? So we've had to change some business processes. Everything today is technology-enabled." 26:37 "It doesn't matter what you're going to do. You should learn accounting, you should learn finance. because every business needs that. And every business decision, you need to understand the language and finance." 35:16 "They have got such a fertile referral network that all they have to do is nurture and maintain and invest in that network, and the business is coming to them. We're going to tap into that in any way, shape, or form." 41:23 "When we flip what we think selling is from pushing to creating that pull with people, where they're leaning in, tell me more, I want to learn more, I think you can help me. That's where I think CEOs can add the most value." Connect and learn more about Julie Thomas in the links below. LinkedIn: https://www.linkedin.com/in/julieathomas/ You can learn more about Alice Heiman by visiting the links below. Website: https://AliceHeiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman/
Fri, July 16, 2021
Get to Know Your Host
On this inaugural episode of Sales Talk for CEOs, guest host Park Howell interviews Alice Heiman to get the backstory of her career and how this podcast came to be. More about Alice Heiman website: https://AliceHeiman.com Follow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/ More about Park Howell website: https://businessofstory.com/ Follow Park on LinkedIn: https://www.linkedin.com/in/parkhowell/
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