Sales Strategies for CEOs with Alice Heiman

If you're making your customers wait: why? Alice Heiman tells the secret to having an unfair advantage when you sell. 🤫 View Full Episode here: https://lnkd.in/gj5PaHzP On our podcast Thought Leadrs, we talk with experts in their fields about best practices. Through Sales Strategies for CEOs with Alice Heiman, Alice specializes in guiding CEOs and sales teams to navigate complex B2B sales environments. #salesstraining #salestips #ceo

"You don’t need to struggle 😖 with your team. It’s not good for you, it’s not good for them, and it isn’t good for the rest of the company.” Many CEOs are frustrated because their teams just aren’t cutting it. They’re trying to turn B-players into A-players, or worse, expecting people to excel in areas they’re just not suited for. This needs to stop! 🚫 💡 Imagine this, everyone of your direct reports is an A-player. They get you, get your vision, and are 100% on board to make your company grow. Sit with that thought for a second. Breathe it in. A team of A-players who are delightful to work with and excel in their roles. How different would your world be? 🌟 Here’s what you need to do: 🙃 Stop Struggling Recognize that there are people who will help you. They may be all around you and you need to ask or they may not and you'll need to find them. Don’t need to tolerate mediocrity. 💪Know Your Strengths and Weaknesses You, as the CEO, need to clearly know what you’re good at and what you’re not. Spend your time doing what you do best and delegate the rest. ✨Empower Your Team Ensure each of your direct reports understands their strengths and superpowers. Stop asking them to do things they’re not good at. It’s frustrating for everyone and hinders your company’s growth. Empower them to do the things you know they can do successfully and then celebrate success. 🏗 Create the Right Structure Evaluate your current structure. Are the right people in the right seats? Do you need to move some players 👥 around or bring in new talent? 💡 Foster Innovation You need conflict to innovate. Conflict is healthy. Encourage discussions and new ideas, but do it in a way that preserves everyone’s dignity and allows for productive ❤️ conflict that leads to innovation. It all comes back to you as the CEO. To grow and thrive in any market, you need a team that supports you and believes in your vision. 🌍📈 What will you do today to ensure you have a team of A-players? 🤔💡 If you’re struggling, frustrated, or just want to improve, listen to this episode. 🎧⬆️ See the comments to listen or find me on your favorite podcast app. Then 📞 call me . It’s time to make the changes that will help your company soar. #SalesTalkforCEOs #CEOInsights #CEOsRoleInSales

⏮️ In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build Mailshake a tool that turned into a successful company. 📩 This week on Sales Talk for CEOs, Alice Heiman chats with Sujan about his journey from marketing to sales, the pivotal moments that fueled growth, and the power of product-led strategies. Sujan's story of transforming a problem into a thriving, bootstrapped company is a must-listen for every CEO. 🎧 Listen now and discover the true strategies behind Mailshake’s success. ✨ #SalesTalkForCEOs #Mailshake #SalesStrategies #BusinessGrowth #ProductLedGrowth

It's easy to get overwhelmed by the bad problems that drain our energy because we wrestle with them in all of their complexity. Today’s guest, Pleasant Middelhof, shares how to simplify complexity by exploding the view – especially in sales. One of her inspirations was her six-year-old nephew, who is a huge fan of Legos, assembling a 10,296-piece Titanic set in just seven days by exploding the project to its component parts. Learn how you can do the same thing to simplify your complex sales for both you and your customers. Tune in: https://bit.ly/4eNO0wm

"You don’t need to struggle 😖 with your team. It’s not good for you, it’s not good for them, and it isn’t good for the rest of the company.” Many CEOs are frustrated because their teams just aren’t cutting it. They’re trying to turn B-players into A-players, or worse, expecting people to excel in areas they’re just not suited for. This needs to stop! 🚫 💡 Imagine this, everyone of your direct reports is an A-player. They get you, get your vision, and are 100% on board to make your company grow. Sit with that thought for a second. Breathe it in. A team of A-players who are delightful to work with and excel in their roles. How different would your world be? 🌟 Here’s what you need to do: 🙃 Stop Struggling Recognize that there are people who will help you. They may be all around you and you need to ask or they may not and you'll need to find them. Don’t need to tolerate mediocrity. 💪Know Your Strengths and Weaknesses You, as the CEO, need to clearly know what you’re good at and what you’re not. Spend your time doing what you do best and delegate the rest. ✨Empower Your Team Ensure each of your direct reports understands their strengths and superpowers. Stop asking them to do things they’re not good at. It’s frustrating for everyone and hinders your company’s growth. Empower them to do the things you know they can do successfully and then celebrate success. 🏗 Create the Right Structure Evaluate your current structure. Are the right people in the right seats? Do you need to move some players 👥 around or bring in new talent? 💡 Foster Innovation You need conflict to innovate. Conflict is healthy. Encourage discussions and new ideas, but do it in a way that preserves everyone’s dignity and allows for productive ❤️ conflict that leads to innovation. It all comes back to you as the CEO. To grow and thrive in any market, you need a team that supports you and believes in your vision. 🌍📈 What will you do today to ensure you have a team of A-players? 🤔💡 If you’re struggling, frustrated, or just want to improve, listen to this episode. 🎧⬆️ See the comments to listen or find me on your favorite podcast app. Then 📞 call me . It’s time to make the changes that will help your company soar. #SalesTalkforCEOs #CEOInsights #CEOsRoleInSales

Remember the one time you spent $50k on that Masters Degree? I do.... It was 2007 and I was SO excited to have leveled up my learning, even if it meant I would be paying it off for quite some time. Fast forward to today and you can get a FREE PhD at your fingertips. It's like a Master's level class in every podcast you listen to - minus a graded paper and pricetag. These amazing hosts are sharing tips from the trenches, from buyers, sellers and everything in between! When a creator takes the time to put together a list of 180 Sales Podcasts - it's worthy of a mention. Thanks to Haris Halkic for including The Sales Edge Podcast (me) in your list of 180. Women make up only 10% of these podcasters, so of course I have to give them a shout out as we rise but elevating women's voices. -Conversations with Women in Sales- Lori Richardson -A day in a life of a PERSONA Podcast - Mafalda Johannsen -Rep Matters -Zoya Segelbacher & Caroline Jones -The Conversational Selling Podcast - Nancy Calabrese -Uncopyable Women in Sales - Kay Miller -Women Making Big Sales Podcast - Melinda Chen -Salesology - Wendy Weiss -Reveal: The Revenue Intelligence Podcast Gong - Dana Feldman -The Sales Talk for CEOs Podcast - Alice Heiman -The Rebels Of SaaS - Dannah Vaughan Check out the post Haris did yesterday for a list of 180 Sales Podcasts and stay tuned for the July episode of The Sales Edge Podcast (https://spoti.fi/45Nga6i) featuring Hannah Sabetti

🚀 Imagine having A-players fully aligned with your vision, driving your company's growth. This week on Sales Talk for CEOs, Alice Heiman dives into why having the right people in the right roles is crucial for success. 🎙️ Discover how to: • Evaluate Your Team: Identify A-players. • Leverage Individual Strengths: Maximize their “genius zone.” • Strategically Restructure: Align roles with strengths. Aligning your team with your company’s goals isn’t just beneficial—it’s crucial for thriving in today’s competitive market. Watch here: https://lnkd.in/gWDdhFbA

"So, here's what this meeting is about. Here's what we've already done. Here’s what we need to confirm. Here’s the new information we need to find out." - Alice Heiman 💡 In this episode of Sales Talk for CEOs, we dive into the art of orchestrating successful sales meetings with Barbara Weaver Smith, CEO & Founder of The Whale Hunters. Learn how to effectively plan, assign roles, and ensure a seamless, value-driven presentation that keeps everyone on track. 📈 Discover more insights on effective sales strategies and onboarding processes. Full episode here:

🐋 Landing big deals is essential for growth! This week on Sales Talk for CEOs, Barbara Weaver Smith, of The Whale Hunters shares how CEOs can secure significant accounts by targeting the right companies and leveraging networks. Curious to learn more? https://lnkd.in/g9hMZ4ny #SalesTalkForCEOs #WhaleHunting #BusinessGrowth #TheWhaleHunters

What sales books have shaped your career? 📚 Aaron E. cofounder of Flow State Sales asked Alice Heiman to share some that she recommends. Here's the run down. 1. How to Win Friends and Influence People by Dale Carnegie Alice emphasizes the timeless principles in this classic book. Carnegie's insights into human nature and interpersonal relationships are crucial for effective selling. Learn how to connect with people by focusing on their needs and interests, making your conversations more impactful. 2. Conceptual Selling by Stephen Heiman and Bob Miller In the world of complex sales, understanding the customer's decision-making process is key. Alice highlights how this book teaches salespeople to dig deep, uncover important information, and stay customer-focused. Despite being written decades ago, its relevance in today's customer-centric world is undeniable. 3. Strategic Selling by Stephen Heiman and Diane Sanchez Heiman Alice discusses the importance of strategic positioning in complex sales. This book provides a detailed guide on how to properly position yourself and your team to win deals. By understanding and following the process outlined in this book, sales teams can improve their chances of success in complex sales environments. 4. The Selling Machine by Stephen Heiman and Diane Sanchez Heiman Though out of print, Alice highly recommends this book for anyone managing a sales funnel or pipeline. It offers a step-by-step approach to pipeline management, helping sales professionals and leaders understand how to move deals through the funnel more effectively.