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.
Lauren Goodell on Sustainable Founder-Led Sales
Listen on Apple or Spotify Hi Reader, Notes from a Female Founder A company doesn’t shut down because a founder took a day off. It shuts down because the founder burned out. I know burnout. It’s tough. We've all hit a wall. But true burnout can masquerade as amplified perfectionism, depression and anxiety, and it rarely looks like what we expect. It creeps in disguised as pushing harder, doing more, holding it together for everyone else. Watch for it in yourself and in your team, and make...
Why 87% of Buyers Don't Want to Talk to Your Sales Team
Listen on Apple or Spotify Hi Reader, Notes from a Female Founder I used to be a teacher. When I became a salesperson it seemed very similar to me. Sales is a helping profession. It's about caring, about helping people solve problems and make good decisions, and those are very feminine things in this crush it sales economy. We keep teaching salespeople to go out there and crush it, sell them, close the deal. What if instead we said, go out there and help them, care about what they're trying...
She Turned a Bone Density Diagnosis Into a Wellness Brand
Listen on Apple or Spotify Hi Reader, Notes from a Female Founder The first time I had a DEXA scan, it showed I had osteopenia. My practitioner's advice was simple, we'll watch it. So, I did, every few years, and every few years the scan said the same thing. Not this time. I took matters into my own hands. I did the research and learned something important, losing bone density as you age is not a foregone conclusion. There is something you can do about it, and I did. Long before I knew this...
Building Tiny Health while raising 3 kids
Listen on Apple or Spotify Hi Reader, Notes from a Female Founder I waited too long to ask for help. When? Many times. As a female founder and CEO who is responsible for leading my company and driving revenue, I’ve probably made the journey harder than it had to be. Mostly because I had no one to guide me. Why? Because I didn’t ask. In some cases, I was afraid, in some I didn’t know to ask and in some I didn’t know who to ask. This slowed my growth. It impeded my ability to drive revenue...
Supporting Female Founder CEOs Who Lead Sales
Listen on Apple or Spotify Hi Reader, Notes from a Female Founder I’m sharpening my work around one core question: how do we help female founder CEOs build sales engines that match the ambition of their companies, without burning themselves out or getting too far away from sales? I share the full story behind this focus in a short solo episode 👉 Listen to the solo episode: The shift I’m making to support female founder CEOs Sales Sharpenher Most female founders don’t have a “sales problem.”...
If your deal went quiet, it's not dead
REGISTER to join us Live for Sell More Stuff Ep3 Hi Reader, When a deal goes quiet, most sellers blame the buyer. I don’t. Here’s what’s really going on:The seller never established themselves as a partner in the decision, so the buying team had nothing to lean on when things got messy. They stopped guiding the process. They didn’t earn the right to stay involved. And when the internal debate heated up, the buyers defaulted to silence instead of looping the seller in to help. Ghosting is...
The Real Reason I’m Refocusing This Show on Female Founders
Listen on Apple or Spotify Hi Reader, It’s here. Sales Talk for CEOs is officially back, and in this first episode it’s just me, no guest, sharing why I paused for six months and why I’m now dedicating the show to female founder CEOs. Driving revenue has been my focus for 30 years. It’s what I help CEOs do, and it’s what must be done for any company to thrive. But here’s the thing: revenue shouldn’t be the hardest part. If it feels like the hardest part, that can be fixed. Once you know how...
Sales Talk for CEOs is back – with a new focus
Hi Reader, Didn’t notice we were gone? Ha, well, either way Sales Talk for CEOs is back after a 6 month, unintentional pause, and it’s refocused as part of my launch of something bigger. I find this season of my life both beautiful and challenging. My business requires me to stay focused on driving revenue and serving my clients and I want to spend time with my grandkids and elderly parents. As some of you know, I lost my beautiful mom, Thelma Matlin on April 2. She was 92 but it was...
Your Best New Business Is Already a Customer
Hi Reader, I’ll tell you something I see over and over again when I walk into B2B companies. Their pipeline is anemic and they’re out hunting for new logos through cold outreach while sitting on a goldmine of existing customers they’ve barely touched. It baffles me every time. And it has to stop. Last week I joined Andy Cunningham and Adam Miller, well, kind of joined Adam 😂, for Episode 2 of the Sell More Stuff webinar. (Adam had serious tech issues and kept dropping in and out on his third...
Why do B2B companies ignore the customers who already trust them?
Hi Reader, I was working with a client who had a good product, good team, and a long list of logos they were chasing to get an appointment. I asked, “What does your existing account strategy look like?” Silence. I asked, “How do you get more business from existing customers and get them to make introductions for you?” More silence. Turns out, there wasn't one. Marketing wasn't touching existing customers. Sales had moved on. Customer success did onboarding and took inbound but did nothing...
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.