Sales Talk for CEOs: Recent Episodes
Alice Heiman
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.
"There's never a good time to have a child. When you're a founder, you just do it."
Marie Berry built three companies across four continents before a personal osteopenia diagnosis led her to create YVO, a women's wellness brand making bone health modern, feminine, and measurable. In this episode, she shares how a 30-day rucking challenge with friends turned into a sold-out product line and a growing community of 600 women.
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Designed a weighted vest specifically for the female body after finding nothing on the market that fit, functioned, or looked right for women
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Grew YVO from a small friend group walking challenge to a multi-city community and two sold-out production runs in under a year
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Navigated fundraising as a woman, timed motherhood around founder life, and leaned on her network at every stage of the supply chain.
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For Alice’s unique 15% off code – click here Alice15
Cheryl Sew Hoy, CEO of Tiny Health, built a gut microbiome testing platform from her living room with a newborn, a toddler, and a co-founding spouse. In this episode, she shares the real mechanics of scaling a science-driven health company while designing a support system that actually works.
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Validated market demand by testing search keywords around baby eczema and allergies, then used those insights to shape paid and organic channel strategy across Google and Meta
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Built scientific credibility by recruiting advisors from Mayo Clinic, Johns Hopkins, and UCSF to fill expertise gaps and establish trust in a category where consumers and doctors alike lacked awareness
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Negotiated explicit division of labor at home and hired family members into operational roles, creating a sustainable structure that protected founder bandwidth through three children and a four-times revenue growth year
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After spending a decade building a successful consulting career, Nikita Jain made the difficult decision to walk away from a path toward partnership and become a first-time founder. She shares how she navigated family concerns, found the right co-founder after more than 50 conversations, balanced entrepreneurship with her marriage and personal well-being, and discovered that building a company isn't about having the perfect plan—it's about consistently taking action, learning, and moving forward.
Life has a way of interrupting even the best-laid plans. After nearly 30 years helping founder CEOs grow revenue - including working with companies that later became unicorns and helping many businesses increase their valuation and successfully exit - Alice Heiman is relaunching Sales Talk for CEOs with a specific focus on female founders. Going forward, the podcast will explore the realities women navigate behind the scenes while building companies and driving revenue, while providing practical strategies, support, and conversations designed to help them succeed.
Alice Heiman is the founder and CEO of her sales consulting firm, where she has spent nearly 30 years helping founder CEOs increase sales, grow valuation, and exit, with two unicorn companies among her clients. She has hosted more than 190 episodes of Sales Talk for CEOs and is now building dedicated programs and resources specifically for female founder CEOs. Her approach centers on the premise that driving revenue is a solvable problem, and that the real barriers for female founders are the compounding pressures no one talks about: caregiving, hormonal health shifts, and operating in a system where women receive roughly 2% of venture capital funding.
Alice explains:
◼️ Why she stepped away from the podcast for six months without advance planning
◼️ What happens when grief, hormones, and business stress converge simultaneously
◼️ How 30 years of advising CEOs exposed an unmet need in support services
◼️ Why female founders require more than just sales strategy to succeed
◼️ What the 2 percent funding reality reveals about women building companies
◼️ Why menopause should be part of conversations about revenue growth
◼️ What shifts when family life and founder life are no longer treated separately
Win more high stakes deals. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Yvonne Lines, a strategic presentation expert, to unpack exactly how B2B sales teams can win their most important, high-stakes sales presentations, the ones that make or break deals.
Yvonne shares her proven process for creating audience-centric, story-driven presentations that drive decisions and close business. This episode is packed with actionable strategies for CEOs, founders, and sales leaders who want their teams to win by making customer centric presentations.
Connect With
- Yvonne Lines: LinkedIn | Website
- Alice Heiman: LinkedIn | Website
Events create demand. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Jonathan Kazarian, Founder & CEO of Accelevents, the all‑in‑one event management platform that’s redefining how organizations run events from 20‑person dinners to 30,000‑attendee conferences.
Jonathan didn’t start in events tech, he came from finance. But when he couldn’t find software powerful enough to run a 900‑person fundraiser for his cousin, he built his own. That event was a smash success and the demand for the tool he created sparked the beginning of Accelevents.
Want to get better results from your events? Check out these expert tips from Alice (Our Internal Links)
📌 Pre-Event Preparations for Networking Success📌 How to Make Sure Your Event Follow-Up Doesn’t Suck📌 How to Get in Front of the People Who Can Buy From You
Books & Podcasts Mentioned: 📚 Unreasonable Hospitality by Will Guidara 🎙️All-In Podcast
💡Advice for CEOs: “Talk to customers to listen, not to talk.”
Connect With
- Jonathan Kazarian: LinkedIn | Website
- Alice Heiman: LinkedIn | Website
- https://www.trykondo.com/
In this episode of Sales Talk for CEOs, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what CEOs, Founders, and Sales Leaders must do instead. Ari argues that trust isn’t a byproduct of selling; it’s the core of it.
Actionable takeaways for leaders:
- Train your team to lead with questions, listen until they share the full context of their problem.
- Replace “follow up” emails with “feedback” outreach.
- Always end meetings by scheduling the next appointment, don’t leave it to chance.
Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it is the process. If you found this episode valuable, you’ll also want to hear how other CEOs and experts are scaling by leading with trust:
👉 Barb Betts’ system to scale sales through trust
👉 How to scale with trusted partnerships
👉 Why relationships win over sales pitches
Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust.
Rapid‑Fire Picks
Book: 80/20 Sales & Marketing by Perry Marshall
Podcast: The Diary of a CEO
Advice for CEOs to Win Today’s Market: Shift from being the “pharmacist” handing out pills to being the “doctor” diagnosing pain and eliminate any sales behavior that feels salesy or forced.
Connect WithAri Galpert: LinkedIn | Website
Alice Heiman: LinkedIn | Website
In this episode of Sales Talk for CEOs, Alice Heiman sits down with Adi Klevit, founder and visionary behind Business Success Consulting Group, to expose a powerful truth many CEOs and Founders don’t face, your sales success often lives in someone’s head instead of in a scalable, repeatable system.
Adi walks through her proven approach of documenting, optimizing, and implementing processes so companies can finally scale sales reliably, empower their teams, and free the founder to work on the business, not in it. By the end of this episode, CEOs will have a clear roadmap to turn messy, inconsistent sales behaviors into a documented playbook that produces consistent results.
Rapid‑Fire Picks
Books:
10X by Grant Cardone
The Power Questions by Jerold Panas & Andrew Sobel
The Go-Giver (and The Go-Giver Influencer) by Bob Burg and John David Mann
Podcasts:
Built to Sell Radio
Inspired Insider with Dr. Jeremy Weisz
Advise to the CEO: Focus on what they can control and let go of what they can’t, like the economy, market fluctuations, or global events. Instead, she recommends channeling energy into how you lead, operate, and continuously improve. Be a lifelong learner. That’s the mindset that keeps you agile, innovative, and successful no matter what the market throws your way.
Connect With
- Adi Klevit: LinkedIn | Website
- Alice Heiman: LinkedIn | Website
In this episode of Sales Talk for CEOs, Alice Heiman talks with Gavi Wolf, CEO and Founder of IndieWalls, about how he scaled a creative business, turning an art marketplace into a commercial art consultancy serving major brands. Gavi discusses founder‑led sales, when and how he realized it was time to build a sales leadership function, and the hard lesson about motivating and compensating a high‑performing sales team.Rapid‑fire picks
Book: Unreasonable Hospitality by Will Guidara.Podcast: Freakonomics with Stephen Dubner.CEO Advice: If you want top sales talent, they need to see a clear path to earning real money. Show them others are winning, give them a comp plan they can believe in and the right people will come and perform.
Connect With
- Gavi Wolf: LinkedIn | Website
- Alice Heiman: LinkedIn | Website
Stop wasting money on lead generation that doesn’t work. In this solo episode of Sales Talk for CEOs, Alice Heiman delivers a powerful, no-nonsense rant every B2B CEO needs to hear. She challenges the outdated playbook of cold calling and SDR-driven outreach, revealing why it's costing you more than it’s delivering and what to do about it.
Alice shares real examples and modern strategies to generate high-quality leads that fill your pipeline without burning out your sales team. From leveraging marketing properly, to holding the right kind of events, to mining your customer base for referrals, this is the wake-up call CEOs need to redesign their go-to-market motions.
Connect with Alice Heiman:
LinkedIn: https://www.linkedin.com/in/aliceheimanWebsite: https://aliceheiman.com
What happens when a math major turned cold-caller gets frustrated with broken sales systems? He builds a better one, then builds a company around it.
In this episode of Sales Talk for CEOs, Alice Heiman sits down with Ryan Reisert, the co- founder of Outbound Operators and CallBlitz, to trace his journey from burned-out rep to process-driven founder. Ryan reveals how years of trial, error, and dialing taught him that sales doesn’t scale on brute force, it scales with math, process, and precision.
This is the inside story of how a rep-turned-CEO rebuilt outbound from the ground up - more than once.
Connect WithRyan Reisert: LinkedIn | CallBlitz | Outbound Operators
Alice Heiman: LinkedIn | Website
What if your sales team is focused on the wrong thing?
Brent Adamson and Karl Schmidt, co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions.
Connect with:
- Brent Adamson: LinkedIn | A to B Insight
- Karl Schmidt: LinkedIn | A to B Insight
- Alice Heiman: LinkedIn | Website
- Link to The FrameMaking Sale
From hockey stick growth to flat on your face, it hurts and Collin Stewart can tell you firsthand. He had one customer before he left his full-time job, the problem was he still had one customer 18 months later. In his first endeavor this entrepreneur built what he thought everyone needed and kept showing them and expecting them to say how great it was, but they didn’t. “I was building my idea. I wasn’t building what the customer’s wanted.”
The lesson, it’s all about the customer, what they need and want.
Rapid-Fire Mentions
- Book: Good Strategy, Bad Strategy by Richard Rumell
- Podcast: Acquired FM
- Advice to CEOs: Lead with relationships and real value. Outbound still works, but only if your product-market fit is strong. If you’re early-stage, skip the pitch and focus on helping first.
Connect With
- Collin Stewart: LinkedIn | Website
- Collin’s book: The Terrifying Art of Finding a Customer
- Alice Heiman: LinkedIn | Website
When CEOs struggle to connect with customers, teams, or investors, it's rarely a strategy problem, it’s a storytelling problem. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Jeff Abracen, Founder of Disruptive Influence and storytelling coach to tech leaders, to uncover why a great story is a terrible thing to waste.
Jeff shares how he turned a high school “disruptive influence” label into a superpower for transforming leaders into magnetic storytellers. With a focus on the Disruptive DNA framework, Jeff teaches CEOs how to own the stage, captivate their audience, and get results, whether it’s on LinkedIn, in a boardroom, or at a major conference.
🔑 What you’ll learn:
- How to use storytelling to increase sales, alignment, and executive presence
- The Disruptive DNA Framework: Differentiate, Narrate, Activate
- Why preparation, not memorization, is the secret to confidence and clarity
Jeff doesn’t just talk about storytelling, he lives it. You’ll hear actionable advice and real coaching examples from working with SaaS founders and technical executives. If you’re a CEO or founder who needs to inspire action, this episode will help you turn information into influence.
Mentioned in the Rapid-Fire:
- Book Recommendation: The Creative Act: A Way of Being by Rick Rubin
- Podcast Recommendation: Diary of a CEO
- Advice for CEOs: “Facts tell, stories sell. Get into people's hearts before you worry about getting into their minds and their wallets.”
Connect with:
Jeff Abracen: LinkedIn | Disruptive Influence
Request the Disruptive DNA framework: DM Jeff on LinkedIn and mention this podcast
Alice Heiman: LinkedIn | Website
There are two key ways to get in front of the people most likely to buy from you and Alice believes you may be overlooking them.
The first is something she talks about all the time. So if you haven’t started expecting your team to do it, now is the time.
Referral selling. Yes, you get a few referrals here and there but why not make it a regular occurrence. Alice explains briefly in this episode but for more details listen to episode 147 For more on this listen to episode 147 https://aliceheiman.com/use-the-power-of-referrals-to-close-more-deals/ You must train your team to ask for referrals and then expect them to do it by measuring it and reporting on the results.
But Alice shares another great way to get in front of the right people, one that is tried and true and has been working and continues working, events. And in this episode she talks about a very specific type of online event, a Round Table. You invite your target audience and they reason they attend is because they will get to share and learn. Rather than a webinar with talking heads, you invite your target audience to share about something that is happening in their marketplace. Not only are great ideas shared, they all get to meet each other and network. As Alice exclaims, “It’s a win, win, win, win.”
Win 1 - You win because you get in front of the right people
Win 2 - You win again because you have the right people to follow up with
Win 3 - They win because they share and hear all the ideas shared
Win 4 - They win because they meet people in their industry they might not have otherwise
Alice explains that she discovered an unexpected side benefit of holding the round table. She had no idea all of the conversations she would have from responses to the invitations. She had so many conversations with people who couldn’t attend. Just what salespeople want, conversations with people who can buy.
Alice shares the example of a round table she did recently where she invited CEOs to share, “What CEOs need to know to win in this market.” She’s done 2 others since then and shares those below.
You can gather those most likely to buy at a round table and have a win, win, win, win, too.
Here are the insights from 3 of the Round Tables Alice has held recently.
CEO to CEO: What You Need to Know to Win in This Market
CEO to CEO: What is Actually Working in B2B Lead Generation Now
CEO to CEO: How CEOs Are Rethinking Hiring GTM Talent: Insights from the C-Suite Roundtable
Connect with Alice Heiman:
LinkedIn: https://www.linkedin.com/in/aliceheiman
Website: https://aliceheiman.com
Imagine if your sales team could rehearse complex deals before ever meeting the buyer, just like elite athletes pre-game. That’s exactly what Daveed Gartenstein-Ross (CEO) and Alix Berry (COO) of ExpertTheory make possible.
In this episode, Alice Heiman dives into how ExpertTheory helps companies simulate real-world sales situations through AI-powered, custom-built games. These immersive experiences go far beyond traditional training, replacing static roleplay with dynamic, scenario-based learning that strengthens team performance, decision-making, and competitive strategy.
Connect with
- Daveed Gartenstein-Ross: LinkedIn
- Alix Berry: LinkedIn
- ExpertTheory: Website
- Alice Heiman: LinkedIn | Website
What happens when a seasoned marketer reimagines everything she knows about agencies, on a beach, notebook in hand, while her kids play nearby? Brittany Trafis, CEO and co-founder of Soarion Digital, shares how she built an AI-powered agency that challenges everything about traditional marketing models.
In this episode, Brittany walks Alice Heiman through the rapid sales growth of Soarion: from early experiments to real client results, through founder-led sales and how boldly saying “the agency model is broken” helped them break into a noisy market as they prepare to scale.
Rapid-Fire Picks:
- Book: Multipliers by Liz Wiseman
- Podcast: Business Wars
- Advice to CEOs: Don’t get lost chasing what’s next, focus on timeless principles. Technology evolves, but people still crave connection and community. Stay grounded in what doesn’t change.
🔗 Connect with Brittany & Alice
- Brittany Trafis: LinkedIn | Website
- Alice Heiman: LinkedIn | Website
If you’re still posting jobs and hoping A-players apply, you’re already behind.
In this high-impact episode, Alice Heiman sits down with Jamie Crosbie, founder of ProActivate and TEDx speaker with over 1 million views on The Power of Your Mindset, to reveal what every CEO needs to know to hire top revenue-generating talent.
Most hiring processes are built for convenience, not performance. That’s why companies end up with B-players or worse, just to fill a seat. Jamie shares exactly how CEOs can stop mis-hires before they happen and build bench strength that supports real growth.
If you’re a CEO of a B2B company under $100M, this episode is your blueprint for hiring right, every time.
📚 Rapid Fire Favorites
- Book: The Pivot Year by Brianna Wiest
- Podcast: Sales Talk for CEOs
- Advice to CEOs: “Proactively protect and grow your #1 asset, your people.”
🔗 Connect With
Jamie Crosbie: LinkedIn | Website
Jamie’s TEDx Talk: Liar, liar, life on fire: Breaking through your lies to your truth
Alice Heiman: LinkedIn | Website
In this episode of Sales Talk for CEOs, Alice Heiman sits down with Paige McPheely, CEO of Base, to explore how she turned a niche remote executive assistant service into a tech-enabled platform that now supports top leaders across the country.
When Paige and her co-founder first launched, they were fueled by referrals, so much so that they had a waiting list of eager clients. But as demand surged, they hit a breaking point: the referrals kept coming, but they weren’t the right fit. It forced a strategic shift from a referral-dependent business to a focused outbound sales approach.
Today, Paige leads a lean team that gets most of its customers not from ads or cold outreach, but from storytelling. By consistently showing up on LinkedIn, YouTube, and in conversations like this, Base now plays the long game, building trust with CEOs long before they’re ready to buy.
✅ Learn how Paige:
- Transformed referral overload into an effective outbound sales strategy
- Uses LinkedIn and storytelling to fill the funnel with high-intent buyers
- Bundled software + services to create a sticky, high-value offering CEOs trust
This episode is a must-watch for CEOs who need to stop doing it all themselves and start allowing the right support, like an exceptional EA. to help them lead more effectively.
📚 Rapid-Fire Picks
- Book: The Lion Trackers Guide to Life
- Podcast: Founders
- CEO Advice: Be authentic and stop trying to do it all alone. Getting help, whether through an EA, software, or support network, isn’t a luxury, it’s a strategic advantage. Give yourself permission to invest in the support that helps you lead more effectively.
🔗 Connect with:
- Paige McPheely: LinkedIn | Website
- Base HQ: Website
- Alice Heiman: LinkedIn | Website
In this episode of Sales Talk for CEOs, Alice Heiman sits down with Todd Caponi, sales historian and author of The Transparency Sale, to explore the forgotten history of sales and why understanding it could completely change how your company grows revenue.
We’ve moved from serving buyers to selling at all costs and it’s hurting your sales team, your customer relationships, and your bottom line. Todd takes us back to the early 1900s, when trust, service, and even high school sales classes were the norm.
What CEOs will learn:
- How sales was once respected, admired and taught in schools
- When and why we moved from service to high-pressure tactics
- What today’s sales orgs can learn from 100-year-old best practices
- Why “buyers know more now” isn’t new and never was
Todd brings powerful historical context, rare quotes, and practical examples that challenge how modern sales is built.
🤝 Connect With…
Todd Caponi
- Website: toddcaponi.com
- LinkedIn: Todd Caponi
- Podcast: The Sales History Podcast
- @SalesHistorian https://instagram.com/saleshistorian/
- The Transparency Sale on Amazon: https://amzn.to/2BxenrF
- The Transparent Sales Leader on Amazon: https://www.amzn.com/1646870646
📘 Preorder Todd Caponi’s New Book - The Four Levers of Negotiating
Out January 27, 2026
Learn how to stop discounting by default and start leading pricing conversations with clarity and confidence.
Todd’s Four Levers, Volume, Payment Timing, Commitment Length, and Deal Timing, help sellers create win-win outcomes without racing to the bottom.
Alice Heiman
- Website: aliceheiman.com
- LinkedIn: Alice Heiman
When Wesley Portegies left the pharmaceutical world to work in automotive, he didn’t expect it to lead him back, but it did. Armed with a new perspective, he returned with a mission, disrupt how pharma companies communicate with doctors.
In this episode, Wesley shares how he co-founded MedComms Experts with no outside funding, no traditional sales team and still built a multi-million dollar agency. He reveals how they landed their first client (Baxter), grew through inbound leads and referrals, and structured the business so sales happens through trust, not tactics.
Bio: "Wesley is an entrepreneur who founded his first company at 19 and has built multiple successful businesses, with over 15 years’ experience in the medical industry. In 2012, he launched MedComms Experts in Zurich, later expanding to the US, now employing 50+ professionals. An MBA graduate and active MAPS contributor, Wesley is a strategic, innovative leader recognized for building strong teams and driving industry innovation, and currently serves as Chief Strategy Officer at MedComms Experts."
📚 Wesley’s Rapid-Fire Picks
- Book: Shoe Dog by Phil Knight
- Podcast: Diary of a CEO
- Advice to CEOs: “Hold up high standards consistently, people notice the difference.”
🔗 Connect with Wesley & Alice
- Wesley Portegies: LinkedIn | Website
- Wesley’s Podcast: Transforming Medical Communications
- Alice Heiman: LinkedIn | Website
People don’t trust ads. Or brands. Or even experts.
Brian Miller joins Alice Heiman to explain how CEOs can cut through the noise and earn trust, fast.
In this episode:
- Why the trust recession is killing your pipeline
- The 3-part message that builds instant engagement
- How to make your talk (or pitch) follow the hero’s journey
- The #1 reason your message doesn’t spread and how to fix it
Key takeaway: If people can’t repeat what you do, they won’t talk about you.
Shownotes
Get his new book: https://keynotedesignbook.com
The 10 Questions Every Speech Must Answer (and the order you must answer them in):
- Will this be worth my time?
- Is this urgent?
- So, what is this talk really about?
- Why should I listen to you?
- Do I already know how to solve this problem?
- So, what should I do instead?
- How do I start?
- Is this really worth it?
- Can I go now?
- Wait, what was this all about again?
🔗 Connect with Brian Miller:
LinkedIn: Brian Miller - Clarity Up
YouTube Podcast
Company Website
🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website:aliceheiman.com
Vibe selling. AI hype. New sales buzzwords. Alice Heiman isn’t buying it.
In this candid solo episode, she calls out the noise and brings the focus back to what matters most for B2B CEOs: knowing your customer, building the right team, and aligning sales to how your buyers buy.
Looking for clarity in a world of sales chaos? This episode is for you.
Advice to CEOs: “Slow down and think deeply about how your buyers want to buy, then align your entire sales effort to that.”
🤝 Connect with Alice:
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Website: https://aliceheiman.com
Elatia Abate left a successful corporate career to answer one bold question: What do I really want to create? Now a leading futurist, she helps CEOs shift from outdated, past-anchored strategy to future-led leadership that thrives in a world of quantum change.
In this episode, Elatia joins Alice Heiman to share how CEOs can design strategy around what they truly want to build, run simultaneous approaches that balance today’s execution with tomorrow’s vision, and use AI with purpose, not pressure.
📚 Book: Mastering Change by Ichak Adizes
🎧 Podcast: The Telepathy Tapes and Moonshots with Peter Diamandis
💡 Advice: Slow down and be present, your brain alone won’t get you through what’s coming.
👉 Connect with Elatia: https://elatiaabate.com/ | LinkedIn
👉 Connect with Alice: aliceheiman.com | LinkedIn
Sumner Vanderhoof, CEO & Co‑Founder of Propensity, shares how he transformed an idea into a nimble, niche-focused account-based marketing platform. In just two years, Propensity achieved remarkable growth and retention by combining founder-led sales, month-to-month agreements, and an “opt‑in” SDR outreach model.
His approach shifted the sales game, targeting only in-market buyers with verified contact data and it’s something any CEO can learn from, especially those navigating a crowded SaaS space.
Key action items:
- Find a growing gap and own that niche
- Build trust first with opt-in engagement
- Hire elite specialists for focused execution
Rapid Fire Recommendations:
📖 Book: Being Wrong by Kathryn Schulz
🎙 Podcast: Making Sense with Sam Harris
🔗 Connect with Sumner Vanderhoof :
LinkedIn: Sumner Vanderhoof - Propensity
🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website:aliceheiman.com
What if your anxiety could make you a better leader? In this episode, David H. Rosmarin Phd., Harvard professor and founder of Center for Anxiety, shows CEOs how to transform anxiety into a hidden advantage.
He breaks down his proven four-step framework to move from paralyzing fear to powerful action and why ignoring your anxiety might be the most dangerous move you can make as a leader.
Listen to learn how to stop fighting your anxiety and start using it to fuel growth and innovation.
If you want a first hand experience with David check out his masterclass.
🤝 Connect With
- David Rosmarin: www.dhrosmarin.com | Text “anxiety” to 66866 for workshop updates.
- Alice Heiman: LinkedIn | aliceheiman.com
Is your sales team struggling to hit quota? Feeling like your entire sales approach is broken? In this solo episode of Sales Talk for CEOs, Alice Heiman calls out the outdated tactics holding B2B companies back and reveals how CEOs can completely rethink sales for today's complex buying environment.
🔗 Connect with Alice Heiman: LinkedIn: Alice Heiman
Website:aliceheiman.com
In this episode of Sales Talk for CEOs, Prospect Desk CEO Jim Weldon shares how he grew his latest venture by applying lessons from decades of experience, without relying on VC funding.
Jim unpacks the leverage strategies, founder-led sales tactics, and innovation models that drive results. His approach? Build from insight, match customers with value, and use early wins to open doors. This conversation is packed with actionable strategies for B2B SaaS leaders navigating today’s fast-moving landscape.
💡 Learn from a CEO who’s built and rebuilt, smarter every time.
🔗 Connect with Jim Weldon:
LinkedIn: Jim Weldon
🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website:aliceheiman.com
From rookie agent to revenue powerhouse, Barb Betts built her business on one thing—relationships. In this episode, she shares with Alice Heiman the exact system CEOs can use to turn their network into a sales engine. Stop chasing leads and start building trust that scales.
📚 Barb's Book Recommendation: How to Win Friends and Influence People by Dale Carnegie
🎧 Podcast Pick: The Ed Mylett Show and The School of Greatness by Lewis Howes
💡 Advice to CEOs: “Relationships before revenue. Always.”
About Barb
Barb Betts is a sought-after keynote speaker, CEO and relentless advocate for building businesses rooted in relationships. With over 20 years of experience, she blends authenticity and strategy to help professionals create lasting success while staying true to themselves. Known for her high-energy, transformative presentations, Barb has inspired audiences at events like LVMH, Thelios, Fidelity National, Inman Connect, and the NAR Annual Conference.
As an entrepreneur and CEO, Barb equips leaders and business owners with the systems and strategies to leverage relationships for growth and success. Through her award-winning podcast, Relationships are Your Superpower®, she shows how trust-based connections lead to more referrals, loyal clients, and sustainable business models.
Outside of her work, Barb enjoys life in Southern California with her husband and two children, believing that the strongest relationships are those nurtured both personally and professionally.
🔗 Connect with Barb:
LinkedIn: Barb Betts
Website: barbbetts.com
🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website:aliceheiman.com
How do you turn a simple insight, “that warm introductions close more deals”, into a high-growth tech company?
In this episode of Sales Talk for CEOs, Drew Sechrist shares the journey from being a top enterprise seller at Salesforce (working under Marc Benioff in the early days) to co-founding Connect The Dots. He reveals the selling motion that consistently helped him win big deals and how he transformed it into a powerful sales tool that helps teams get to the right people, faster.
🎧 If your sellers are struggling to break through, it’s time to unlock the power of trust.
🔗 Connect With:
Drew Sechrist: LinkedIn | Connect The Dots
Alice Heiman: LinkedIn | Website
Drew’s Recommendations:
Book: Crossing the Chasm by Geoffrey Moore
Podcast: Hardcore History by Dan Carlin
Advice to CEOs: “It’s all about trust. Figure out your trusted relationships and how to put them to work for you.”
Negotiation isn’t about who wins, it’s about reaching agreement. But for CEOs and sales teams under pressure, the idea of hearing “no” can feel like failure.
In this episode, Alice Heiman talks with Jim Camp Jr. and Vladimir Bushin of Camp Negotiations about how a mindset shift can change everything. They share the foundational system used by top dealmakers to negotiate calmly, clearly, and with respect.
Negotiation happens all day, every day. This episode shows you how to lead it well.
Should your B2B sales team be using social media to sell? Alice Heiman says - no. The “Connect and Pitch Slap” needs to die a sudden death. In this episode, Alice Heiman breaks down why LinkedIn outreach is failing and what CEOs must change now.
Stop the pitch. Start building real connections. Alice shares how to equip your sales team to engage authentically, spark real conversations, and earn buyer trust.
If you’re a CEO or sales leader wondering why your “social selling” isn’t working, start here.
Connect with Alice Heiman
https://www.linkedin.com/in/aliceheiman/
https://www.linkedin.com/company/alice-heiman-llc/
Manuj Aggarwal hit a wall: too much work, too little time, and no content writer who could capture his vision. That’s when he turned to OpenAI—and everything changed.
In this episode, hear how the founder of TetraNoodle Technologies used AI not just to scale, but to differentiate. Drawing on his backgrounds in neuroscience and cybersecurity, Manuj created a private, secure AI platform focused on storytelling, content synthesis, and control.
This is the episode for CEOs ready to scale smarter and use AI not just to keep up—but to lead.
Connect with Manuj Aggarwal
LinkedIn : https://www.linkedin.com/in/manujaggarwal/
Facebook : https://www.facebook.com/manujagro
Instagram : https://www.instagram.com/manujagro/
YouTube : https://www.youtube.com/@manujagro
Podcast : https://podcasts.apple.com/us/podcast/bootstrapping-your-dreams-show/id1453077497
Connect with Alice Heiman
https://www.linkedin.com/in/aliceheiman/
https://www.linkedin.com/company/alice-heiman-llc/
📖 Book Recommendation: Principles: Life and Work by Ray Dalio – Link to book
🎧 Podcast Recommendation: The Joe Rogan Experience – Listen on Spotify
💡 Advice to CEOs: “Data is the new currency—and AI is the engine that generates it.” – Manuj Aggarwal
Sales teams keep losing deals not because of product—it's how they frame value. Messaging expert Tim Riesterer shares research-backed insights on how today’s B2B buyers make decisions, and how CEOs can guide their teams to win more by reducing risk and aligning with real buying behavior.
Connect with Tim Riesterer
https://www.linkedin.com/in/tim-riesterer/
Learn more about Tim's Podcast, The Emblazers Show here https://www.emblazegrowth.com/podcast
Connect with Alice Heiman
https://www.linkedin.com/in/aliceheiman/
https://www.linkedin.com/company/alice-heiman-llc/
Samantha McKenna didn’t just start a sales consultancy—she launched it with customers waiting in line. In this episode, she reveals how building an authentic presence on LinkedIn before starting #samsales set her up for immediate success. Learn how she transitioned from being a top rep at LinkedIn to bootstrapping a fast-growing company and how CEOs can do the same.
Listen to how one founder defied convention, ditched traditional sales tactics, and built a business on human connection, one LinkedIn post at a time.
🔗 Connect with Samantha McKenna:
https://www.linkedin.com/in/samsalesli/
https://www.samsalesconsulting.com
🔗 Connect with Alice Heiman:
https://aliceheiman.com
https://www.linkedin.com/company/alice-heiman-llc
Recommendations by Samantha
Book every CEO should read:
📚 Unreasonable Hospitality by Will Guidara
Get the book
Podcast recommendation:
🎧 HBR Women at Work by Harvard Business Review
Listen to the Podcast
Top advice for CEOs from Samantha McKenna:
“Quality over quantity. Get back to the basics. Teach your sales teams how to listen, how to problem-solve, how to be human in the sales process—while the world chases AI at scale, you'll win by mastering the fundamentals.”
Most GTM strategies miss the mark—and CEOs are often the reason why. In this episode, Garrett Mehrguth reveals the critical mistake leaders make and how to align sales, marketing, and messaging around the right buyers.
Connect with Garrett Mehrguth
https://www.linkedin.com/in/garrettmehrguth/
(25) Directive: Posts | LinkedIn
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
Sales training alone isn’t enough. In this solo episode, Alice Heiman explains why coaching is the missing link that turns average sellers into top performers—and what CEOs must do to fix the gap.
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
Amanda Kahlow shares her story of stepping away from her company, navigating IVF and adoption, and launching her new venture, 1mind. A candid look at reinvention, leadership, and what really matters.
About Guest
Amanda Kahlow is a confident, brave, positive, passionate, and spiritual individual with an abundance of energy, love, empathy, and enthusiasm for life.
Amanda is a serial entrepreneur. She is the founder and former CEO of 6sense. She started her first company at 21 and is now working on her next AI venture.
Amanda is an eternal optimist with a healthy dose of skepticism and curiosity, always seeking purpose and new ideas. She is dedicated to creating a different kind of Silicon Valley startup, emphasizing passion, discipline, integrity, and accountability while leading with compassion.
Amanda is focused on giving back both personally and professionally. Years ago she got clear her personal mission statement "I am a passionate positive spiritual warrior to EMPOWER women and girls." She uses her aptitude for humanistic motivational speaking to share her story every chance she can to inspire others. She is an advisor to the organization, Girl Rising. Amanda is committed to their mission to educate girls in developing countries as a way to build thriving, prosperous, healthy communities and effect positive social change.
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/
Book recommended by Amanda: The greatest salesman in the world by Og Mandino Amazon.com : the greatest salesman in the world
Podcast recommended by Amanda: Pattern Breakers with host Mike Maples Jr. https://greatness.floodgate.com/
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
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/
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/
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/
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/
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/
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
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/
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
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/
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/
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 CompanyDan 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 Linkshttps://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 by Dan: https://www.danpink.com/books/drive/
Podcast recommended by Dan: https://munkdebates.com/listen/
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
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
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/
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/
Chapters01:54 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 GuestProvided: 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. Known for his remarkable ability to analyze data and implement strategies that yield tangible results, Brock is admired by many in the industry. Brock carries with him a rich experience and deep understanding of the corporate environment, which allows him to provide effective solutions to companies struggling to cope with change. His forte lies in simplifying the intricacies of the business world, enabling organizations to seize opportunities and launch effective action plans with ease.
About Guest CompanyPartners In EXCELLENCE is a consulting firm renowned for its solutions that help business leaders and sales teams deal with today's intricate and dynamic corporate landscape. Their primary aim is to work closely with their clients, helping them innovate, transform and eventually emerge as leaders in their respective fields. Their team of experts provide invaluable coaching and design customized solutions based on the individual needs of each business. According to te
Chapters01:06 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 GuestGui 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 CompanyDakota 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 (2) Category Pirates 🏴☠️ - YouTube
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
Episode DetailsChapters00:01 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/
Chapters01:21 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 GuestJay 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 nationally and internationally. Jay also hosts The First Customer Podcast, interviewing successful software entrepreneurs and leaders. In his free time, he enjoys spending time with his family, astrophotography, flying, skateboarding, and fishing.
Social Links Connect with Jay on LinkedIn:
(13) Jay Aigner | LinkedIn
The First Customer YouTube Channel:
The First Customer - YouTube
Books recommended by Jay:
Ecosystem Lead Growth. https://a.co/d/bM2siVq
Fanatical Prospecting: Fanatical Prospecting - Jeb Blount
Alice’s Website:https://aliceheiman.com/
Connect with Alice on LinkedIn:
https://www
Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Here’s what you need to know about AI to enhance your go-to-market strategy without stretching your team to the limit.
From Pharmacist to Marketing Innovator: Gillian’s JourneyGillian’s story starts in a surprising place—a pharmacy. Transitioning from a pharmacist to a marketer, makes sense right? LOL, I think she has a whole book in that story. She started a firm to do traditional marketing and she quickly realized there were a lot of things she didn’t want to do. That set her on a path to automate those tasks so she could get them off her plate. She was so successful that she realized that her clients might like to do the same. They wanted to automate the repetitive tasks that often bogged down teams. So she built out the tools so that everyone can use them. Now, her company helps clients minimize time on routine activities, allowing CEOs and their teams to focus on growth. As Gillian puts it, “I didn’t build a business around what I loved doing—I built it around what I didn’t want to do, so others wouldn’t have to either.”
Key Insights for CEOs Embracing AI in Marketing and Sales1. 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.
2. 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.
3. 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 meaningfully without sacrificing time.
* Build Authenticity into Automation
AI tools should support authentic connection. Personalization doesn’t just mean using a contact’s first name; it’s about showing real knowledge of their challenges. Setting up guidelines for your team can ensure AI outputs reflect your brand and bring value to every interaction.
* Scale Strategically Without Losing Personal Touch
As your reach expands, so does the need for genuine, tailored responses. AI can assist in automating responses that sound natural and caring, allowing your team to handle larger volumes without compromising quality.
Leveraging AI to Free Up Time and Maximize ImpactThe real value of AI for CEOs isn’t just about saving time; it’s about allowing you and your team to focus on what matters most—building relationships, strategizing for growth, and driving impactful outcomes. As Alice Heiman notes, “AI is here to stay, and those who embrace it wil
Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn’t some futuristic fantasy—it’s happening now in today’s AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don’t use AI will be replaced by those who do.”
In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let’s dive into the key takeaways and action steps every CEO should consider.
AI’s Impact on Customer Success and MarketingBefore tackling sales, let’s look at how AI is already transforming customer success and marketing. AI enhances customer interactions by delivering fast, accurate responses, personalizing communication, and even predicting customer needs.
In marketing, AI tools handle content creation, manage social media, and even assist with graphic design. This ensures consistent messaging and saves your team countless hours.
Sales and AI: Navigating the New FrontierIntegrating AI into sales feels like stepping into uncharted territory. There’s enormous potential, but also new challenges. Some CEOs worry AI might dilute their brand’s voice or leak sensitive data. The truth? When used properly, AI is a game-changer.
Action Steps for CEOs: Implementing AI in Sales1. 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. 2. 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. 3. 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. 4. Craft AI-Powered Emails and Messages: AI can help create engaging, personalized emails. However, always review and refine the content to ensure it’s accurate and fits your brand’s tone.
Develop Sales Strategies Using AI:
AI can analyze account data, spot new opportunities, and suggest next steps. This helps your team make informed decisions and stay ahead of the competition.
Stay Competitive by Embracing AIAI is rapidly changing how sales teams operate. By integrating it into your GTM strategy, you can improve efficiency, boost customer engagement, and drive more revenue. As Alice Heiman says, “AI is here; it’s doing great things. We need to use it, but we need to be smart.”
Ready to learn more about using AI in your sales strategy? Tune in to the full episode of Sales Talk for CEOs with Alice Heiman for a deeper dive.
Chapters00:02 Introduction to AI in Sales
01:51 Establishing AI Guidelines and Policies
03:25 AI in Customer Success and Marketing
06:22 Addressing Fears and Misconceptions About AI in Sales
08:53 Training and Implementing AI for Sales Teams
10:06 AI Tools for Sales Coaching
11:28 AI for Sales Research and Prospecting
14:16 AI for Crafting Effective Sales Communication
17:05 AI for Developing Sales Strategies
20:42 Conclusion and Call to Action
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:
- 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.
- 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.
- 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."
-
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. -
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 strategic content allows CEOs to build relationships faster and more effectively. Erin encourages leaders to reduce these zero moments through consistent and authentic interactions, both online and offline.
Action Steps for CEOs:
- Start with Authenticity: Make a conscious effort to show up genuinely in high-stakes settings. Authenticity can be your differentiator.
- Apply the 50% Rule: Don’t feel pressured to follow every rule. Take what works, discard what doesn’t, and add your own unique spin.
- Create Trust through Consistency: Whether it's online content, meetings, or public communication, reduce the zero moments of truth by showing up authentically and consistently.
Final Thought:
In today's competitive market, authenticity is more than just a personal trait—it's a powerful strategy for success. Erin Hatzikostas shows us that by being genuine, original, and authoritative, CEOs can not only build trust but also differentiate themselv
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:1. 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.”
2. 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.”
3. 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 SalesEarly 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.
Chapters01:11 - What Ignite Does - Vineet explains that Ignite provides a cloud-based content collaboration and security platform, targeting mid-market companies.
02:33 - Solving Mid-Market Challenges - Discussion on how Ignite offers a turnkey solution for content management and security, addressing the unique needs of mid-market companies.
04:53 - The Genesis of Ignite - Vineet shares the origins of Ignite, including the transition from their previous company and the early development of the product.
06:57 - The Early Days of Cloud Computing - Insight into how Ignite started as an "on-demand file server" and evolved as the concept of cloud computing emerged.
07:37 - Product-Centric Culture - Vineet discusses Ignite’s strong focus on building a robust product before going to market, a practice rooted in their engineering background.
08:52 - Early Customer Acquisition - The strategy behind Ignite’s initial customer acquisition, relying heavily on search engine marketing and the importance of product-market fit.
11:20 - Identifying Target Industries - How Ignite organically identified its primary industries—AEC
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. PipelineHamish 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 LeadsThe 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 and nurture these high-value leads.
Qualifying Leads: The Right WayProperly qualifying leads is crucial for maintaining funnel efficiency. Jumping straight to demos without understanding the lead's needs can result in missed opportunities or wasted resources. "Sellers get paid on the information gathered, not the information given," Hamish reminds us. Effective qualification means thoroughly understanding the lead's requirements before moving them forward.
This disciplined approach prevents the funnel from becoming bloated with unqualified opportunities, which can distort forecasting and lead to frustration within the sales team.
Avoiding the Bloated FunnelA common issue in many sales organizations is the "bloated funnel"—a situation where too many opportunities get stuck in the middle stages of the funnel. Hamish advises that if there isn’t a mutually agreed-upon next step within 45 calendar days, the opportunity should be re-evaluated or e
One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.
Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it’s about making it easier to be your customer and harder to be your competitor.
“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.
Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.
This involves a variety of activities:
- Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.
- Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.
- Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.
Managing the Managers: Who Coaches the Sales Leaders?One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.
Final Thoughts: A Call to Action for CEOsIf you’re a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you’re not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.
If you want to discuss improving sales leadership in your organization, feel free to reach out. I’m always happy to chat and offer insights tailored to your needs.
“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”
Episode DetailsChapters00:02 Introduction and Setting the Scene
01:43 Role of Sales Leaders and Customer Experience
05:18 Communicating Needs to Leadership and Building Foundations
08:02 Daily Activities of Sales Managers
11:03 Strategic Planning and Senior L
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 ProfileKristie 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 ProcessKristie 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:1. Develop an Ideal Candidate Profile: Define traits of your best sales performers to guide your hiring process. 2. Leverage Multiple Sourcing Channels: Promote job openings widely to gather a substantial number of qualified applicants. 3. Implement a Structured Screening Process: Use consistent, competency-based interviews and assessments to filter candidates. 4. Ensure Effective Onboarding: Develop a detailed onboarding plan to support new hires and integrate them into the team quickly.
Kristie Jones’ insights provide a clear roadmap for CEOs and sales leaders looking to build a high-performing sales team. Her experience underscores the importance of a structured hiring process and a supportive onboarding program.
To gain deeper insights into Kristie's strategies and how they can transform your hiring process, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for building your dream sales team.
Episode DetailsChapters03:25 Initial Steps in the Hiring Process
04:56 Building Ideal Candidate Profiles
06:46 Gender Decoder for Job Descriptions
09:29 Promoting Job Openings Strategically
12:38 Handling Large Numbers of Applications
14:50 Initial Screening Process
18:16 Behavioral-Based Interview Questions
23:11 Asse
What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.
In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.
Here’s what you’ll discover:
- David’s journey from sales training to founding Tenbound.
- The significance of pivoting and niching in business.
- Challenges and strategies in building an effective sales team.
- Insights into the evolving landscape of sales technology.
- David’s advice for CEOs on continuous learning and adaptation.
Finding a Niche in Sales TechnologyDavid Dulany, founder of Tenbound, didn't start his career with a clear path to entrepreneurship. Initially working at Achieve Global, a sales and leadership training company, David always had a passion for the tech industry. "I got my foot in the door at Glassdoor when they first started, and we built up the SDR team there," David recalls. His experience at Glassdoor paved the way for his eventual leap into entrepreneurship.
The Accidental EntrepreneurDavid describes his entry into entrepreneurship as accidental. "I was between jobs and a friend needed help with his SDR program," he says. This opportunity led to his first client and the birth of Tenbound. David’s story is a testament to seizing opportunities as they come and being open to new paths. "I was really interested in the predictable revenue model, and a lot of things converged at the same time," he notes.
Building TenboundTenbound initially focused on consulting and training services for SDR teams. "We started doing playbooks, training, and consulting with different companies," David explains. The company's growth was largely driven by word of mouth and referrals. "People I had worked with in the past reached out, and that became a source of business," he says.
Pivoting to Sales TechnologyThe major pivot for Tenbound came with the realization of the growing demand for sales technology tools. "Everybody wanted to talk about the tools," David observes. This led to the creation of a comprehensive database of over 2,000 sales technology tools on Tenbound's website. "We've compiled this database where you can research and look into the best solutions for your sales problems," he explains.
Overcoming Challenges in HiringHiring the right salespeople was a significant challenge for David. "One person can make such a huge difference to your company," he emphasizes. David's approach involved a lot of trial and error, but ultimately, he found success by hiring individuals with a proven track record in sales.
Action Steps for CEOs1. Embrace Flexibility: Be open to pivoting your business model based on market demands. 2. Invest in People: Hiring the right talent can make a significant impact on your company’s success. 3. Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency. 4. Build a Community: Foster strong relationships with clients and industry peers to create a robust referral network.
David Dulany’s journey with Tenbound highlights the importance of adaptability, leveraging technology, and the power of community in building a successful business. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.
Episode DetailsChapters00:52 David's Early Career and Foundational Experience
01:59 Introduction to Ten Bound and Its Current Focus
02:54 David's Career Ride and Transition to Ten Bound
06:03 Becoming an Accidental Entrepreneur
07:54 Initial Hiring and Overcoming Early Challenges
09:12 Strategies in Growing Ten Bound
12:27 Sources of Early Business and Role of Referrals
16:07 Launching Sales Development Conferences
17:39 Realizing the Shift Towards Sales Technology
19:56 Coping with Industry Shifts and Economic Changes
22:47 Building the Market Map and Creating the Directory
25:23 Interaction with Competitors and Future Plans
29:05 Monetization and Customer Engagement
30:53 Sales Strategy and Future Events
32:59 Final Reflections and Key Takeaways
About GuestDavid Dulany is Founder and CEO of Tenbound, a research and advisory firm focused on the Sales Technology industry. Tenbound.com lists over 2500 Sales Technology products and services and offers guidance on the best Sales Tech available.
Social Links (39) Tenbound: Posts | LinkedIn
(39) David Dulany | LinkedIn
Main List Signup (tenboundplus.com)
Tenbound - YouTube
Tenbound | Facebook
Tenbound (@Tenbound) / X
Tenbound (@tenbound) • Instagram photos and videos
Podcast Supporter Club
The Sales Development Podcast (spreaker.com)
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
In 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 SuccessMatthew 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 StrategiesWhen 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 of potential hires by networking and keeping in touch with talented individuals.
- Hands-On Training: Provide new hires with practical experiences and real-world opportunities to develop their skills.
- Invest in Retention: Treat employees well, invest in their development, and create a supportive work environment to retain top talent.
Matthew Toth’s journey from a solo entrepreneur to the CEO of a successful technology consulting firm offers valuable lessons for any leader. His experience underscores the importance of building a strong foundation, proactive hiring, hands-on training, and investing in employee retention.
To learn more about Matthew's strategies and insights, 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 business journey.
About GuestI’m the father of one amazing girl, husband to a police officer and founder of C3 Technology Advisors. When I’m not growing C3 into everything it possibly can be, I like to golf, work out, read, and spend time with my friends and family.
I started C3 Technology Advisors in November of 2008. I’ll never quite forget family and friends questioning the wisdom of starting a company just as the economy started to crumble and stalwarts of the banking industry failing left and right. I just had faith that C3 was what I was meant to do. I didn’t want to continue to work for corporate America and be subject to the whims of whoever my next director, VP, or company acquirer would be.
I started this journey 15+ years ago as a one-man band. Today, I'm lucky to be surrounded by 38 incredible consultants, engineers, marketers, project managers, and more who now service clients on a wide range of technologies. I couldn't be any more blessed. I'm committed to building an enduring company that our employees, clients, and other stakeholders can be proud of.
Social Links Check out C3 Technology Advisors' website: https://c3techadvisors.com/
Connect with Matthew on LinkedIn: https://www.linkedin.com/in/c3matthewtoth/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
In the complex world of company leadership structures, the role of the Chief Revenue Officer (CRO) has sparked debates on its necessity and timing. In this episode of "Sales Talk for CEOs," Alice Heiman dives into the nuances of the CRO role, helping CEOs determine if and when it might be essential for their company.
Deciphering the CRO Role:The emergence of the CRO role aims to bridge the gaps between sales, marketing, and customer success. Alice Heiman discusses the strategic integration these departments require, emphasizing that alignment is key to fostering growth and customer retention.
When is a CRO Necessary?Alice points out that not every company needs a CRO immediately. She suggests that the consideration for a CRO often becomes relevant as companies approach or surpass the $50 million revenue mark. For smaller ventures, the CEO often needs to handle these alignments directly.
Action Steps for CEOs:* Assess Organizational Needs: Analyze whether your current setup effectively supports growth and customer alignment. * Understand the CRO’s Impact: Consider how a CRO could influence your strategic outcomes. * Prepare for Integration: Plan how a CRO would fit within your existing leadership framework. * Educate Your Team: Ensure your staff understands the potential impact of a CRO on the company’s success.
Why Consider a CRO?Understanding when a CRO is necessary involves recognizing the potential for better strategic alignment across departments that directly influence revenue generation. "The decision to appoint a CRO should be driven by specific business needs, not just industry trends," Alice explains.
Tune Into the Full Discussion:For a deeper exploration of whether your company could benefit from a CRO, listen to the full episode of "Sales Talk for CEOs." Alice offers detailed advice that can guide your decision-making process about this pivotal role.
Chapters00:00 Introduction to Sales 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
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 EverythingJohn 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 MotivationAccording 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 LanguageClear 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:1. Develop a Clear Vision: Spend time defining a concise vision for your organization. Ensure it resonates with your team's values and goals. 2. Inspire, Don’t Just Motivate: Understand what drives your team members and use this knowledge to inspire them towards achieving the vision. 3. 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.
Chapters01:22 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 Salespeople
29:42 Overcoming Misconceptions About Salespeople
33:26 Engagement and Contribution
38:50 The Lifelong Learner
41:59 The Importance of Retention and Recruiting
44:08 Closing Remarks and Key Takeaways
About GuestJohn Klymshyn spends many of his waking hours Coaching “C” Suite Executives... and
those on the path to those roles. Constructing and Maintaining GREAT Teams is his
Focus.
For John: “It’s all about the language!”
John’s clients include: Indeed.com, Four Seasons Hotels & Resorts, The New York
Times, Colliers International, Rent.com (now Apartments.com). Pinehurst Golf resort,
Fish Richardson Law and many more. As a professional speaker, John has spoken in
Mexico City, Cabo San Lucas, Toronto, Montreal, Honolulu, Dublin, Ireland and every
major city in the United States.
He has written 12 books, which have evolved from addressing and exploring creativity, to executive development and leadership of diverse teams. His sales trilogy led to one of his works being translated and published in Russian.
In 2017 Klymshyn collaborated with noted Inventor and Designer Isaac Naor on a
unique work: | STREAM | an Audio – Book, exploring creativity and flow states.
Klymshyn and Terri (his wife of 39+ years) have two grown children, and currently
divide their time between their home in Southwest Idaho and the world’s great wine
tasting rooms.
Social Links John Klymshyn Author Page on AMAZON
Find John’s website here: https://www.klymshyn.com/
Connect with John on LinkedIn here: https://www.linkedin.com/in/johnklymshyn/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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 GTM Technologies, delves into his experiences, lessons learned, and the unique insights he's gained along the way.
Complex Sales Require Technical ExpertiseMarko 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 TurmoilFacing 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 TeamThe 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:1. Embrace Technical Expertise in Sales: Ensure your sales team includes technical leads to handle complex details and improve the overall sales process. 2. Focus on Resilience: Prepare for economic challenges by having adaptable strategies and a resilient mindset. 3. 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 GTM Technologies 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 DetailsChapters00:49 Overview of GTM Technologies
02:52 Early Career and Joining GTM Technologies
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 Error in Hiring
24:30 Remote Work and Open Communication Culture
30:51 Alignment and Continuous Improvement
42:26 Recommendations and Closing Remarks
About GuestMarko Dinic is an SaaS B2B entrepreneur, investor, and CEO of Jatheon Technologies, a Toronto-based com tech company that is a leader in the archiving and compliance technology sector.
With a sharp focus on innovation and customer-centric solutions, Marko has spearheaded Jatheon’s transformation into a key player in the data archiving space. His strategic vision centers around providing robust and secure archiving solutions that cater to regulated industries, including financial services, healthcare, and government entities. Marko’s leadership is marked by a commitment to delivering technologies that ensure compliance with evolving regulations and enhance operational efficiency. His expertise and dedication have been pivotal in Jatheon’s growth and its ability to help organizations manage their information governance and compliance challenges effectively.
Social Links Connect with Marko on LinkedIn: https://www.linkedin.com/in/markodinic/
Connect with Marko on Twitter: https://twitter.com/mdinic
Check out Jatheon’s website: https://jatheon.com/
Follow Jatheon on LinkedIn: linkedin.com/company/jatheon-technologies
Follow Jatheon on YouTube: https://www.youtube.com/@jatheon
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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 BeginningSujan Patel, co-founder of Mailshake, didn't initially set out to create a sales engagement platform. As a VP of Marketing at a SaaS company, he discovered a significant gap in sales follow-up and engagement. "I needed a simple tool to make sure the sales team follows up. Humans, step aside; software, let's go solve this problem," Sujan recalls. His background in marketing led him to develop Mailshake to address his own sales challenges. "I took over the sales team with no real background in sales," Sujan shares. He realized that effective follow-up and engagement were missing, prompting him to create a solution.
Building a CommunityInitially targeting marketers, Sujan quickly realized that salespeople were the primary users who benefited most from Mailshake. "We changed all of our branding and copy to focus specifically on the sales use case," Sujan explains. This pivot was crucial for the company's growth and product-market fit. His strategy involved building a community and sharing his journey with potential customers. "I built about a 50,000-person email list and updated them weekly on my journey," he says. This approach not only created early traction but also fostered a sense of involvement among his audience.
Scaling the Sales OrganizationAs Mailshake grew, Sujan transitioned from handling sales himself to building a sales team. "I hired a sales assist first, which effectively doubled our conversion rate," he notes. This move allowed him to focus on the company's vision while ensuring that customers received the support they needed. Mailshake's product-led growth strategy enabled them to scale without a massive sales team. "We went from a team of 15 sales reps to a lean, mean five people," Sujan highlights. By focusing on simplicity and ease of use, Mailshake maintained high customer satisfaction and retention.
Sujan’s Advice for CEOsSujan emphasizes the importance of knowing your differentiator in a crowded market. "You need to have one thing that is your differentiator or what you're amazing at," he advises. By staying focused on their strengths and continuously improving their product, Mailshake continues to thrive.
Action Steps for CEOs* Understand Your Market: Regularly reassess your target audience and be willing to pivot based on feedback and market demand. * Leverage Community Building: Engage with your potential customers early and often. Building a community can create loyal advocates and provide valuable insights. * Invest in Product-Led Growth: Focus on making your product so good that it sells itself. Simplify the user experience and provide clear value. * Scale Thoughtfully: Grow your team and processes in response to demand. Ensure each addition to your team aligns with your strategic goals.
Sujan Patel’s journey with Mailshake highlights the power of innovation driven by personal frustration and a deep understanding of market needs. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.
Episode DetailsChapters01:00 Introduction & Background
02:17 The Origin of Mailshake
06:55 Bootstrapping & Finding Product-Market Fit
10:03 Early Growth Strategies
15:09 Transitioning to Sales-Led Growth
18:25 Challenges in Outbound Sales
22:02 Focusing on Specific Verticals
25:04 Current Organizational Structure
29:27 Product-Led Growth and AI Integration
36:06 Recommendations for CEOs
39:34 Conclusion & Final Thoughts
About GuestSujan Patel is the co-founder of Mailshake, a sales engagement software used by 62,000 sales and marketing professionals. He also owns 4 other SaaS companies under Ramp Ventures. Sujan has over 20 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Cafepress and many other Fortune 500 caliber companies.
Social Links Check out Sujan's portfolio of SaaS businesses:
AI Powered Sales Engagement & B2B Lead Platform - Mailshake - Sales Engagement & Automation
Free Work Schedule Maker & Time Clock App - ZoomShift - Scheduling and Time Clock
Email Finder: Free 50 Verified Email Addresses - VoilaNorbert - Sales Prospecting Data
Email Tracking, Create Email Reminders & Recurring Email In Gmail (rightinbox.com)- Supercharge Gmail
Connect with Sujan on LinkedIn: (35) Sujan Patel | LinkedIn
Check out Alice’s website: Alice Heiman | Sales Consultant and Strategist for CEOs
Connect with Alice on LinkedIn: (35) Alice Heiman | LinkedIn
Imagine this: every person reporting directly to you is not just competent, but an A-player, fully aligned with your vision and driving your company's growth. Sounds ideal, right? This is not just a dream—it's an achievable reality that can transform the way you lead. Today on "Sales Talk for CEOs," Alice Heiman delves into why having the right people in the right roles is not just beneficial but essential for your company's success.
Key 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:1. Conduct a Performance Review: Identify who truly meets the A-player criteria. 2. Focus on Your Strengths: Ensure you are working within your genius zone and encourage your team to do the same. 3. Clear Communication on Roles: Have honest discussions with your team about their performance and future within the company.
Alice challenges leaders to envision a team that not only supports but propels company growth. She poses a critical reflection for every CEO, "What would your world be like if every team member was an A-player?"
Aligning your team with your company's goals isn't just beneficial—it's crucial for thriving in today's competitive market. Tune into the full podcast for a deeper dive into how you can lead your team to success.
Chapters00:00 Introduction - Alice Heiman kicks off the podcast addressing CEOs and discussing the challenges with sales strategies.
02:14 A Player Struggles - Exploring the common CEO issue of having underperforming team members and the desire to turn them into A players.
04:24 CEO's Role in Team Performance - The harsh truth that a part of the struggle with team performance lies with the CEOs' decisions.
06:23 Genius Zone Concept - Alice Heiman introduces the concept of working within one's 'genius zone' to enhance personal and company growth.
08:02 Team Structuring - Discussing the importance of aligning team members' roles with their strengths and talents.
09:24 Personnel Changes - Insights on making tough personnel decisions to ensure each team member is playing to their strengths.
11:14 Impact on Customer Experience - How internal team dynamics directly influence customer satisfaction and sales.
13:04 Call to Action for CEOs - Alice Heiman urges CEOs to evaluate themselves and their teams to optimize company performance and growth.
13:50 Conclusion - Wrapping up by emphasizing the CEO's role in building a strong company culture and inviting listeners to the next episode.
Connect with Alice on LinkedIn:
(40) Alice Heiman | LinkedIn
Check out Alice’s website:
https://AliceHeiman.com
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.
Chapters00:00 Introducing Barbara Weaver Smith - Host Alice welcomes Barbara Weaver Smith. She is an expert in "whale hunting" — landing major accounts.
01:33 The Excitement of Sales Talk - Barbara expresses her anticipation for discussing her area of expertise.
01:53 Defining Whale Hunting - Barbara explains whale hunting as a business strategy. She emphasizes CEO involvement for successful large deals.
03:07 The Importance of Teams in Sales - Emphasizing sales as a team sport. Lone wolves are a thing of the past.
05:50 Scouting and Engaging Targets - The process of identifying ideal clients. The role of scouts and engaging teams in whale hunting.
07:44 The Value of Large Accounts - Barbara discusses strategic growth through large client accounts. She explains their impact on businesses.
08:03 Repeat Success - Addressing the challenge of replicating the success of landing a first-time whale. This requires a deliberate and structured approach.
10:35 Overcoming "Whale Fears" - Introducing the notion of mitigating big companies' fears. This includes dealing with smaller vendors and financial risks.
14:11 Building Effective Sales Teams - The need for sales teams to be business-savvy. They must also be capable of leading a buyer's journey.
17:31 Crafting a Precise Customer Approach - Using customer dossiers for targeted engagement. Proper introductions are key.
21:54 Establishing the Buying Journey - Sales teams lead the buying journey. They identify key stakeholders in a large deal.
25:04 CEO Involvement - Discussing the strategic role of a CEO in sales meetings. This is crucial during complex negotiations.
28:01 After the Whale Hunt - Post-sale strategies are vital. The importance of onboarding new large accounts for long-term success.
31:21 Introducing The Whale Hunters Institute - Barbara reveals her new project. It offers resources and a digital coach to help companies in whale hunting.
About GuestI am Barbara Weaver Smith, the founder of The Whale Hunters Institute. At The Whale Hunters, we are passionate about pioneering innovative sales strategies. With the introduction of Barbara AI, we are revolutionizing sales coaching, making it accessible 24/7. Our mission is to empower businesses of all sizes with practical tips for success. Let's navigate the sales world together!
Social Links Barbara Weaver Smith LinkedIn: https://www.linkedin.com/in/barbaraweaversmith/
Whale Hunters LinkedIn: https://www.linkedin.com/company/the-whale-hunters/
Barbara Weaver Smith Twitter: https://twitter.com/thewhalehunters
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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 helped Regal.io grow rapidly, reaching significant milestones in a short time.
Action Steps for CEOs
- Emphasize Personal Interaction: Identify areas where direct engagement can significantly impact customer experience and conversion rates.
- Validate Early: Before investing heavily, use mockups and direct customer feedback to refine your product concept.
- Build a Dedicated Team: Hire individuals who can shadow and learn from your sales process to create a scalable sales strategy.
Making real connections with your customers can make a big difference. Alex Levin's journey with Regal.io shows how personal touch can drive business success. For more insights and detailed strategies, watch the full episode below.
Chapters01:02 Guest Welcome - Introduction of Alex Levin, founder of Regal IO, and his journey from Angie's List to starting his venture.
01:32 Regal IO Explained - Alex provides insights on Regal IO's conception from his experiences at Angie's List and the gap in the home services industry.
02:48 Customer Engagement Realities - The revelation of conversational engagement increasing conversion rates and how Regal IO addresses this in various industries.
05:03 The Human Touch in Digital - Discussing why despite digital trends, human interaction remains crucial in customer engagement and business dealings.
05:56 Startup Leap - Alex shares the motivations for leaving a large company and deciding to build a startup addressing sales engagement difficulties.
07:37 Founding Moments - Strategy behind launching Regal IO, including initial market research and the philosophy of avoiding premature funding.
09:13 Entrepreneurial Grit - The importance of perseverance and adaptability in an entrepreneur’s journey from concept to successful company growth.
10:24 Sales Strategies - Alex reflects on the early sales approach of Regal IO and the lessons learned about pricing and building a sales team.
13:23 Scaling Sales - From sales tactics at 3 million ARR to scaling up operations and transitioning to an enterprise sales model and channel partnerships.
16:55 Customer-Centric Sales Structure - Alex stresses the significance of customer experience during onboarding and maintaining executive involvement in the sales process.
18:39 Role of the CEO in Scaling - Alex advises CEOs on evolving their roles in sales strategy as their company grows, using both personal involvement and strategic delegation.
20:14 Growth and Sales Team Evolution - An overview of how Regal IO went from a solitary sales front to a robust 30-member team tailored to market needs.
24:10 Executive Participation - Navigating the balancing act in bringing senior executives into sales conversations to provide value and secure customer loyalty.
27:30 Final Thoughts and Advice - Alex imparts final advice for CEOs on positioning their products in a cost-conscious market and ensuring they convey unique value.
About GuestAlex Levin is Co-Founder and CEO of Regal.io. He leads the GTM teams. Prior to Regal.io, Alex was a product manager at Personal and Thomson Reuters, and then joined Handy (acquired by ANGI in 2018) as an early employee. At Handy and then ANGI Alex led growth and marketing. Alex grew up in New York and received his BA from Harvard.
Social Links Connect with Alex on LinkedIn:https://www.linkedin.com/in/alexlevin1/
REGAL LinkedIn: https://www.linkedin.com/company/regal-io/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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 StartIn 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 GiftingGrayson'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 GrowthDespite 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 AdaptingListening 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:1. Identify Unique Opportunities: Like Grayson, look for unique angles in crowded markets. 2. Leverage Personal Passions: Turn personal passions into business opportunities. 3. 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!
Chapters01:42 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 about selecting the Oreo cookie as their first flavor and how it became a favorite.
05:27 Packaging and Shipping Challenges - The initial challenges of packaging and shipping cookies without them breaking.
06:36 First Sale and Realization of Market - Grayson's first sale to his mother and the realization of a market for corporate gifting.
07:51 Networking for Initial Clients - The importance of networking in securing their first major clients and building relationships.
09:33 Cold Calling Strategy - Grayson shares his experience with cold calling and the success it brought in securing clients.
10:40 Ideal Customer Profile - How they identified financial advisors as their initial target market.
12:53 Learning from Feedback - The significance of customer feedback in refining their products and services.
16:52 Expanding Customer Base - How the ideal customer profile has changed and the benefits of partnering with gifting platforms.
18:05 Using Gifting for Prospects - Grayson discusses their strategy of using cookies to initiate contact with potential clients.
20:27 Sales Techniques - Insights into effective sales techniques, including personalized outreach and follow-up strategies.
22:31 Building Partnerships - The role of partnerships with gifting platforms in expanding their market reach.
25:22 Organic Marketing Success - The impact of organic marketing and social media in growing Grove Cookies' brand presence.
28:30 Challenges of Scaling - The challenges and learning experiences of scaling the business while maintaining quality and service.
About GuestFounder of Grove Cookie Company. My wife and I launched our company from our townhome in 2021 with a focus on B2B gifting with cookies.
We are the premier B2B cookie company focused solely on enhancing your professional relationships.
What started as a fun side hustle crafting small batch, soft and delicious cookies became a fun and exciting business that quickly outgrew our home kitchen.
In 2022, we moved our operation out of our home and into our very own production facility in Tigard, Oregon.
We use quality ingredients from companies known for their ethical treatment of animals and a commitment to sustainability, like Ghirardelli & Bob's Red Mill.
We offer nationwide shipping, DoorDash delivery, and pickup.
Cookies delivered - 2021, year 1: 13,990
Cookies delivered - 2022, year 2: 52,437
Cookies delivered - 2023, year 3: 220,186
Cookies Delivered - 2024, year 4: TBD
Social Links Connect with Grayson on LinkedIn: https://www.linkedin.com/in/graysonhogard/
Grove Cookies LinkedIn:https://www.linkedin.com/company/grovecookiecompany/
Grove Cookies Website: https://www.grovecookiecompany.com/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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:1. Evaluate Sales Messaging: Refocus your sales conversations to emphasize value over product features. 2. Commit to Training: Continuously train your sales team on recognizing and communicating value effectively. 3. Adapt and Improve: Regularly assess how your team communicates value and adjust strategies as needed.
Ian Campbell shared, "When value drives a deal, people shorten the sales cycle. They make better references." This emphasizes the importance of a value-centric approach in modern sales strategies.
Alice Heiman underscored the significance of this strategy, stating, "When there's value, you have the momentum you need to keep a sale going and close it."
For a deeper dive into how embedding value in your sales process can foster more engaged and loyal customers, be sure to watch the full episode of "Sales Talk for CEOs." This discussion is essential for CEOs looking to refine their sales strategy and cultivate teams that prioritize customer value at every interaction. Don’t miss these expert insights — watch the full episode now!
You are not going to want to miss this episode with expert Ian Campbell! For a comprehensive exploration of their insights, make sure to watch the entire episode.
Chapters00:00 Introduction - Welcome to Sales Talk for CEOs and introduction to the value proposition topic with guest Ian Campbell of Nucleus Research.
01:30 The Importance of Value - Exploring why value is essential in sales and how it can shorten sales cycles and foster long-term customer relationships.
02:56 Focusing on Customer Value - The discussion shifts to a customer-centric approach and how value shapes their purchasing decisions.
04:28 Renewals and References - Ian emphasizes the pivotal role of articulating value for subscription renewals and generating robust customer references.
05:34 Beyond the Sale - Delving into how value sustains the customer journey beyond the initial sale, influencing retention and word-of-mouth marketing.
06:23 Key Value Aspects - Ian breaks down the critical factors of value that resonate most strongly with customers, aiding in the sales process.
07:23 Direct vs. Indirect Benefits - Understanding the difference between direct and indirect benefits and their impact on the value narrative.
08:15 Crafting Marketing and Sales Messages - The conversion to align marketing and sales messaging with value-driven content to captivate the target audience.
09:39 The Art of Value Language - Learning how to effectively communicate value propositions, translating into successful customer engagement.
10:17 Selling Through Value - Ian explains the significance of selling through an individual to make an organization-wide impact.
12:08 Assessing Sales Team Culture - A guide for CEOs to evaluate whether their teams are truly embracing value selling tactics.
13:14 Training for Value Selling - Highlighting the necessity for CEOs to provide comprehensive training on value selling and relevant tools to their sales teams.
18:23 Knowing Your Customer Value - Emphasizing the need for connecting product features to tangible customer value.
19:08 Value Selling Methodology - Ian shares practical steps in the methodology of value selling, from early engagement to closing deals.
21:16 The Elevator Pitch - The importance of equipping your sales team with a strong value-driven pitch for stakeholders like the CFO.
About GuestIan Campbell is CEO of Nucleus Research, where he is responsible for the company’s investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.
Social Links Ian Campbell LinkedIn: https://www.linkedin.com/in/iancampbellnucleusresearch/
Nucleus Research LinkedIn: https://www.linkedin.com/company/nucleus-research/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
Did you know that collaborative team selling has become a fundamental approach for modern businesses? According to Forrester, nearly 60% of sales leaders now emphasize team collaboration over individual efforts to secure significant deals. In this compelling solo episode of Sales Talk for CEOs, Alice Heiman explores why moving away from traditional sales and marketing silos to a unified go-to-market (GTM) strategy is crucial for thriving in today’s competitive landscape.
Key Insights for CEOs:
- Team-Based Selling is Essential: "The days of the lone wolf seller are long gone," Alice explains, highlighting the importance of team collaboration in sales.
- Cultural Shift is Necessary: A GTM strategy involves reshaping your company's culture so that everyone understands their role in sales success.
- Marketing Must Contribute to Sales: Alice stresses that marketing should generate sales-qualified leads, directly contributing to the sales pipeline.
- Include Customer Success Early: Start customer success processes early in the sales cycle to enhance customer retention and satisfaction.
Actions for CEO’s: How to Implement a GTM Strategy:
- Evaluate Your Current Processes: Look at how each department supports or hinders sales and customer experiences.
- Encourage Collaboration: Work towards unified sales goals across all departments.
- Clearly Communicate Your Vision: Articulate a vision that emphasizes exceptional customer experience across all departments.
Adopting a GTM strategy is not just an operational change but a strategic necessity for modern CEOs. For a deeper dive into these strategies, watch the full episode of Sales Talk for CEOs. Equip your team to meet today's market challenges by integrating these insights and encouraging them to adopt a successful GTM strategy.
Chapters00:00 Introduction - Alice Heiman uncovers the evolving landscape of sales and the vital shift from siloed functions to a unified go-to-market strategy.
02:02 Go-to-Market Importance - Unpacking the necessity for team collaboration in sales and questioning traditional sales, marketing, and customer success isolation.
04:28 Marketing's Role in Sales - A deep dive into how marketing must transition from branding to owning sales numbers and generating qualified leads.
05:39 Customer Success Integration - Exploring the expanded role of customer success in onboarding and retention, starting long before the sales close.
07:17 Cross-Departmental Sales Roles - A call for every department to recognize their part in sales and how they contribute to making it easier for customers.
09:20 CEO's Leadership in Sales Alignment - Emphasizing the CEO's unique position to realign the company's vision and culture towards a customer-centric, integrated sales approach.
Social Links Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn:
https://www.linkedin.com/in/aliceheiman/
"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 GapsRoss’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.
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Embracing the Entrepreneurial Leap: Overcoming Fear with PreparationRoss’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.”
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The Importance of Early Customer Success ManagementOne 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 range of insights Ross offers about enhancing your business operations through these foundational strategies, watch the full episode on our youtube channel.
Chapters00:00 Introduction - Alice opens the episode touching on the need for CEOs to update sales strategies and the joy of reconnecting with early-stage entrepreneurs she had met.
02:07 Welcome Ross Rick - Ross Rich, founder of Accord, joins the conversation, reminiscing about the initial connection with the show host, Alice.
02:41 Discussing Accord - Ross introduces Accord, sharing insights from his early days as a seller at Stripe and the concept behind his company.
03:21 Technical Interruption - A sudden audio cut forces a pause in the conversation, prompting troubleshooting efforts.
05:43 Resuming Conversation - With technical issues resolved, they restart the discussion, focusing on Accord's role in sales transparency and customer understanding.
06:27 Why Accord Was Founded - Ross delves into his journey starting Accord, driven by the essentials of successful deals: the 'why', 'how', and 'who'.
08:03 The Genesis of Accord - Insights into the conception of Accord, Ross's realization of an opportunity, and how he transitioned from idea to action.
10:04 Discussing Customer Experience - Exploration of why providing a superior customer experience is pivotal in today's competitive sales environment.
10:53 First Steps to Entrepreneurship - Ross shares the initial hesitancies and the pivotal moment leading to the full-time commitment to Accord.
12:15 The Importance of Customer Success - The conversation shifts to the critical role of customer success and the early challenges faced in onboarding users.
14:27 Gaining Your First Customers - How networking and leveraging personal connections allowed Accord to acquire their initial customer base.
16:47 Intentional Customer Targeting - Ross emphasizes the shift from an inbound marketing approach to a focused strategy on identifying and securing ideal customers.
18:21 The Right Messaging - Continuing the marketing discussion, they explore the importance of crafting messages that resonate with the target audience.
19:40 Building the Sales Team - Delving into sales team construction, Ross shares his advice on the timing and type of sales hires needed for a growing startup.
21:44 Current Team Landscape - A look at Accord's current marketing, sales, and customer success teams, and the lessons learned in building an effective go-to-market strategy.
About GuestRoss Rich is the CEO and Co-Founder of Accord. Accord ensures rigorous deal execution by enforcing your standards for how you sell, onboard, and expand with customers. Before founding Accord Ross spent 4+ years at Stripe where he helped scale the sales team from 3 to 300+ as the top performing rep. In a past life, he worked at Columbia Records with artists such as Calvin Harris, Snoop Dogg, and Pharrell.
Social Links Ross Rich - LinkedIn https://www.linkedin.com/in/rossrich/
Accord - LinkedIn https://www.linkedin.com/company/inaccord/
Accord - Website https://inaccord.com/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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 CEOCory 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 CEOs1. 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." 2. 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. 3. 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.
Chapters00:00 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.
02:44 Cory's Path to CEO - A look at Cory's progression within Blueconic and her transition to the CEO role.
03:02 From Analyst to CEO - Tracing Cory's professional roots from Forrester Research to her leadership position.
05:03 The Lure to Blueconic - Cory shares what drew her to join a fresh, dynamic startup and tackle new challenges.
06:07 The Marriage of Sales and Product Marketing - Understanding how product marketing works in unison with sales to achieve success.
07:56 Initial Sales Struggles & Strategies - Reflecting on early sales efforts and the push for establishing brand credibility.
08:05 Rapid Role Progression - Cory recounts the various roles she adapted on her way to the top.
11:14 Cultivating Customer Success - Emphasizing the need for focusing on customer satisfaction to drive sales and business growth.
14:15 Journey to CEO - Cory's evolution within Blueconic and the responsibilities she accumulated along the way.
17:11 Cory's Role in Sales as CEO - Outlining how the CEO's involvement can significantly impact sales initiatives.
About GuestAs the CEO of customer data platform BlueConic, Cory has spent her career on the cutting edge of marketing technology and has years of experience working with Fortune 500 clients from various industries. Before joining the BlueCrew, she was an analyst at Forrester Research where she covered business and consumer technology trends and the fast-moving marketing tech landscape. A sought-after speaker and industry voice, Cory’s work has been featured in Financial Times, Forbes, Raconteur, AdExchanger, The Drum, Venture Beat, Wired, AdAge, and Adweek. A life-long Bostonian, Cory has a bachelor’s degree in political science from Boston College and spends a considerable amount of her non-work hours on various volunteer and philanthropic initiatives in the greater Boston community. The rest of that time is spent hanging with family and friends; running around with her rescue dog; or – most likely of all – reading.
Connect with Cory on LinkedIn:https://www.linkedin.com/in/Corymunchbach/
BlueConic LinkedIn:https://www.linkedin.com/company/blueconic/
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
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:1. 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. 2. 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." 3. 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." 4. 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 excellence.
Chapters01:08 Welcoming Eddie Reynolds - Introducing Eddie Reynolds, an expert in revenue operations, to discuss the transformation of sales operations.
01:43 Defining Rev Ops - Eddie explains Rev Ops through common problems faced between marketing and sales alignment.
03:16 Customer Experience Focus - Discourse on how Rev Ops plays a crucial role in enhancing customer experience and aligning sales, marketing, and customer success.
04:23 Why Alignment Matters - Debating the need for congruence between sales and marketing to ensure valuable customer interaction and efficient operations.
05:32 The Pitfall of MQLs - A critical view on how misguided marketing goals can lead to poor lead quality and affect sales performance.
07:30 Challenging Traditional Metrics - Exploring the flaws in current lead generation and measurement tactics and their impact on the sales process.
08:43 Aligning Marketing and Sales - Solution-focused discussion on setting the right goals to align marketing and sales efforts towards revenue generation.
09:46 The Place of Rev Ops - Understanding where Rev Ops fits within an organization and the misconception around the Chief Revenue Officer's responsibilities.
10:53 Rev Ops as a Revenue Generator - Eddie discusses the value of Rev Ops in devising go-to-market strategies and building sales infrastructures.
12:08 The Role of Technology in Rev Ops - How technology impacts Rev Ops activities, from market strategy to analytics.
14:13 Finding Qualified Opportunities - Strategies for marketing and sales to identify and pursue high-quality leads more effectively.
16:22 Account Scoring and Prioritization - The significance of account scoring in direct outreach and how Rev Ops can help focus sales efforts.
21:21 Optimizing Sales Calls - Tactics to ensure salespeople's time is spent on the most promising leads and opportunities.
23:50 Starting Point for Improvement - Eddie advises companies lacking leads on initial steps to refine marketing and sales alignment through Rev Ops.
About GuestEddie spent +20 years in Sales, Customer Success and Marketing, developing his passion for data-driven strategy and process. He was fascinated by the edge it could give an entire company.
During his time at Salesforce, he covered high-growth VC-backed B2B SaaS companies, meeting hundreds of executive revenue leaders. They cared more about that strategic edge than how the software worked.
His consulting partners, however, focused on the software, missing the broader GTM strategy. This resulted in many failed implementations and missed revenue targets. It inspired him to start a consulting firm merging system implementation with data-driven GTM strategy: Union Square Consulting.
Social Links Connect with Eddie on LinkedIn:
(26) Eddie Reynolds | LinkedIn
Union Square Consulting LinkedIn:
(26) Union Square Consulting: Overview | LinkedIn
Website:
Home - Union Square Consulting
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
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:1. 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. 2. 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." 3. 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.
Chapters01:03 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 - Clate Mask shares his transition from law school graduate to co-founding a software company with family.
05:24 Company Evolution - How the small custom software company grew into a substantial business focused on CRM products.
07:26 Rebranding to Keap - Clate explains the strategic shift from Infusionsoft to Keap to focus on small business automation.
09:05 Infusionsoft's Legacy - The integration and enhancement of Infusionsoft within Keap's comprehensive suite of products.
09:55 Conquering Sales - Clate recounts his early sales challenges and the transformative advice from his father.
11:27 Automating Success - How the implementation of automated follow-ups revolutionized the company's sales process.
13:39 Building a Sales Team - Transitioning from lone salesman to establishing a robust sales structure within the company.
15:50 Helping Profession of Sales - Aligning sales with a mission of helping customers solve problems effectively.
17:58 Customer Success Focus - The inception of customer success management to drive user adoption and satisfaction.
20:13 Marketing Alignment - How the Demand Gen and direct sales teams cooperate to generate qualified leads and drive revenue.
23:02 Scalable Go-To-Market Structure - Examining Keap's organizational structure and the collaboration between marketing and sales.
About GuestNY Times best-selling author, Clate Mask, is the entrepreneur’s guide and the CEO and co-founder of Keap, the leader in small business automation software. Keap is an 8-time Inc 5000 winner and is widely used by savvy small businesses to grow with automation. Clate’s passion is helping small businesses conquer the chaos and grow their business using the Six Keys to Success. When Clate isn’t serving entrepreneurs and building Keap, he loves to spend time with his wife, Charisse, their six kids, and their grandkids. He also loves playing golf and watching sports, with serious passion for the Arizona pro sports teams. He is intimately familiar with the balancing act of entrepreneurs, which is what drove him to discover and teach the Six Keys. Because success as an entrepreneur means having a great business and a great life.
Social Links
Connect with Clate on LinkedIn:
https://www.linkedin.com/in/clatemask/
Keap LinkedIn:
https://www.linkedin.com/company/keap-growing/
Keap Twitter:
https://twitter.com/keapgrowing
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
This week’s episode of "Sales Talk for CEOs" is out of this world, literally! Alice Heiman was joined by Beth Mund, whose journey from NASA to entrepreneurial space storyteller is rich with insights for business leaders. Not only that, we found out Alice is a bit of a space geek and she’s a huge fan of Beth’s having discovered her when she began her podcast Casual Space.
Beth's story from navigating NASA’s communication strategies to starting her podcast and founding a nonprofit called Stories of Space underscores the essence of curiosity, the imperative of adaptability, and the potency of storytelling in leadership.
Key Takeaways for CEOs:
- Foster a Culture of Curiosity: Beth's endless questions at NASA showcase the need for leaders to cultivate curiosity within their teams. A curious team is an innovative team, always on the brink of the next big discovery.
- Embrace Change and Adaptability: Mund's leap into the unknown by leaving NASA for new ventures teaches the importance of adaptability in leadership. Change is not just inevitable; it’s an opportunity for growth.
- Leverage Diverse Testing Groups: Beth’s experiences as an analog astronaut demonstrate the value of diverse test groups in gaining genuine product insights. Understand your customers by walking a mile in their shoes, or in this case, their spacesuit.
- Harness the Power of Storytelling: Mund’s transition to storytelling through her podcast and nonprofit work illustrates how narratives can effectively communicate complex ideas and connect with people on a deeper level.
"Curiosity is one of the key things that salespeople need, and I believe that all CEOs need to be curious...Fostering a culture of curiosity within your organization can lead to the exploration of uncharted markets and the development of groundbreaking products."
Beth Mund’s transition from the realms of being International Space Station Communications Officer NASA to entrepreneurship offers CEOs a blueprint for navigating their businesses through today’s dynamic landscapes. Her journey reminds us that the principles guiding space exploration—innovation, adaptability, and effective communication—are parallel to navigating the intricacies of modern business leadership.
Watch the full episode on our YouTube channel to see Beth Mund share her extraordinary experiences and insights that can inspire every CEO to lead with curiosity and courage.
By embracing these lessons, CEOs can pilot their companies with the vision, innovation, and resilience needed to explore uncharted territories in business and beyond. Mund’s narrative is not just a call to explore outer space; it's a call to explore the vast potential within our teams and ourselves. Don’t miss out on this cosmic journey of leadership and innovation—listen to the podcast now.
Chapters01:55 Exploring New Horizons - Alice elaborates on the value of seeking inspiration from diverse fields outside of sales, hinting at the innovative insights to come from Beth's experiences.
04:22 Beth's Stellar Journey - Beth shares her nostalgic beginnings in space fascination and her journey from gazing at Halley's Comet to working at NASA and beyond.
07:27 Finding a Place Among the Stars - Storytelling continues with Beth explaining how her childhood curiosity about space led to a fulfilling career in NASA communications.
09:07 Tapping into Curiosity - Alice discusses the parallels between curiosity in Beth’s space pursuits and its necessity in sales and leadership roles.
09:34 The NASA Chapter - Beth recounts her tenure at NASA, the challenges encountered, and the crucial task of conveying the value of space exploration to taxpayers.
12:15 Selling the Stars - Unpacking the concept of 'selling space' and the nuanced role of storytelling and education in both NASA's outreach and the sales process.
14:06 Entrepreneurial Leap - Beth talks about the difficult decision to leave NASA and eventually embracing her entrepreneurial spirit by starting her own podcast, Casual Space.
16:58 The Power of Narrative - Elaborating on the effectiveness of narratives and stories in both space communication and business, and their potential to engage and educate.
18:02 Communication Tips for CEOs - Beth shares valuable insights on how CEOs and businesses can improve their communication strategies based on lessons from her career.
23:13 Analog Astronaut Adventures - Beth delves into the world of analog astronauts, explaining how simulated missions on Earth provide insights for real space travel.
28:42 Customers on a Journey - Alice draws a comparison between analog astronauts' preparations and the importance of understanding customers' experiences with products.
33:28 Tackling Space Junk - The conversation addresses the issue of space debris, the innovations aimed at cleanup, and the implications for businesses.
40:18 Stories of Space - Beth invites everyone to contribute their space-related stories to an exciting project that sends these narratives to the International Space Station.
About GuestHi, I’m Beth Mund. Analog Astronaut, Keynote Speaker, and Space Communicator.
While working at NASA as a public affairs officer for the Johnson Space Center, and later as a communication officer for the International Space Station, I reported the many scientific innovations that enhanced and sometimes _saved_ people’s lives, only to see these stories fall to the wayside, undiscovered. I became a fiercely passionate advocate for the people and their stories of science and space exploration. I share their stories on stage, in workshops, on my podcast, in my blog…any opportunity that showcases people who are making tomorrow’s innovations happen today.
About a year ago, I created [Casual Space] (http://www.bethmund.com/casualspace), a podcast that provides intimate conversations each week with astronauts, engineers, authors, educators, architects and many more guests looking to share their love for space while helping to inspire the next generation of difference makers. Thousands of listeners continue to grow our casual community of space enthusiasts and advocates.
I serve on the Space Camp Alumni Board, and as a Space Drinks board member. I became an Analog Astronaut in November at the HI-SEAS research facility on a Mars simulation mission with a crew of 5 other incredible women.
I’m Beth Mund, and I discover, design and deliver stories about space.
Beth Mund is a recognized expert in space exploration and story application. She owns her company, Stellar Communications, and is an influential keynote speaker. Beth is the Executive Director of the STORIES of Space Non-Profit, which provides direct access to space through innovative story submissions. In 2024, STORIES of Space launched 300+ stories to the International Space Station, where they are currently orbiting our Earth at 17,500 miles an hour for the next six months.
Beth’s work at NASA as a science communication advisor helped shape her career in the space industry. As a Public Affairs Officer, Beth helped tell the story of the International Space Station, wrote speeches for astronauts, and showcased the technology, projects, and people at NASA’s Johnson Space Center.
Beth is the host and creator of the Casual Space Podcast, delivering insightful conversations with astronauts, artists, scientists, and explorers. Beth has served as an analog astronaut for several missions, including a simulated Mars mission in Hawaii, living in the Biosphere in Arizona, and a simulated Moon mission in Poland. Beth provides direct access to space, allowing people to apply their innovative ideas, change the way we explore space, and improve our lives on Earth.
Social Links Beth Mund
The Stories of Space Project™
(25) Beth Mund | LinkedIn
Beth Mund Speaker, Writer, Space Geek | Facebook
Beth Mund (@casualspacepodcast) • Instagram photos and videos
Casual Space Podcast - YouTube
Connect with Alice on LinkedIn:
(8) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
"We help sellers consistently execute a Michelin star experience for their buyers instead of a fast food experience." And isn’t this what every buyer wants today.
On "Sales Talk for CEOs," Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. His focus on the customer journey always in the forefront.
Elevating the Buyer ExperienceMark emphasizes transforming the sales process into a collaborative and transparent journey; he wants to enable sellers to provide a Michelin Star experience. This approach underlines the shift towards prioritizing the buyer's needs and simplifying their journey. Something he always did as a seller.
Embracing Adaptability and ProcessReflecting on his early days in sales where he was struggling and almost got PIP’d. He realized he was too focused on the art of sales and not the science. He recognized that the best sellers had a process and though he didn’t consider himself a very organized person he knew he had to do something. So he started project managing his deals, creating mutual action plans and spreadsheets and all of a sudden he was 150, 250, 300% of quota and those principles became the basis for Recapped.
"I was too focused on the art of sales and not the science of sales."
His story highlights the importance of adaptability, process, and organization in achieving sales success.
Learning from ScalingDiscussing the challenges of rapid growth, Mark advises, "You can always speed up. You can't always slow down." He underscores the need for a solid foundation before scaling, advocating for a strategic approach to growth.
Key Takeaways for CEOs:* Prioritize the Buyer’s Experience: Elevate the sales process by focusing on transparency and collaboration, enhancing the overall buyer journey. * Innovate Through Adaptability: Embrace change and focus on the science behind sales to develop processes that drive success. * Scale with Caution: Ensure a solid foundation and clear processes are in place before accelerating growth to avoid potential pitfalls.
For more in-depth insights and practical advice from Mark Fershteyn's experience, CEOs are encouraged to listen to the full episode of "Sales Talk for CEOs."
Mark's journey is a testament to the power of focusing on the buyer's experience, the necessity of adaptability, and the importance of cautious scaling in the dynamic world of sales.
Chapters00:00 Introduction - Understanding contemporary sales strategies and the shift towards customer-centric approaches.
01:59 Recapped's Value Proposition - Mark Fershteyn explains how Recapped elevates the buyer experience through collaboration and transparency.
03:36 Eliminating Inefficiencies - Highlighting how Recapped reduces common sales bottlenecks and streamlines buyer-seller interactions.
04:48 Origin Story - Mark shares his personal sales challenges and the inception of Recapped as a solution for process-driven selling.
06:17 Sales as Science - The transformative moment that marked Mark's shift from artful selling to systematic, results-focused methods.
07:17 Early Success Leading to Investment - The journey from an efficient internal tool to securing investment to scale Recapped.
09:04 The Accidental Entrepreneur - How Mark went from VP of Sales to running a successful start-up.
10:18 User Adoption Challenges - The importance of robust onboarding and user adoption in the early stages of customer relationship-building.
12:23 Rapid Scalability Challenges - The pitfalls of aggressive scaling and the subsequent need to pare down and refocus.
13:52 Market Downturn and Pivot - Adapting to changing market conditions and making tough decisions to ensure the future of Recapped.
16:23 Building a Sales Team - Intention and strategy behind assembling a high-impact sales force.
18:49 Learning from Recruitment Mistakes - Reflecting on past hiring practices and how to improve them moving forward.
20:02 Pivoting to Product-Led Growth - Mark discusses sharpening the focus on product development and self-service for the buyer's journey.
22:05 Scaling for the Future - Preparing to rebuild the team with valuable lessons from past experiences and aiming for profitability.
About GuestMark Fershteyn is the CEO of Recapped.io, the easiest way for sellers to execute their deals and provide a better buyer experience. Recapped helps revenue teams accelerate sales cycles, close more deals, forecast with confidence, and stand out from the competition. Before founding Recapped in 2019, Mark spent the last decade selling SaaS products and building sales teams.
Connect with Mark on LinkedIn:
(15) Mark Fershteyn | LinkedIn
Check out Recapped’s website:
Recapped.io - The Customer Collaboration Platform
Connect with Alice on LinkedIn:
(8) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
Do you know that exceptional customer and employee experiences can be the game-changer for your business? In a recent episode of "Sales Talk for CEOs," Alice Heiman explores this dynamic duo's profound impact. Here's a sneak peek:
🌟 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.
Chapters02:36 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
Another company that scaled to over $20M in ARR. How does Alice Heiman keep finding them?
In another insightful episode of "Sales Talk for CEOs" Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. Not unlike “G” Guillaume Moubeche, from a few episodes ago, Adam is willing to put himself out there and share the good, the bad and the ugly.
This episode offers CEOs actionable insights on leveraging technology for sales success, the importance of transparency, and the power of authentic engagement.
The Essence of Retention.com's InnovationAdam Robinson has carved a niche in the sales landscape by addressing a critical need: identifying anonymous website visitors. Retention.com's innovative approach, as Robinson puts it, allows businesses to "know who they are without them filling out a form or doing anything," revolutionizing how sales teams follow up on leads. This breakthrough underscores the untapped potential in sales technology, urging CEOs to rethink their strategies.
Key Insights for 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 InnovateRobinson's journey demonstrates how CEOs can actively engage with their communities and innovate relentlessly. In a world where sales strategies rapidly evolve, embracing technology and fostering a transparent relationship with your audience can set you apart.
To gain comprehensive insights into transforming sales strategies and leveraging technology for business growth, make sure to listen to the full episode of "Sales Talk for CEOs" Adam Robinson's experience is a testament to the power of innovation, clear communication, and community engagement in driving business success.
Chapters01:43 Adam Robinson, CEO of Retention.com joins the conversation, hinting at a game-changing sales tool for identifying website visitors.
02:02 Adam discusses documentary series on the growth of his company and finding the ideal customer profile.
03:49 The core technology of Retention.com is revealed, a tool for identifying website visitors without forms.
05:00 Discussing how personal-level website visitor identification significantly benefits sales professionals.
06:15 Adam recounts his prior experience in SaaS and the inception of Retention.com amidst an ultra-competitive market.
07:11 Shifting from email marketing to discovering the untapped potential in visitor identification.
10:06 Transition from email marketing to focusing on the more lucrative opportunity with Get Emails.
10:56 Exploring the initial growth strategies employed, including Facebook ad campaigns and their efficacy in attracting diverse clients.
13:38 Pivoting to cold email strategies that leverage simple yet potent messaging to resonate with recipients and drive conversions.
14:38 Emphasizing the indispensability of word-of-mouth and product excellence in scaling a business.
17:07 Detailing how captivating cold emails with clear value propositions can yield significant business interest.
21:10 Adam’s vision of scaling Retention.com without a conventional sales team but with a focus on technology and chatbots.
23:22 Adam outlines his plans to tap into the B2B market with an innovative and free product offering.
33:02 Adam invites listeners to try the new free B2B product, concluding the podcast on an encouraging note for aspirational entrepreneurs.
About GuestAdam is the Founder/CEO of Retention.com. Retention.com helps businesses identify anonymous people on their website, and pushes their Linkedin profiles to a slack channel, for free!
Adam has bootstrapped Retention.com to $22m ARR in 4 years, is an avid content creator on LinkedIn, and loves building in public. He's trying to create wildly immersive experiences - mostly using video - for the Retention.com community.
Follow him on Linkedin - his handle is RetentionAdam.
(8) Adam Robinson | LinkedIn
Check out Rentention’s website:
+250% Klaviyo Flow Revenue | Retention.com
Connect with Alice on LinkedIn:
(8) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. A recent conversation between Alice Heiman and Scott Gillum on "Sales Talk for CEOs" podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can't afford to ignore. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape.
The CEO's Role in Social Media: A Strategic ImperativeThe conversation with Scott Gillum reveals a critical insight: "There is a correlation between your online presence and revenue." This simple yet profound statement underscores the importance of a strategic social media presence, not just for the brand but for the CEO personally. It's about being where your customers are, engaging in meaningful conversations, and showcasing the human side of leadership.
Embracing Training and Defining RolesOne of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, "They want training...they want to know how to do it right." This calls for a structured approach to social media engagement, where CEOs and senior management are clear on their roles - be it as content producers, sharers, or supporters. It's about empowering leaders with the skills and confidence to engage effectively, without risking the brand's reputation.
The Power of Authentic EngagementGillum's work with a global law firm illustrates the tangible benefits of executive involvement in social media, highlighting "a direct correlation between revenue billings and their online presence and activities." This evidence supports the notion that when CEOs engage online, it not only enhances their personal brand but also contributes significantly to the company's bottom line.
Strategic Content Creation and DistributionIn discussing content strategies, the importance of planning cannot be overstated. Gillum emphasizes the shift towards "planning a quarter out," allowing for higher production quality and more strategic content dissemination. This approach ensures that social media efforts are aligned with overall business goals, making every post part of a larger narrative that drives engagement and leads.
Choosing the Right Platforms and FrequencyThe digital landscape is vast, with each platform offering unique advantages. From LinkedIn's professional network to Instagram's visually engaging stories, CEOs need to identify where their audience is most active. However, Gillum warns against over-posting, suggesting that "less is more" when it comes to frequency. The focus should be on quality, relevance, and strategic timing, ensuring that each post adds value to the conversation.
The CEO as a Brand AmbassadorFinally, the discussion touches on the CEO's role as the ultimate brand ambassador. Whether it's championing STEM programs or highlighting community involvement, CEOs have the opportunity to use social media as a platform for sharing what they and their companies stand for. This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike.
In ConclusionThe insights from Alice Heiman and Scott Gillum's conversation serve as a roadmap for CEOs navigating the social media landscape. By embracing training, defining roles, engaging authentically, and strategically planning content, CEOs can leverage social media to enhance their personal brand, amplify their company's message, and ultimately drive business success. The key is to be strategic, authentic, and always aligned with the company's values and goals. In the ever-evolving digital world, the CEO's voice can be a powerful catalyst for growth, innovation, and connection.
Chapters00:00 Introduction - Dive into the evolution of sales strategies and the need for innovation in today's markets with Scott Gillum.
01:01 Challenges in Sales & Marketing - Scott discusses ongoing issues in sales and marketing, underscoring the importance of continuous improvement.
01:20 Ever-Present Marketing Problems - Revelations on the persistent challenges in the field despite decades of progress.
02:52 Founding Carbon Design - Scott shares the unique inception of Carbon Design, highlighting its people-focused and flexible work ethos.
04:05 Value Proposition Creation - Anecdotes on developing effective value propositions using challenger marketing techniques.
06:29 The Essence of Sales & Marketing - Discussion on the critical gaps between sales and marketing efforts and customer acquisition processes.
08:04 Social Media Strategy for Leads - Insights into using social media for lead generation and the common mistakes CEOs make.
09:56 Executive Reluctance on Social Media - Exploring the challenges CEOs face with personal branding on social media platforms.
11:25 Training Executives for Social Media - The benefits of social media training for senior management and their impact on corporate branding.
12:33 Importance of Online Presence - Highlighting the direct correlation between an online presence and revenue generation.
14:01 High-Quality Social Media Content - The shift toward strategic planning for content creation and distribution on social media.
17:10 Platform-Specific Strategies - Unravel the nuances of different social media platforms for B2B engagement, from LinkedIn to Instagram and beyond.
22:04 Social Media as a Strategic Tool - Advice for CEOs on the strategic importance of social media and tips on content categorization.
25:44 Employee Role in Social Media - Encouraging a company-wide approach to social media participation and the specific roles employees can play.
31:58 CEO Directions on Social Media - Suggestions for CEOs on how to effectively use social media for personal branding and promoting company values.
About GuestScott is the Founder and CEO of Carbon Design, a Personality Based Marketing firm. Prior to founding Carbon Design, he was the President of the Washington, DC office for gyro (a Dentsu agency), the world’s largest B2B agency.
His career follows the pipeline. Starting at the bottom closing deals as a sales rep. Then as a management consultant after graduate school, helping clients build sales and marketing channels. Advertising broadened his knowledge and experience in building brands and creating awareness.
Along the way, he’s been the head of marketing for an Inc. 500 company, and an interim CMO for a Fortune 500 company. Today, Scott helps clients improve the effectiveness of their marketing efforts up and down the funnel. From transitioning to digital to finding new ways to communicate, connect, and motivate audiences.
Scott has been a member of the Gartner for Marketing Leaders Council and he writes a monthly column for several publications on business marketing. In the past, he has been a regular contributor to publications such as Forbes, Fortune, Adage, the Huffington Post and he has contributed to various books on marketing. Currently he writes a monthly column for MarTech.
Finally, his work on sales and marketing integration was made into a Harvard Business School Case Study and is taught at leading business schools across the nation.
Connect with Scott on Linked In
(99+) Scott Gillum | LinkedIn
Carbon Design
(99+) Carbon Design LLC: Overview | LinkedIn
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business. Schmidt's transition from a sustainability advocate to a tech entrepreneur offers invaluable lessons on the intersection of technology, procurement, and sustainable business practices, making her path a beacon for CEOs and leaders aiming to navigate the complexities of modern industries.
A Journey of Resilience and InnovationAt the heart of Schmidt's story is her unwavering commitment to sustainability, which led her to challenge the traditional cost-centric models in procurement. Her philosophy, "What we want to do is to put the right data and insights in front of the strategic buyer...including the quality of what you buy, how it has been produced, and of course, to the right price," reflects a holistic approach to business that balances economic, environmental, and social factors.
Kodiak Hub's utilization of technology to foster transparency and drive change is a testament to Schmidt's forward-thinking leadership. She emphasizes the importance of not just collecting data but using it to identify and act on opportunities for improvement, stating, "One thing is to report and to measure. But if those data points are not used to drive and identify opportunities for change...then what use is it to just report?" This approach underscores the role of technology as a catalyst for meaningful change, beyond mere efficiency gains.
Schmidt's leadership journey is also marked by resilience, particularly in the face of challenges such as the COVID-19 pandemic. Her ability to lead Kodiak Hub to double its growth consecutively highlights the significance of agility and customer-centric innovation in overcoming obstacles. This resilience, coupled with a strategic focus on growth, offers a blueprint for CEOs navigating uncertain times.
Emphasizing Creativity and Innovation in LeadershipA distinctive feature of Schmidt's leadership style is her emphasis on creativity in hiring. By exploring candidates' personal journeys and thought processes, Schmidt seeks to uncover their innovative potential, ensuring that Kodiak Hub's team is not only technically adept but also capable of thinking outside the box to drive sustainable solutions and innovation. This approach to building a team underscores the critical role of creativity in fostering innovation and navigating the complexities of technology and sustainability.
Key Insights for CEOsSchmidt's journey and leadership at Kodiak Hub offer several key takeaways for CEOs and business leaders:
- Sustainability as a Core Business Strategy: Schmidt's emphasis on sustainability highlights its importance as a competitive advantage and a pillar for long-term business success.
- The Power of Technology for Change: Leveraging technology for transparency and to drive actionable change is crucial for modern businesses aiming to stay ahead.
- Resilience Through Innovation: Schmidt's ability to guide her company through challenges underscores the importance of innovation and customer-centric approaches in ensuring business continuity and growth.
- Creativity in Leadership: Valuing creativity in the hiring process ensures a team capable of innovative thinking and problem-solving, key components for addressing today's complex business challenges.
For CEOs and business leaders looking to embrace sustainable business practices and navigate the complexities of modern supply chains, Malin Schmidt's insights provide a roadmap for leveraging technology, understanding buyer needs, and prioritizing sustainability to drive business growth and innovation. Her journey from a sustainability advocate to a leading CEO in the tech space is not just inspiring but also offers practical strategies for leadership in the 21st century.
About GuestMalin Schmidt, a seasoned SaaS B2B entrepreneur, seamlessly blends her expertise in Operations, Supply Chain Management, and SustainTech to reshape global business collaborations. Malin stands at the forefront of innovation in the realm of Supplier Relationship Management (SRM) software as the Founder and CEO of Kodiak Hub. Recognized as one of the Top 100 most influential Women in Supply Chain, Malin has carved an indelible mark in the industry by steering Kodiak Hub to unprecedented success.
For Malin, the creation of Kodiak Hub represents the most rewarding and enjoyable venture in her career. With a mission to assist brands in developing sustainable supply chains at scale, Kodiak Hub, under Malin’s guidance, has become synonymous with innovation and excellence in the industry. She emphasizes the importance of balancing expansion with consolidation in her business building, to ensure organizational scalability and sustainable modes of operating.
Her continuous mission is to develop the Kodiak Hub platform to consistently surprise and delight users, delivering top-line value for large enterprises and solving the challenges residing in global supply chains.
Social Links Connect with Malin on Linked In
(99+) Malin Schmidt | LinkedIn
Check out Kodiak Hub's Website:
Kodiak Hub | Supplier Relationship Management Platform
(99+) Kodiak Hub: Overview | LinkedIn
Kodiak Hub on YouTube:
Kodiak Hub - YouTube
Connect with Alice on LinkedIn:
(4) Alice Heiman | LinkedIn
Check out Alice's website:
Alice Heiman | Sales Consultant and Strategist for CEOs
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 LandscapeSocial 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 TodayMatt'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!
Chapters0:03:26 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 story internally and externally
0:18:42 The impact of onboarding and internal communication on driving culture
0:21:11 Additional strategies for CEOs to improve their digital influence
0:25:25 The significance of solving a problem and offering proof to influence others
0:26:26 Utilizing podcasts and writing a book to increase influence
0:28:46 Focus on doing things more and better
About GuestMatt Brown is a veteran founder and entrepreneur zealously dedicated to aiding, entrepreneurs, CEOs, business leaders and the broader business community in fostering positive change. A veteran founder of 14 companies across a span of 25 years, successfully exiting multiple businesses.
In the limelight as the host of the globally celebrated Matt Brown Show, Matt has steered over 850 episodes to success, making it a powerhouse of insights with millions of downloads. Recognized for his superpower of compelling business leaders to reveal their well-guarded secrets, he has crafted a network unmatched in depth and diversity, hosting a sterling array of guests including billionaires from six continents, New York Times best-selling authors, navy seals, prominent professors, scientists, and a legion of business thought leaders.
The show has now grown into a repository of high-value content, syndicated on platforms like Amazon Prime and the Roku Streaming TV Network.
Matt is a 3x Amazon Best Selling author, with accolades including, “Your Inner Game", “Secrets of #Fail”, and “Secrets of Influence” which have established him as a significant voice in the entrepreneurial world, a reputation cemented by recognitions such as being named among the Top 25 Most Influential People in Technology by CIO Views magazine and finding a place in Fast Company Magazine's list of Most Influential People in Business.
Matt is also known for his leadership interventions, where through professional speaking, master classes and personalized coaching sessions, he shares the wealth of knowledge accumulated over years of hands-on experience. All these initiatives stem from a driven desire: to usher a positive change in the business world, one startup, one leader at a time.
The mission is clear— to facilitate the growth of aspiring entrepreneurs and business leaders, steering them towards creating a meaningful impact in the world.
Social Links Connect with Matthew Brown on LinkedIn:
(3) Matt Brown | LinkedIn
Link to the Matt Brown Show:
Telling the stories of influencers and business thought leaders, one conversation at a time. - The Matt Brown Show
Link to Secret of Influence:
Amazon.com: Secrets of Influence - Proven Strategies for Business Leaders to Unlock Genuine Digital Influence eBook : Brown, Matthew: Kindle Store
Link to Secret of #Fail:
Secrets of #Fail - Stories, Insights, and Lessons from the Hidden Failures of Entrepreneurs: Brown, Matt: 9798861989114: Amazon.com: Books
Link to Your Inner Game:
Your Inner Game - 12 Principles For High Impact Entrepreneurs: Brown, Matt: 9780639955803: Amazon.com: Books
Connect with Alice on LinkedIn:
(4) Alice Heiman | LinkedIn
Check out Alice's website:
Alice Heiman | Sales Consultant and Strategist for CEOs
In a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways:
- Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future.
- Greatness Breeds Success: Acknowledging past achievements is the true measure of success. Reflecting on the times when you've outdone yourself helps predict future success.
- Leadership and Appreciation: As leaders, appreciating ourselves and our teams is crucial. It sets an example for others and drives sales, scales businesses, and focuses on what truly matters—customer satisfaction and employee engagement.
- It's Simple and Cost-Effective: Appreciation doesn't have to be grand gestures. Simple acts like handwritten notes, thoughtful gifts, or spending quality time can go a long way in showing appreciation.
- Building a Culture of Appreciation: To foster a culture of appreciation, start with yourself, appreciate your team, and encourage others to do the same. It creates a positive atmosphere that benefits everyone involved.
Alice Heiman's insights highlight the transformative power of appreciation in business. Take the time to appreciate yourself, help others do the same, and share appreciation with those around you. It's a simple yet powerful practice that can elevate your business to new heights.
If you found these insights valuable, be sure to listen to the full podcast for a deeper understanding of the topic. Don't forget to like and subscribe for more thought-provoking discussions on "Sales Talk for CEOs."
Chapters01:27 Importance of taking time to appreciate and celebrate successes
02:47 Deep appreciation helps build momentum and confidence
03:56 Recommendation to read the book "Ten X is Easier Than Two X"
05:29 Being great as a leader benefits others and brings success
06:46 Need to appreciate and celebrate team achievements
08:05 Ways to appreciate oneself and others in the company
09:31 Understanding how individuals like to be appreciated
10:50 Suggestions for showing appreciation: handwritten notes, asking preferences
Connect with Alice on LinkedIn:
(2) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
Imagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that. Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.
The Catalyst for Change: Pivoting in a PandemicHarris's tenure at Challenger began amidst the pandemic. She was met with the daunting task of revitalizing a company that was "dead in the water" due to the pandemic-induced halt in its traditional training services. Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger's training could be met despite the constraints of the global crisis.
One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. This included optimizing the company's website for SEO, engaging in social selling, and rebranding Challenger as an innovative tech company, thereby widening its appeal to include SMB and mid-market customers alongside its enterprise clientele.
Strategic Sales Team RestructuringHarris didn't stop at marketing transformations. She meticulously restructured the sales team to better align with customer segments, differentiating between new logo acquisition and existing account management. This strategic segmentation enabled Challenger to tailor its approach to various customer needs more effectively, showcasing Harris's keen understanding of the nuances in customer buying processes.
Key Takeaways for CEOs:Andee Harris's journey with Challenger Sales Training Company offers invaluable lessons for CEOs navigating their businesses through uncertainty:
- Embrace Agility: The swift pivot to virtual and e-learning platforms was a testament to the importance of agility in business. CEOs should be ready to adapt their product delivery to meet customer needs, regardless of external pressures.
- Demand Generation is Key: Harris's focus on building a demand generation engine highlights the critical role of marketing in driving growth. CEOs should ensure their companies have robust strategies for lead generation and brand positioning.
- Strategic Sales Team Structure: Tailoring sales strategies to customer segments can significantly enhance effectiveness. CEOs should consider how their sales teams are structured to best meet the diverse needs of their clientele.
- Customer-Centric Approach: Above all, Harris's strategies were rooted in a deep understanding of customer needs and buying behaviors. CEOs should maintain a laser focus on serving their customers in the manner they prefer, ensuring success and satisfaction.
Andee Harris's CEO journey, is a compelling case study on leading with resilience, innovation, and an unwavering focus on customer needs. Her success in transforming Challenger amidst unprecedented challenges offers inspiration and practical advice for CEOs looking to navigate their companies through turbulent times.
For a deeper dive into her strategies, challenges, and the innovative steps she took to transform Challenger, watch the full episode and subscribe to our channel!
Chapters02:55 'Andee's decision to become CEO of Challenger after selling High Ground'
06:17 'Transition of Challenger's founders and how opportunity came Andee's way'
08:43 'Overcoming the absence of demand generation and marketing at Challenger'
10:42 'Andee's strategy for developing lead generation and hiring new sales talent'
13:19 'Fastest path to lead generation and impact on sales processes'
16:25 'Upscaling sales talent and adapting to remote selling during Covid'
17:08 'Recruiting the right salespeople and providing sales training under unique circumstances'
18:52 'Segmenting the sales team according to customer needs and buying processes'
21:06 'Finding the right sellers to handle segmented customer groups'
22:47 'Aligning the structure of the sales team with customer acquisition and growth strategies'
23:17 'Adapting to customer buying preferences and servicing key accounts'
25:03 'Ongoing growth and hiring for the sales team at Challenger'
26:01 'Training focus for sellers on understanding and addressing customer indecision'
27:24 'Real-world impact of Challenger selling philosophy beyond sales'
28:20 'Looking forward and recognizing the power of partnerships and integrations'
32:33 'How the new Salesforce app will enhance the sales process with Challenger methodology cues'
About GuestAndee Harris is the CEO of Challenger. A proven leader, Harris brings more than two decades of experience in growing and scaling service and technology businesses. She has previously led multiple companies, both as CEO and Senior Vice President, through periods of rapid revenue growth, critical fundraising and successful acquisition.
She is an unstoppable, successful business builder, right brain thinker in a left-brain world. She is known for clearing pathways by connecting data and people. Andee is an Adjunct Professor at Kellogg School of Management, sharing her entrepreneurial wisdom in the course, Launching and Leading Startups. She is a highly regarded technology thought leader with broad expertise in market share growth, business development, multi-channel marketing and revenue management.
Andee is a member of YPO Chicago and a board member to Bonfire, Chicago Ideas Week, Lyft Community Board and The Lurie Children’s Hospital Strategic Founders. She lives in Lincoln Square with her husband, two teenagers and black lab. She is an avid traveler and loves to cook and be outdoors.
Social Links You can learn more about and connect with Andee Harris in the links below.
Challenger:
The Challenger Sale | Sales, Marketing, & CS Approach (challengerinc.com)
Winning The Challenger Sale podcast:
Winning the Challenger Sale - Sales Podcast | Challenger Inc
Andee on LinkedIn:
(99+) Andee (Weissman) Harris | LinkedIn
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
Growing your business by doing an exceptional job is something that Alice’s guest Justin Rende knows well. This may be overlooked by those companies with a race to land new logos. Having referenceable customers can help you grow your sales. In fact when you do an exceptional job, without prompting, your customers will tell others. But that won’t fuel all the growth you need. You might have to become a bike messenger and start dropping off packages. When Justin decided to branch out he focused on startups. Learn how Justin messengered his way into startups all over New York City and how that grew his sales before hiring a team of sellers.
Chapters02:38 Justin's journey from a consulting firm to starting his own business, 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 GuestJustin Rende is the Founder and CEO of Rhymetec, a cybersecurity firm providing cybersecurity, compliance and data privacy needs to SaaS companies. With over 20 years of experience in cybersecurity, Justin has focused exclusively on developing the most innovative and customizable cybersecurity solutions for modern SaaS-based companies.
Social Links Connect with Justin
- LinkedIn: https://www.linkedin.com/in/justin-rende/
- Twitter: https://twitter.com/rhymetec
- Facebook: https://www.facebook.com/RhymetecCyberSolutions
Connect with Alice
- LinkedIn: (3) Alice Heiman | LinkedIn
- Website: Alice Heiman | Sales Consultant and Strategist for CEOs
In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Alice Heiman’s latest guest, Gretchen Gordon, author of "Happy Sales Manager" and President of Braveheart Sales Performance, shares her profound insights on empowering sales teams to excel in any economic climate.
Episode’s Key Takeaways:
Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust plans to adapt and thrive regardless of market conditions.
Strategic Sales Planning: It's not just about the numbers; it's about understanding the market, retaining customers, and fostering growth through value-driven relationships.
Mindset and Skills: A winning sales team is built on a foundation of confidence, business acumen, and the ability to act as trusted advisors to their customers.
Curious about transforming your sales team and leading them to new heights Watch the full episode below for a deep dive into Gretchen's strategies for stellar sales leadership.
Chapters02:17 - Anticipating 2024's Economy: Evaluating economic predictions for 2024's potential challenges and opportunities.
08:35 - Gaining More Market Share: Tactics for sales leaders to expand market share in fluctuating economic conditions.
14:29 - Effective Market Positioning: Discussing strategies to stand out in the market for enhanced sales results.
18:29 - Customer Retention Strategies: Techniques for retaining customers by showcasing value and differentiation.
25:35 - Elevating Sales Roles: Transforming sales teams into trusted advisors and industry peers.
28:20 - Boosting Sales Confidence: Overcoming confidence barriers in sales through practice and support.
32:13 - Sales Attitude and Impact: The influence of mindset on sales effectiveness and client interactions.
38:05 - Leveraging Referrals: Using existing networks for referrals to new customer segments.
40:56 - Responsive Sales Planning: Adapting sales goals and methods to align with economic shifts.
42:47 - Leadership in Sales: Balancing tactical skills and mindset for optimal sales leadership.
When it comes to leading sales teams, it's about balancing the trio of acquiring new customers, ensuring customer retention, and driving growth. As Gretchen eloquently puts it, being a sales leader is about "driving sales and leading teams with ease and fun."
For more insights on sales leadership and how to empower your team for success, subscribe to The Sales Talk with CEO’s podcast.
About GuestGretchen Gordon is the author of "Happy Sales Manager" and the President of Braveheart Sales Performance. With over 14 years of experience, she helps salespeople and leaders excel in any economy.
I am an author, keynote speaker and I lead a team of experts who cultivate sales teams so sellers can sell and leaders can lead.
We focus on People, Processes, and Pipeline to accelerate sales and profits and transform organizations permanently.
You can learn more about and connect with Gretchen Gordon in the links below.
Connect with Gretchen on LinkedIn:
(99+) Gretchen Gordon | LinkedIn
Check out Braveheart's website:
Braveheart Sales
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
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 CEOs1. Prioritize Relationship-Building: Train your sales team to focus on establishing relationships first.
- 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.
Chapters01:18 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 GuestEduardo, 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 industry as a developer, a manager, a director and most recently, as co-founder of 2 companies, Incutex and Exomindset.
In 2019, he founded exomindset.co with a partner to provide local and international clients with software engineering and development services, his belief was that teamwork and agile methodologies could overcome any cultural and language barriers, that coding is universal. He speaks Spanish and English fluently as well as some Portuguese and while he’s immensely proud of his home country, Argentina, his knowledge of the culture of other countries makes him perfectly suited to run a company that works with clients from many different parts of the world.
Connect with Eduardo on LinkedIn
(99+) Eduardo Coll | LinkedIn
https://www.linkedin.com/company/exo-mindset
About Company
Software Development Company | ExoMindset
https://clutch.co/profile/exomindset
About AliceConnect with Alice on LinkedIn
(99+) Alice Heiman | LinkedIn
Alice's Website
Alice Heiman | Sales Consultant and Strategist for CEOs
This week Alice shares her reflections after having time to think during the holidays.
In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do.
She talks about how CEOs need to stay in their genius zone and find others to do the rest. It’s tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best.
As CEOs you always have so much going on and most of you are still heavily involved in sales as well. Alice points out that you need to start to think differently about your time.
In this episode she recommends that you drink your coffee while it’s hot.
Chapters00:53 Importance of using time effectively as a CEO
01:34 Being a better leader and supporting sales strategies
02:23 Metaphor of drinking coffee while it's hot
03:36 Taking time to enjoy and savor the moment
04:45 Tips for keeping coffee hot and writing things down
06:00 Importance of morning rituals and self-care
Social Links You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman | Sales Consultant and Strategist for CEOs
SummaryLaura Gassner Otting, TEDx speaker and author of Wonderhell: Why Success Doesn’t Feel like it Should . . . and What to do About it, had an insightful conversation with Alice. Her career has spanned from a pivotal role in Bill Clinton's White House to achieving entrepreneurial heights. Laura and Alice discussed the concept of "Wonderhell," which most CEOs know well, it’s where the exhilaration of success is entwined with the challenges it brings and the feeling of wanting more.
This episode offers a unique opportunity to gain insights from Laura's diverse experiences, shedding light on the complex dynamics of ambition, success, and the resilience required to thrive in leadership roles.
Exploring "Wonderhell"Laura's journey through the highs of achievement and the lows of pressure showcases the duality at the heart of success. "Wonderhell" is not just about reaching the peak; it's about thriving amidst the challenges and relishing the journey.
Laura shares, "I wrote Wonderhell because I found myself in it.” She reveals, “I was filled with imposter syndrome and anxiety and uncertainty and doubt and envy and exhaustion and burnout. And I was like, it's kind of horrible. Now, I'm stuck with the burden of my potential."
She knew she had to figure it out and the book is the result of that.
Key Insights from this episode:* Embracing Ambition: Laura encourages CEOs to see ambition as a catalyst, not a flaw. It's the fuel that drives us towards greater heights. She states, "Embrace your ambition... It's okay for me to want more, that's totally cool." * Success Beyond Finances: Success isn't just measured in dollars. Laura places immense value on personal relationships and internal fulfillment. She remarks, "I am proudest of the relationships that I built and deepened with my kids, my husband, and my friends." * Emotional Balance: Achieving success brings a spectrum of emotions. Laura's approach is about finding an equilibrium between excitement and the anxieties that come with leadership. She advises, "Get comfortable being uncomfortable... understand that this is not the now; it's actually the new normal." * Strategic Focus and Delegation: As a CEO, Laura highlights the importance of focusing on tasks unique to your skillset and delegating to others to enhance efficiency and satisfaction. Laura elaborates, "The highest and best use of your time is to do what only you can do."
Embracing the JourneyLaura Gassner Otting teaches us that success is more than a destination; it's a continuous process of growth, challenge, and self-discovery. Her journey from the White House to entrepreneurship exemplifies the nuanced nature of leadership and the importance of embracing every part of the journey.
Have you experienced your own version of "Wonderhell"? I’d love to hear from you. Join the discussion in the comments below.
Chapters08:18 - Valuing Achievements Before Chasing Next Goals
11:47 - Shifting Leadership Mindset to Positivity
14:47 - Leveraging Intentional Focus for Opportunities
18:12 - Prioritizing Culture for Business Success
22:31 - Empowering Teams with Strategic Questions
23:57 - Scaling Insights from '10x is Easier Than 2x'
26:13 - Balancing CEO Ego with Effective Leadership
30:28 - Importance of CEO-Audience Engagement
34:07 - Embracing Ambition and Overcoming Doubts
38:06 - Focusing on Long-term Business Trajectory
42:57 - Balancing Business and Personal Life Priorities
About GuestLaura’s secret superpower is seeing your greatness and reflecting it back on you, so that you can get “unstuck” — and achieve extraordinary results.
A frequent contributor to Good Morning America, the TODAY Show, Harvard Business Review, and Oprah Daily, Laura is the Wall Street Journal Bestselling Author of three books, Wonderhell, Limitless, and Mission-Driven. Laura’s 30-year resume is defined by her entrepreneurial edge.
She served as a Presidential Appointee in Bill Clinton’s White House, helping shape AmeriCorps; left a leadership role at respected national search firm to expand a tech start-up; and founded, ran, and sold her own global search firm, partnering with the full gamut of mission driven corporate and nonprofit executives.
Laura is turned on by the audacity of The Big Idea and that larger-than-life goal you just can’t seem to shake. She’s an instigator, motivator, and provocateur, and she’s never met a revolution she didn’t like. Just ask her enduringly patient husband, two almost-grown sons, and two troublesome pups with whom she lives outside of Boston, MA.
Social Links You can learn more about and connect with Laura Gassner Otting in the links below.
Connect with Laura on LinkedIn:
(99+) Laura Gassner Otting | LinkedIn
Check out Laura's website:
Laura Gassner Otting
You can learn more about and connect with Alice Heiman in the links below.
Laura's TED talk:
Laura Gassner Otting: Why doesn't success bring happiness? | TED Talk
Wonderhell and Limitless:
Books — Laura Gassner Otting
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
In the ever-evolving world of B2B sales, few stories are as compelling as that of Guillaume Moubeche, CEO of Lempire. Guillaume or “G” as his friends call him is one of the happiest, most friendly CEOs you will come across. But don’t let that fool you, he’s one determined founder.
When he realized how hard it was going to be to raise money he completely changed his focus to the customer and it worked. But that’s not all, he got out there and made himself known. Using a live show on Facebook and his LinkedIn profile, he connected, helped and collected fans.
His innovative tactics drove so much interest that he didn’t miss that investor money he decided to quit chasing.
In this episode G tells Alice about the innovative ideas and unique approach he took to B2B sales. He practices what he preaches and is a living example that what he sells works.
Why CEOs Should Listen:* Blueprint for Bootstrapping Success: Discover Moubeche's strategies for starting from scratch and scaling to millions without external funding. * Personalized Sales Tactics: Learn how personalization and building trust can transform your sales approach. * Entrepreneurial Insights: Gain insights on how to nurture an entrepreneurial spirit within your sales team for unparalleled results.
Episode Chapters:[02:12] The Genesis of Lempire: Charting the Birth of a Sales Revolution
[06:02] The Power of Personalization: Shaping a Human-Centric Sales Approach
[14:20] Building a Dynamic Sales Team: From Solo Efforts to Collaborative Success
[20:58] Scaling Sales Operations: Evolving Strategies for Business Growth
[35:47] The Inbound Advantage: Mastering the Art of Customer Attraction
[41:30] Fostering Customer Trust: The Core of Successful 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
Connect with Guillaume on LinkedIn:
(99+) Guillaume Moubeche | LinkedIn
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 - Alice Heiman
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 GuestWith an expansive career spanning over 15 years in technology sales across North America, Europe, the Middle East, and Asia-Pacific, William stands as a global authority in the field. He possesses a B.A. in International Relations from Bowdoin College, a TEFL Certification from GLV Zhuhai / 平和英语学院, and dual Mandarin certifications from Cornell University and Beijing University / 北京大学.
William's journey began in Shanghai's bustling corporate scene, serving as a Media Relations Manager for Wai White Dragon, a distinguished publication for the city's crème de la crème. Subsequently, he shifted gears, taking on the mantle of Director of Admissions and College Planning at Chicago's Hales Franciscan High School. Here, he was instrumental in rejuvenating the admissions department, crafting strategies to enhance enrollment from a specific demographic within the Chicago region. His next endeavor led him back to Asia, where he bolstered business development efforts in Singapore for TSL Marketing, orchestrating lead generation campaigns in both English and Mandarin for elite tech enterprises across J-APAC.
William's prowess was soon recognized by tech giant, Google. As their Regional New Business Sales Manager for Asia-Pacific. He transitioned to the APAC Knowledge Manager role, emphasizing training and quality assurance for regional and international endeavors. William's sales spirit later propelled him to oversee Outbound Sales Teams for TradeGecko (acquired by QuickBooks) and MyDoc, both trailblazing startups based in Singapore.
Currently, as the visionary Founder of Konsyg, William oversees comprehensive sales processes for Enterprises and SMEs on a global scale.
Social Links Connect with William Gilchrist On Konsyg's official website:
On-Demand Sales Solutions for Global Businesses | Konsyg
Connect with William on LinkedIn:
(99+) William Gilchrist | LinkedIn
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 - Alice Heiman
Imagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he’s here to share his groundbreaking journey with us.
In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights.
This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making and innovative business growth.
Why CEOs Should Listen:
- Strategic Utilization of Consumer Data: Embrace the transformative power of consumer data in shaping business strategies.
- Business Agility: Learn from Jonathan’s journey about the importance of agility and responsiveness in today’s business world.
- Sales Team Optimization: Gain insights into assembling a sales force that resonates with your company’s mission and market needs.
- The Essence of Entrepreneurial Spirit: Discover the significance of resilience and creative thinking in driving business growth.
Chapters00:03 The Changing Face of Sales in 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 GuestJonathan Silver is the Founder and CEO of Affinity Solutions, the leading consumer purchase insights company focused on outcome-based solutions.
Affinity provides comprehensive purchase insights and media measurement via exclusive, fully permissioned real-time, consumer purchase data, integrated with key ecosystem partners. This allows for seamless, privacy-centric, data access at an unprecedented scale. Affinity powers solutions for financial institutions, marketers, investment firms, consulting firms, and media & marketing enterprises by providing real-time demand signals and insights on consumer spending which drive high-value decisions that lead to better business outcomes.
Silver’s vision for Affinity is to transform data insights into experiences that improve people’s lives. He is a graduate of Wharton and the University of Pennsylvania School of Engineering.
Social Links Connect with Jonathan Silver on Affinity Solutions official website:
Consumer Purchase Data Tools - Affinity Solutions
Connect with Jonathan on LinkedIn:
https://www.linkedin.com/in/jonathan-silver-33b456/
Link to CNBC Squawk Box
https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new-cnbc/nrf-retail-monitor-tracking-card-transactions.html
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 - Alice Heiman
Have you ever wondered why, despite having amazing products, customers still struggle to understand your company's value?
April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing.
Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, leading to misalignment and missed opportunities. April highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player.
The episode underscores the common disconnect between how companies perceive their products and how customers understand them. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. And describes in her second book, Sales Pitch, how to translate the marketing work done for positioning into sales speak.
April advises CEOs to routinely reassess their company's positioning, even if it seems satisfactory, to ensure alignment with market realities. She stresses the need for a cross-functional team approach to redefine positioning involving sales, marketing, and product teams.
The episode serves as a crucial reminder for CEOs and sales leaders of the importance of clear and strategic positioning in today's competitive market. April Dunford's insights offer valuable guidance on how to approach this process thoughtfully and effectively to drive business growth and customer satisfaction.
This podcast is a must listen and her books are both must reads.
Chapters05:26 Lack of methodology and squishiness surrounding positioning in 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 Links You can learn more about and connect with April Dunford in the links below.
Connect with April on LinkedIn:
(99+) April Dunford | LinkedIn
Check out April's website:
April Dunford - Positioning for B2B Tech Companies
Check out April's Podcast:
Positioning With April Dunford
Check out April's Newsletter
Positioning with April Dunford | Substack
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 - Alice Heiman
About GuestI spent the first 25 years of my career as a startup executive, running marketing, product, and sales teams. I led teams at seven successful B2B technology startups. Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. The total of those acquisitions is more than two billion dollars. Across that journey, I positioned, re-positioned, and launched 16 products, and created dozens of sales pitches.
I have a deep curiosity about what makes the difference between a winning product and a loser. Developing a systematic way of positioning technology products and companies has become my life's work. As a consultant, I have had the privilege of working with more than 200 companies, allowing me to go even deeper and broaden my positioning expertise. The bulk of my work is with growth-stage startups and larger technology companies. Companies where the stakes are high - and weak positioning can mean the difference between success or failure.
My first book, Obviously Awesome - How to Nail Product Positioning so Customers Get it, Buy it, Love it (aprildunford.com), captures my ideas about positioning and a methodology for doing it that any startup can follow. It's become a best-seller and popular among entrepreneurs, product, and marketing folk. My second book, Sales Pitch, was designed to teach a step-by-step way of building a sales pitch that reflects that positioning, and helps make a clear compelling case for why prospects should pick you over the competition.
I studied Engineering at the University of Waterloo. If you had told me back then that someday I would be an author, I would have said you were nuts. It turns out my grade 6 English teacher was wrong about the importance of grammar.
I'm at the stage of my career where I'm trying to give back as much as I can. I am a mentor and advisor to dozens of startups and folks that work in them. I am also an enthusiastic board member at a handful of startups.
I live in Toronto, Canada. I have kids, a small dog, and a cabin in the woods.
Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool.
“I really didn’t have any other option than starting this business and seeing where I could go with it.”
The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her Go To Market experience, it’s different when you start a category and Prelay did that.
She started small with some beta customers and about a year later she was really able to go sell.
Her Go To Market background made her know she should be on the frontlines. It allowed her to continue gathering information to shape the product.
“You can’t lose touch with the customers.” This keeps her close to her customers today, even though she has a sales team.
The first sellers she brought on covered the deals end to end and soon after she brought on customer success and a head of sales keeping herself in the game as the subject matter expert.
It was challenging to find the right people for an early stage company. Finding the right people who were ok with the ambiguity and who were utility players and product aware. ”Because of this we’re very focused on knowledge sharing.”
Her biggest challenge, becoming a “household name.” Gabriella is excited about having Prelay become a name in the market. She feels it is important to stay focused on awareness. “It’s a space that is just being created.. There’s no team selling product like Prelay.”
She stays involved on the product side and has directed her sellers to insert her where she is needed.
Listen to her tell the story of starting a company and a category and growing her sales.
Chapters00:04 Selling is a team sport, lone wolf sellers are outdated.
03:22 Gabriella's background in scaling startups led to creating Prelay.
10:54 Thoughtful R&D and user-centric approach in the beginning.
13:04 The importance of CEOs staying close to the 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 GuestIn a past life, Gabriella was an Olympic Trials hopeful and a competitive D1 cross country & track athlete at the University of Michigan. During her competitive running career, 7 leg surgeries failed to keep her off the D1 stage, reinforcing her core approach to life – persistence and perseverance can lead you to achieve feats that may seem impossible at first.
Gabriella leveraged the same mindset when entering the tech industry, where she discovered a similar spark of excitement and passion in scaling companies. Taking on Silicon Valley, she helped scale core go-to-market at Fountain (YC W15) and at Truework (Sequoia-backed).
Now at Prelay, she is building the future of revenue team collaboration.
To learn more about Prelay, you can get in touch via gabriella (@) prelay.com
Social Links You can learn more about and connect with Gabriella DeFlorio in the links below.
Connect with Gabriella on LinkedIn:
(99+) Gabriella DeFlorio | LinkedIn
Check out Prelay's website:
Prelay | Drive Revenue Faster as a Team
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 - Alice Heiman
How do you wind up being a business broker after a luxurious career in the high-end wine business?
Funny story.
After working in the corporate world around 2008 and 2009 Jessica Fialkovich and her husband saw her friend who had a luxurious wine business brokering really high-end wines around the world. They thought how fun it would be to taste wine and travel for a living so with the help of their friend started their own wine business.
Three years later, it turns out that tasting wine all day was exhausting and they decided to return to something more corporate.
They hired a business broker to help them sell the wine business and as they say, the rest is history.
Jessica and her husband now own Transworld Business Advisors, a thriving company offering M&A services and Exit Factor, helping small and midsize businesses to increase their valuation for an eventual sale.
They’ve grown tremendously over the 10 years and how did they do it? At first, networking, door-knocking, and becoming a valued resource in her local business community. More recently she’s authored a very useful book called, Getting the Most for Selling Your Business and she and her husband have acquired several businesses.
Jessica shares her secrets to making acquisitions. Successful acquisitions require patience, relationship-building, and a knack for spotting opportunities. As Transworld Business Advisors continues to grow, their commitment to community service and client relationships ensures a promising future.
Join us in exploring Jessica's remarkable journey and uncover the secrets to thriving through strategic acquisitions!
Chapters02:25 Jessica's transition from the wine business to business 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 GuestAs a business exit expert and speaker, Jessica Fialkovich helps small businesses owners with under $10 million in revenue who desire to build a legacy.
She provides insights and guidance around the overwhelming world of buying and selling a business, giving peace of mind throughout the decision-making process.
Jessica Fialkovich offers 10 years of thought leadership within small business M&A and has personally bought and sold multiple companies.
Social Links You can learn more about and connect with Jessica Fialkovich in the links below.
https://jessicafialkovich.com/
https://www.tworld.com/locations/colorado/
https://exitfactor.com/
Connect with Jessica on LinkedIn:
https://www.linkedin.com/in/jessicafialkovich/
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
https://www.linkedin.com/in/aliceheiman/
Check out Alice’s website:
https://AliceHeiman.com
When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture.
For Tom Lavery at Jiminny, compromising on customer success or culture were not options.
Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader.
Tom understands that effective sales leadership starts with data. Jiminny's platform records, transcribes, and analyzes video, voice, and email communications, providing valuable insights for sales leaders.
From the beginning he did the selling and his first hires for sales were not sellers, but customer success managers. This was pivotal to his growth because customers had high user adoption and because of that renewed and told others.
His entire team is focused on customer success because of his strong culture.
In seven short years, his team has grown tremendously, and they work as a team to retain customers, find new prospects and guide buyers through to a decision.
Even with his amazing team, he plays an important role in sales.
Listen to Tom share his growth story with Alice and his passion for maintaining a great culture.
Chapters02:52 Tom Lavery's background and inspiration for starting 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 GuestTom has over 15 years of experience in high-growth VC/PE-backed SaaS companies. Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue. Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.
Social Links You can learn more about and connect with Tom Lavery in the links below.
Connect with Tom on LinkedIn:
(99+) Tom Lavery | 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 below.
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
In a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth.
Tiffani underscores the undeniable connection between employee and customer experiences. She asserts that happy employees lead to happy customers, emphasizing the need for a supportive work environment. She states, "To win customer love, you must first earn employee affection." This highlights the pivotal role of the employee experience in driving customer satisfaction.
To enhance the employee experience, CEOs should align KPIs for both customer and employee satisfaction. Tiffani recommends questions like, "What are your top customer experience KPIs?" and "Is leadership success tied to these KPIs?" Harmonizing metrics and compensation ensures equal importance for both customer and employee satisfaction. What impacts one will impact the 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.
Chapters01:35 Tiffani Bova's background and book "The Experience Mindset".
04:55 The research on the impact of employee experience on customer experience.
08:07 CEOs acknowledging the lack of ownership of employee experience.
12:27 The disconnect between customer-centricity and employee experience.
15:23 Employee experience impacts customer experience in the long run.
18:19 Process alignment and technology integration improve employee experience.
21:02 Simplify tasks and processes to improve employee experience.
26:47 Importance of ongoing conversations and employee input
30:18 Happy customers don't always mean happy employees
34:41 Outdated technology is a major challenge for employees
About GuestTiffani Bova is a renowned business strategist, speaker, and author known for her expertise in sales, growth, and innovation. She has held prominent positions at leading technology companies, including Salesforce, where she served as the Global Customer Growth and Innovation Evangelist. Tiffani is recognized for her insights into customer-centricity, digital transformation, and the future of business.
Throughout her career, Tiffani has been a sought-after keynote speaker and thought leader, sharing her knowledge on topics such as sales and marketing strategies, customer experience, and the impact of emerging technologies. She is also the author of the book "Growth IQ," which explores various strategies for driving business growth.
Tiffani Bova's work has made her a respected voice in the business world, and she continues to inspire and educate professionals through her speaking engagements, writings, and consulting work.
Social Links Connect with Tiffani Bova on her official website:
Tiffani Bova
Find Tiffani Bova's books, The Experience Mindset and Growth IQ on her website
Tiffani Bova - The Experience Mindset
Tiffani Bova - Growth IQ
Connect with Tiffani on LinkedIn:
(99+) Tiffani Bova | LinkedIn
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 - Alice Heiman
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.
Chapters05:29 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 GuestJarrod 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 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 - Alice Heiman
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.
Chapters01:22 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 GuestYou 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 ever needing to actually be there in front of a camera to do the webinar.
Our chat feature lets attendees ask you questions even if you're not there. You can hop in to respond live if you want, but if you're not there, you can respond later via email. This works just like any support chat system (chat bubble you see when you land on a website).
eWebinar saves people from doing the same boring demo, onboarding, and training webinar over and over again by turning any video into an interactive webinar that they can set on a recurring schedule or make available on-demand.
Companies are using eWebinar to deliver hundreds of webinars to customers and prospects every month without a live host. Resulting in happier team members and most importantly, delightful customers.
"On live webinars, it's hard to answer every question before the session ends. Now we run over 100 webinars a month and only spend an hour a day answering every message." - Anett Vándor, Customer Engagement Lead, Later.com
I'm a 3rd time bootstrapped founder. My previous company, Spacio (real estate tech) was acquired in 2019.
eWebinar was the product I always dreamt about because I was drowning in customer webinars every day for 5 years.
I'm now on a mission to give people their time back so they can do something else more fun, because that's what life is about.
We don't need to work harder, we need to work more creatively ❤️
Social Links Connect with Melissa Kwan on the eWebinar website:
Automated Webinar Platform, Engaging, Interactive, Scalable | eWebinar
Connect with Melissa on LinkedIn:
(99+) Melissa Kwan | LinkedIn
Listen to Melissa's podcast ProfitLed:
ProfitLed Podcast | Growth strategies for bootstrapped startups (ewebinar.com)
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 - Alice Heiman
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!
Chapters01:19 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 GuestNancy 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 contributions, Nancy is recognized as a communication expert who has offered her expertise to help brands articulate their stories compellingly Nancy Duarte Built A 30 Year Career In Silicon Valley On The Art Of Storytelling (forbes.com). Her achievements and insights have caught the attention of renowned publications such as Fortune, Time Magazine, Forbes, and the Wall Street Journal, to name a few Nancy Duarte — Faith Driven Entrepreneur.
Throughout her professional journey, Nancy has encountered various adversities, which she has transformed into learning experiences, further enriching her expertise and perspective Interview | Nancy Duarte, CEO | The Industry Leaders
In essence, Nancy Duarte's journey and achievements paint a picture of dedication, expertise, and a genuine passion for enhancing communication across various sectors.
Social Links You can learn more about and connect with Nancy Duarte in the links below.
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Free Resources: Duarte Resources & Tools | Presentation & Communication Guides
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Training: Communication Training: Online & In-Person (duarte.com)
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Consulting: Communications & Presentation Consultants | Duarte
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Blog: Presentation and Communication Blog | Duarte
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Website: Duarte: Communications Training & Presentation Skills
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Books: Presentation Books | Communication & Public Speaking | Duarte
Connect with Nancy on LinkedIn:
(99+) Nancy Duarte | LinkedIn
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 - Alice Heiman
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.
Chapters00:02 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 GuestBarry 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, emphasizing his significance in the global business network. Furthermore, Barry's insights on the pivotal role of a company's coaching approach in influencing win rates have been highlighted, suggesting his expertise in sales management and strategies
Social Links You can learn more about and connect with Barry Trailer in the links below.
Connect with Barry on LinkedIn:
- (99+) Barry Trailer | LinkedIn
Check out Sales Mastery website:
- SalesMastery
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 - Alice Heiman
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.
Chapters00:39 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 GuestLloyed 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 empowering more than 100k innovators through connections, content, and capital.
Lloyed is also the author of ‘From Grassroots To Greatness: 13 Rules to Build Iconic Brands with Community Led Growth’ (foreword by Jason Lemkin), which covers tactical advice from community-led businesses both big and small, such as Apple, Harley Davidson, Nike, Crossfit, HubSpot, and many more to help readers attract passionate and devoted fans of their own. The book topped Amazon’s new release charts in various categories, including Startups and Business Technology, within mere hours of its pre-sale launch.
About CompanyBoast.ai is a leading financial technology firm that simplifies the process for companies to access government incentives, including R&D tax credits and innovation grants. Leveraging a blend of expertise and automation, Boast.ai streamlines the claims process, maximizes claims amounts, and reduces the risk of audits. With their integrated platform, businesses can secure the funds they need to fuel their growth without giving up equity or taking on debt. Founded by Lloyed Lobo, an award-winning entrepreneur experienced in technology and business development, Boast.ai is committed to supporting businesses from grassroots to greatness, ensuring they fully capitalize on the financial opportunities available to them.
Social Links You can learn more about and connect with Lloyed Lobo in the links below.
Connect with LLoyed on LinkedIn:
- https://www.linkedin.com/in/lloyedlobo
Get Lloyed’s new book, 'From Grassroots To Greatness: 13 Rules to Build Iconic Brands with Community Led Growth'
- https://fromgrassrootstogreatness.com/
Additional Links
- Traction Community - Explode Your Growth (tractionconf.io)
- Boast | Be Confident, Be Ready, Be Protect
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
- https://www.linkedin.com/in/aliceheiman/
Check out Alice’s website:
- https://aliceheiman.com/
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 space, including marketing, sales enablement, research and analytics, and client success.
About Host
The Brooks Group is an award-winning organization specializing in sales training and classes. With a focus on offering top-tier sales training solutions, the Brooks Group aims to empower sales teams to reach their full potential and drive significant business results. Their training programs are designed to be impactful, customized, and aligned with the unique needs and goals of each client they serve. Although detailed services were not provided, the multiple awards and client testimonials indicate a strong reputation and effectiveness in delivering their sales training services.
Social Links
You can learn more about and connect with Spencer Wixom in the links below.
Connect with Spencer on LinkedIn:
(14) Spencer Wixom | LinkedIn
Check out Brooks group website:
Award Winning Sales Training, Classes, & Seminars - The Brooks Group
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
(14) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
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 and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn:
https://www.linkedin.com/in/aliceheiman/
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!
Chapters03:53 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 GuestJoanna 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 the Board of Young Presidents Organization (YPO) as part of the Global Membership Council. She also devotes her time to mentoring up-and-coming entrepreneurs in the tech space.
Her achievements are rooted in a diverse and robust background. Early in her career, Joanna was an integral part of the International Training Unit for the FBI. In addition, she distinguished herself as a national rower and earned her BA degree in Foreign Affairs from the University of Virginia. Today, she continues to hone her business acumen as part of the President's Program at Harvard Business School.
Social Links You can learn more about and connect with Joanna Riley in the links below.
Connect with Joanna on LinkedIn:
(35) Joanna (Jo) Riley | LinkedIn
Check out Censia's website:
Transformative Talent Intelligence - Censia
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
(35) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
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.
Chapters04:30 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 GuestLori 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:
(99+) Lori Richardson | LinkedIn
Check out Score More Sales website:
ScoreMoreSales - More of What Works, Now
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 - Alice Heiman
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/
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.
Chapters00:53 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 GuestMichael 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 spearheads efforts to deliver cutting-edge solutions to clients worldwide. With a passion for harnessing the power of data, he has helped mParticle establish itself as a vital platform for businesses seeking to optimize their data collection, integration, and activation processes.
Drawing upon his extensive experience in the technology sector, Michael's visionary leadership has been instrumental in driving mParticle's growth and success. Under his guidance, the company has achieved significant milestones and earned a reputation for its exceptional data solutions and commitment to customer success.
Social Links You can learn more about and connect with Michael Katz in the links below.
Connect with Michael on LinkedIn:
https://www.linkedin.com/in/michaelskatz/
Check out mParticle's website:
https://www.mParticle.com/
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
https://www.linkedin.com/in/aliceheiman
Check out Alice’s website:
https://AliceHeiman.com
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.
The CEOs role with prospects.
The CEOs role as evangelist.
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.
Next, 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.
The third role she mentions is that of evangelist is one Alice knows some CEOs are reluctant to take. 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. But that is not the only way to evangelize. She recommends appearing on podcasts, speaking at conferences, appearing on a panel, moderating a panel or holding a webinar.
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.
Chapters00:59 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 hostAs Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. Alice also serves on the board of several growing companies to energize and elevate their sales. When she is not guiding CEOs to elevate their sales, she can be found hanging out with her family, walking, snow skiing, sailing in Lake Tahoe, volunteering in the community, or reading a book in her backyard.
You can learn more about and connect with Alice Heiman in the links below.
- Connect with Alice on LinkedIn
- Check out Alice’s website
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.
Chapters02:25 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 GuestLarry 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 | LinkedIn
Check out Larry's website:
Mandelberg.biz | Harness, Focus, Grow
Check out Larry's book:
https://www.amazon.com/Businesses-Dont-Fail-Commit-Suicide/dp/1662438214
You can learn more about and connect with Alice Heiman in the links below:
Connect with Alice on LinkedIn:
(47) Alice Heiman | LinkedIn
Check out Alice’s website:
https://aliceheiman.com/
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.
Chapters02:44 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 GuestTracy 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 CompanyTigerEye 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:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
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.
Chapters02:54 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 GuestJulian 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 continues to make a significant impact in the business community.
About CompanySuccess Kit is a B2B company that creates case studies and customer success stories in written and video formats to help salespeople provide relevant examples of customer success during the sales process. The company encourages its clients to read and categorize their case studies appropriately based on verticals, personas, and the most significant challenges solved. According to SuccessKit, the best case studies start with a problem and build a story arc using Joseph Campbell's story arc to create a good story that people can lean into and recognize themselves.
Social Links You can learn more about and connect with Julian Lumpkin in the links below.
- Connect with Julian on LinkedIn: https://www.linkedin.com/in/julian-lumpkin-b845aa15/
- Check out SuccussKit’s website:
https://successkit.io/
You can learn more about and connect with Alice Heiman in the links below.
- Connect with Alice on LinkedIn:
https://www.linkedin.com/in/aliceheiman/ - Check out Alice’s website:
https://AliceHeiman.com
Can you imagine saying goodbye to confusing spreadsheets and emails to track partner relationship referrals?
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 target and where they have existing customers or inroads. The company works with all large CRMs and even some smaller ones, and has been successful, working with some of the largest companies such as HP, ADP, and SAP.
Social Links
https://partnertap.com/
https://www.linkedin.com/in/cassandragholston/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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
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 connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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 several podcasts for her leadership principles/mantra: “Inspire, Empower, Appreciate”
Accomplishments: Recognized No 1 in Top 10 Women in Manufacturing; Microsoft Hero Empathy in Action award recipient; Microsoft US National Gold Standard Excellence for Customer Obsession; Microsoft Worldwide Community Award FY22; FY22 Microsoft Top Sales Manager (sole US recipient to receive Technology Solutions Excellence Diamond Award); IBM's Manager's Choice and Voice of the Customer AwardsMrs USA 2nd Runner Up, Mrs Michigan USA 2021, Mrs Michigan North America 2020, Top 5 Mrs North America 2020, Mrs India Michigan 2018.
Social Media link:
LinkedIn: Radhika Shukla | LinkedIn
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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
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
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?
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 - https://www.linkedin.com/in/wendyweiss/
LinkedIn - https://www.linkedin.com/company/gosalesology/
Facebook - https://www.facebook.com/gosalesology
Facebook - https://www.facebook.com/thequeenofcoldcalling
Instagram - https://www.instagram.com/gosalesology/
This is the link to the On-Demand webinar that explains Wendy's prospecting Model.
https://wendyweiss.isrefer.com/go/3steps/a858/
This is the link to the sales page for the Salesology® Plus program.
https://wendyweiss.isrefer.com/go/salesolyplus/a858/
Lead Magnet
Salesology® Prospecting Toolkit for Business Owners
https://wendyweiss.isrefer.com/go/toolkit/a858/
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
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
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:
https://www.linkedin.com/in/arielhitron/
https://www.linkedin.com/company/second-nature-ai/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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 Navigator’s marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over. She has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds. Sam is dedicated to shining a light on her trademark Show Me You Know Me and #givefirst mantras - and together with her team, raised over $50,000 for charity in 2021 alone with the innovative #samsales ‘Show Me You Know Me’ Charity Event. In its first 24 months, #samsales Consulting has scaled to multi-million dollar revenue and added 17 talented team members. The #samsales team serves over 100 clients, achieved
312% of their first annual revenue goal, and surpassed all reason with 233% YoY growth in its second year!
Connect with Samantha McKenna on LinkedIn
Follow Samantha McKenna on Twitter
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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
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 and then see how you feel. Do everything at scale through collaboration.
28:47 Here's the really cool thing about weeds. They thrive in disrupted ground. We are coming into a recession, another word for disruption, and it’s an opportunity to thrive if you have the right mindset.
31:08 One way to thrive is to eliminate any 1 to 1 leverage. If you are part of the deliverable stream, you need to fix that because you become a bottleneck to your growth. Moving toward multi-channel collaborations is another way to thrive.
About Our Guest:
Stu Heinecke is a bestselling business author, marketer and WSJ cartoonist. His first book, How to Get a Meeting with Anyone, was named one of the top 64 sales books of all time. His latest, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow, expand, dominate and defend their turf. A twice-nominated hall of fame marketer and Nasdaq Entrepreneurial Center author-in-residence, he was named the “Father of Contact Marketing” by the AMA. He lives on a beautiful island in Washington State.
Connect with Stu on LinkedIn
Connect with Stu on Twitter
Resource Links:
How To Get A Meeting With Anyone
Grow Your Business Like A Weed
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
Connect with Alice on LinkedIn
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 of building the sales team. One was to promote from within. And the other was to hire staff from the industry.
31:40] Customer demands are changing. They are expecting a different type of response and they have different pain points. We need to train and enable the sales team to be able to help them in a way that they can benefit from rather than let me show you 12 tools we have.
32:05] Information overload is real. There's so much noise and there're so many competitors. The customers can't even remember who said what.
About Our Guest:
Bob has over 10 years of experience in software, semiconductor and mobile industry in various capacities from engineering to business development. He has worked for a number of small and large companies in Toronto, Canada and Silicon Valley, California such as BTE, ATI, AMD and Nvidia.
Currently Bob is the CEO of EventMobi.com.
EventMobi is an interactive mobile event guide app that helps engage audiences, further green practices and generate revenue. We empower event organizers with simple but powerful tools to create mobile event guides for their attendees in minutes!
Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobvaez/
Follow Bob on Twitter: https://twitter.com/BobVaez
About Guest Company:
EventMobi's end-to-end Event Management and Virtual Conference Platform makes it easy for event organizers to plan, promote, monetize and deliver engaging virtual, hybrid and in-person event experiences.
From website, registration and an award-winning event app, to the Virtual Space and fully managed online event production, the EventMobi platform has been used by 10,000+ event planners in 72 countries around the world since 2009.
Sign up for a free demo: https://eventmobi.com/demo
Follow on Twitter: https://twitter.com/eventmobi
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/
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/
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 advice on how to move forward and not just explain something?
16:58 I think there's a massive defining line that happened after COVID, and I don't think we're going back.
17:49 There's a particular kind of sales leader who can sell innovation and there's a kind of sales leader who wants to sell the status quo.
22:33 If you're a good founder, you pick advisors who are smarter than you. I want to hire an expert in something that I may not be an expert in.
25:39 We have to do a better job of training our sales teams.
27:13 We drink our own champagne.
27:57 We switched to Agile.
29:11 Agile sales describes an organization that's working perfectly in sync to adapt to changes that are happening real time in marketplaces.
31:46 We automated everything that they were doing that was low value. So there's not a seller that spends more than 10 minutes a week in CRM.
32:37 We don't do annual sales conferences, we do quarterly, we call them ARCOS revenue kick offs. More importantly every week our sales team has at least 1 to 2 training sessions.
33:57 I think it should be sellers are selling to buyers in a transparent environment. Why should anything be hidden today? There should be no opacity in business.
36:49 Sports team would be crazy if they said, I'm going to give you a playbook. Go on the field without practice.
41:21 I think the average number of buyers on a buying team has gone from 8 to 12.
42:38 We invested a lot in upskilling our salespeople. We invest a lot in digital. So my belief is if a website could do it, a human should not.
46:20 We hire for a growth mindset. I think a growth mindset and trainability come hand in hand.
About Our Guest:
Heidi Messer has been an active entrepreneur and investor in the digital economy since the commercialization of the Internet. Ms. Messer currently serves as co-Founder and Chairperson of Collective[i]™.
Prior to Collective[i], Ms. Messer and her brother, Stephen Messer, co-founded LinkShare Corporation, host to one of the world’s largest online affiliate networks representing the world’s premier publishers and merchants on the web. The company is widely considered to be a pioneer in the world of SaaS, digital advertising and the sharing economy.
Under Ms. Messer’s leadership, LinkShare was recognized by Deloitte and Touche for two consecutive years as the fastest growing technology company in the New York Region. Ms. Messer served as a board member, President and Chief Operating Officer of LinkShare until its sale to Rakuten (4755:JASDAQ) for $425 million.
Ms. Messer is a frequent speaker at conferences and universities around the world on artificial intelligence, enterprise technology, entrepreneurship, modern sales, marketing and the future of work. She has been cited in various publications including, The New York Times, The Wall Street Journal, Inc. Magazine, Vogue, the NY Post, The Nikkei, Women’s Wear Daily, and Chief Executive Magazine. Ms. Messer has also appeared on national television and radio programs including the Today Show, Rock Center with Brian Williams, Business Talk Radio, CNBC, Fox News, CBS Morning News and the Fox Morning Show.
Ms. Messer has received several honors including being selected as one of the 100 Most Intriguing Entrepreneurs by Goldman Sachs (2012) and is a recipient of the Technology Pioneer Award during Women’s Entrepreneurship Day hosted at the United Nations (2015). Ms. Messer serves on the board of Aperture Investors, the Partnership for NYC, the Partnership Fund for NYC and the Board of Trustees for New York-Presbyterian Hospital as well as the advisory board for the Johns Hopkins University Department of Physics and Astronomy. Ms. Messer is an advisor to the AXA Venture Fund and serves on the investment committee for The Equity Alliance.
Ms. Messer received a Bachelor of Arts degree from Brown University, graduating Phi Beta Kappa and magna cum laude. She received her juris doctorate from Harvard Law School graduating cum laude.
About Guest Company:
Collective[i] (short for Collective Intelligence) helps companies around the world forecast, manage and grow revenue leveraging data, human talent and social connections. Collective[i]’s global network and application uses artificial intelligence to enable sales and other supporting functions to leverage their professional networks and intelligence that optimizes all of their sales activities and processes. Collective[i]’s mission is to enable global prosperity by helping companies and sales professionals worldwide leverage both human connections and machine generated intelligence to grow revenue.
Resource Links:
https://collectivei.com/
Twitter: @heidimesser, @collectivei
LinkedIn - https://www.linkedin.com/in/heidimesser/
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/
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 - https://www.linkedin.com/in/seanhburke/
Website - seanburke.biz
Twitter - https://twitter.com/seanburkeh
Quora - https://www.quora.com/profile/Sean-Burke-12
Prometric - www.prometric.com
About Guest Company:
Prometric is a leading provider of technology-enabled testing and assessment solutions. Our integrated, end-to-end solutions provide exam development, management, and distribution that set the industry standard in quality, security, and service excellence. Today, we are paving the industry’s path forward with new solutions and innovation to ensure reliable access to secure assessments anytime, anywhere.
For over 30 years, we’ve supported more than 25 million exam hours at our testing locations in more than 180 countries around the world.
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/
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 Homeland Security’s 2019 Strategic Framework for Countering Terrorism and Targeted Violence, which received widespread acclaim.
The New York Times, for example, editorialized that the strategy represented “a shift that is both urgently needed and long overdue.” He holds a Ph.D. in world politics from the Catholic University of America and a J.D. from the New York University School of Law.
About Guest Company:
A few sentences about Valens Global: Valens Global was founded in 2014 on the belief that the private sector is vital to addresing key twenty-first century challenges, including advancing the national security interests of America and its allies and to saving lives by protecting the public from terrorist attacks and other threats. Valens's high-quality analysis is paired with numerous interlocking capabilities, including in physical security, training, threat assessments, detection of insider threats, and messaging. The company's goal, simply put, is to understand, predict, and act to empower clients as they navigate and address emergent challenges rooted in security, technology, and a changing global society.
Resource Links:
- Valens website: https://valensglobal.com/
- Valens LinkedIn: https://www.linkedin.com/company/valens-global/mycompany/
- DGR LinkedIn: https://www.linkedin.com/in/daveedgr/
- DGR Twitter: https://twitter.com/DaveedGR
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/
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 Salesforce Consulting Partner in Denmark. Dmitri brings more than a 20-year background of being a co-owner and CEO of a group of trading and production companies, providing hands-on management experience.
For now, Dmitri is a business expert who's responsible for corporate strategy, finances, business development, customer relations, and general operational efficiency in Twistellar. He managed to gather a team of 100+ motivated professionals in just 5 years.
Dmitri is a master of business & service processes automation and optimization. He ensures that the customer is always the key figure at Twistellar.
Connect with Dmitri
About Guest Company
Twistellar is a #1 Salesforce Consulting Partner in Denmark, working with customers in the USA, Europe, Asia, and Australia. The company provides top-quality Salesforce solutions development services to solve complex business issues and boost sales.
Twistellar has grown from 0 to 100+ in-house consultants in 5 years. The company's headquarters are located in Copenhagen, Denmark, with development centers in Poland and Georgia. Twistellar also has its own products delivered on AppExchange — Sculptor CPQ (a native Salesforce interactive quote generation solution) and Dash (a visualization tool for dynamic clickable charts in Salesforce Lightning).
In 2022, Twistellar was announced as the #1 Salesforce Consultant in Denmark by Clutch.co and entered the global TOP-10 list of the best Salesforce Consultants by Forcetalks.com.
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/
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 experience than you do about this decision, not about everything.
Helping them understand what's going on, what it means for them, and what they need to do. So that means you're going to have a different sales force on the other end that can create greater value.
17:13 So it's not about what you sell. It's about how you sell. And if you get the ‘how’ we sell right, then you have a better shot of reaching your full potential.
18:29 Alvin Toffler, in The Future Shock, said that the future is going to be dominated by people who can learn, unlearn and then learn again. So that's where we are right now. So the hard part is the unlearning.
19:09 the most important thing for you to work on is increasing the effectiveness of your salesperson in the conversation with their client.
20:39 That's where growth comes from. It's the conversations that we're having.
23:34 I have two chapters on accountability…It's a very, very different kind of accountability. And it means I care enough about you to make sure that you succeed.
25:29 I have three non-negotiables, measures of accountability…
29:01 So if you start teaching, you start informing, you start enlightening them and you start getting rid of their terrible lens that they're looking through…
About Our Guest:
Anthony Iannarino is a writer, a best-selling author, a speaker, a sales leader, and an entrepreneur. He spent twenty years selling and leading a sales force in the highly commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com since 2009. His primary focus is human effectiveness in sales, management, leadership, and personal and professional transformation.
About the Book:
In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you’ll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You’ll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.
Contact info:
Anthony Iannarino
Author, Leading Growth: The Proven Formula for Consistently increasing Revenue
Book page on Amazon: https://www.amazon.com/Leading-Growth-Formula-Consistently-Increasing/dp/1119890330
Blog: https://www.thesalesblog.com/blog
LinkedIn: https://www.linkedin.com/in/iannarino/
Twitter: https://twitter.com/iannarino
Facebook: https://www.facebook.com/thesalesblog
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/
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 were not set up to be successful in.
22:03 Get it right and then get it off your plate.
23:27 Some of our first big deals were through partnerships where the other partner didn’t provide the services that we did.
26:21 Handing a job off to someone without the training or process is abdicating not delegating.
30:40 I didn't ever really define what made a good partner for us. I took probably hundreds of calls with people who were never going to be a fit.
35:46 Revenue Operations is really a good synopsis of what we do. It's looking at the end-to-end customer journey and experience.
40:03 We live in a world of now on my terms. I want to consume information when I want to. The problem is B2B sales is in the Stone Age right now. We've created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms.
About Our Guest:
Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).
Follow Jake on LinkedIn and subscribe to the Jake Dunlap Show on Apple Podcasts.
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/
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 verticals such as fintech or blockchain and work directly with channel partners to design the community programs.
19:00 Instead of looking for new customers, focus on expanding your offer to existing customers.
21:30 Instead of cloning myself to get out of the founder-led sales role, we created digital bootcamps to pass all of my knowledge to potential customers.
22:38 Any B2B company with a channel partner ecosystem can take advantage of this platform to enhance the front end experience versus focusing just on backend API integrations.
27:48 Companies and communities are looking for thought leadership in order to think outside the box.
29:47 A company that brings a community along with their solution will have a major competitive advantage over their competitors.
32:21 Hybrid events or in-person events is like e-commerce. Remember 20 years ago asking should we just have a brick and mortar company or just e-commerce? The short answer is both. We need both hybrid events and in-person virtual.
About Our Guest:
Matt Fok is a leading expert in digital transformation, business strategy, and the digital partner network ecosystem. Matt has over 20 years of technology experience in enterprise applications and telecommunication, delivering high-impact and global enterprise solutions.
About eZ-Xpo:
eZ-Xpo is the Amazon of Virtual Collaborative Network for every industry and community. eZ-Xpo turns hybrid events and works into traffic engine 24/7.
With eZ-Xpo, every organization can close all silos to connect and collaborate with its customers and partners for daily traffic and engagement!
Show Links:
- JumpStart Your Business - https://tinyurl.com/jumpstart22-23
- How to Supercharge Partner Network Ecosystem for Hypergrowth - https://tinyurl.com/pxnsuccess
- How to JumpStart Global Trade - https://tinyurl.com/jumpstartglobal
- Free Online Workshop – How to Jumpstart your business by promoting your partners and customers - https://ez-xpo.com/resources/live-webinar-2/
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/
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 having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to well-known business publications, including the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.”
Across the last 19 years, Brent has been privileged to work with some of the greatest thought leaders in B2B and B2C sales and marketing, building and leading exclusive communities of highly progressive commercial executives. Known as a world-class facilitator and speaker, Brent has presented to tens of thousands of commercial leaders both in-person and virtually all over the world, ranging from executive leadership teams to large keynote audiences.
Especially well known for his passion for “productive disruption,” Brent served as the “chief story teller” for CEB, now Gartner’s, sales, marketing, and customer service practices from 2003 to 2022. Across that time, Brent’s research has focused most closely on the critical, boundary-spanning intersection of selling and buying, seeking to understand the rapidly changing nature of effective commercial collaboration. Most recently, Brent and his colleagues at CEB, now Gartner, have introduced industry-leading concepts such as Buyer Enablement, Sense Making, and Customer Decision Confidence. As of June 1, 2022, Brent now services as the Global Head of Research and Communities at Ecosystems, a cutting-edge SaaS platform designed to help companies identify and track dimensions of value creation with their customers.
A native of Omaha, Nebraska, Brent received his MBA with distinction from the University of Michigan’s Ross School of Business. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife, two daughters, and rescue dog.
Show Links:
Value Blueprint Download
https://info.ecosystems.us/value-blueprint
HBR Articles:
End of Sales and Marketing: https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsolete
Sensemaking for Sales: https://hbr.org/2022/01/sensemaking-for-sales
Interview with SMART Technologies on how they built a unified commercial engine
https://podcasts.apple.com/us/podcast/how-smart-technologies-grew-revenue-by-40-with-a/id1343815847?i=1000558641573
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/
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 planet because Makeena will make it easy for them to make smarter choices.
Karen became an entrepreneur in the early 1990s when she moved to Boulder, Colorado, and built and operated two interactive touchscreen kiosk companies, one for the real estate industry (InterActive Properties) and one for the natural products industry (Natural Interactions). After that, Karen was general counsel for a number of emerging growth and publicly-held software and data analytics companies.
Karen earned her degree in accounting and business from Indiana University and a CPA and law degree from the University of Illinois. She also attended Oxford University, focusing on international business transactions, and taught Principles of Business for Entrepreneurs in the Cross Campus Entrepreneurship Certificate Program at the University of Colorado.
About Makeena:
Makeena is a rewards app that connects shoppers with “brands for good.” Available on iOS and Android, Makeena enables shoppers to buy eco-friendly, healthy products from any source, upload receipts, and then earn cash, freebies, and samples. Brands and retailers receive critical business analytics and shopper profile data to expand their presence in the market and increase business. Makeena is a Certified B Corporation. For more information, visit makeena.com.
Resource Links:
Karen's Social Media Links:
LinkedIn: https://linkedin.com/in/karensframe/
Twitter: https://twitter.com/makeenaco
Makeena Social Media Links:
LinkedIn: https://linkedin.com/company/makeena-inc/
Facebook: https://facebook.com/gomakeena
Instagram: https://instagram.com/gomakeena
TikTok: @makeena.app
Twitter: https://twitter.com/gomakeena
Go to makeena.com to download the app.
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/
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 and dashboarding capabilities to their business users easily and quickly."
Show Links:
Arman Eshraghi:
Twitter:https://twitter.com/arman123
LinkedIn: https://www.linkedin.com/in/aeshraghi/
Qrvey:
Twitter:https://twitter.com/qrvey
LinkedIn:https://www.linkedin.com/company/qrvey/
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/
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 going to do that to the next person.
20:03 CEOs, senior leaders, lead by example. If you want your teams to be digital, you have got to be digital.
21:01 Look at people like Julie Sweet, who's the CEO of Accenture, or Bernard Looney, who's the CEO of BP. Bernard has done an amazing job at repositioning BP in the world via social media.
24:41 I ask CEOs who is the leading technical and commercial influencer in your market or vertical?" And the answer to that usually will be, "I don't know. There isn't one." Well, why not? Why isn't it you?
29:40 It's about digital dominance. Owning the narrative out there on social media.
37:18 I don't think we realize how much it's changed, but COVID has changed the world, it's changed society. And so it changed the way of business. It sped up our need to be digital.
About Our Guest:
Tim Hughes is universally recognized as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, LinkedIn said he was one of the top 8 sales experts globally to follow.
He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. Both published by Kogan Page.
Show Links:
Social Selling: Techniques to Influence Buyers and Changemakers
Company Website: DLAIgnite.com
Linkedin: https://www.linkedin.com/in/timothyhughessocialselling/
Twitter:https://twitter.com/Timothy_Hughes
YouTube: https://www.youtube.com/c/TimothyHughes1
Facebook: https://www.facebook.com/TimHughesSocialSelling/
Instagram: https://www.instagram.com/tim_hughes1/
Clubhouse: @timothy_hughes
Tik Tokhttps://www.tiktok.com/@timothy_hughes
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/
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 has participated in softwarestart-ups as a founder or at a very early stage of development. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that thevalue key in software is to let the computer do what it does well —go fast without getting bored —in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley, and hosts a podcast at MarketDominanceGuys.com.
Show Links
Gerhard Gschwandtner and the Sales 3.0 Conference
Connect with Chris Beall in the links below:
Website: https://connectandsell.com/
LinkedIn: https://www.linkedin.com/in/chris-beall-7859a4/
Twitter: https://twitter.com/chris8649
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/
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/
Twitter: https://twitter.com/usmanmsheikh
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/
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 proposition it’s frightening how often none of them are the same - this is why it's so important to present yours to the entire team.
23:15 Once you have your value proposition, you need email copy, blog templates, social copy, voicemail, email signatures…
24:49 It’s like you’re breadcrumbing them down the path with storytelling
29:15 How am I going to install this message organizationally? Just putting it in some content isn't enough.
Quote:
“Get your target right, once you do research it so you know it well. Gather the important data and information because if you don’t, how are you going to write engaging messages that matter?”
Resource Links:
https://www.amazon.ca/Value-Propositions-That-Sell-Attracts/dp/0692089462
Connect with Lisa Dennis in the links below:
Website: http://www.valueproposition.expert/
LinkedIn: https://www.linkedin.com/in/knowledgence/
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/
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/
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.
Highlights
3:46 How to decide if your product or service is suitable for channel sales
6:29 The relationship that your channel partners have with their customers is the biggest asset that they will ever have
10:24 I tell my clients to “Think franchise” that’s how complete your offer has to be
10:58 The most cost effective way to find channel partners
13:50 Your channel marketing people need to know how to count
15:20 You are investing in an asset that will be treated as an expense
17:14 Checkout this 250 page instruction manual, you don’t have to make it up
22:48 The worst thing you can have is an incompetent channel partner making a succesfull sale
26:50 The three options for channel structure
29:24 Channel manager as trusted business advisor
33:15 When do you have to revisit your 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.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
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
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/
Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbookand 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/
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/
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/
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/
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/
Nancy Duarte is CEO of Duarte, a company that specializes in the art of persuasive communication. You may know her from her books (like Resonate and slide:ology) and her famous Ted Talk. 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/
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 LinksHow 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: https://www.turing.com/
LinkedIn: https://www.linkedin.com/in/jonsid/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
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: https://www.linkedin.com/in/aliceheiman/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/
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/