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.
The Women Who Taught Me Everything About Sales
Hi Reader, Some of the best sales advice I've ever received didn't come from a book. It came from women in sales. Women who picked up the phone when nobody thought they could get through. Women who closed deals while being underestimated, underpaid, and overlooked. Women who built entire methodologies that the rest of the industry now takes for granted. I've spent my career surrounded by men in sales and a few extraordinary women, and those women shaped how I lead, how I sell, and how I show...
Are You Positioned to Win Your Biggest Deals? (Quick Poll + Live Event)
Hi Reader, We’ve all watched a big deal stall at the finish line, you know how frustrating that is. But here’s the truth: by the time it stalls, it’s already too late. The real problem? Positioning, right from the very first conversation. I see it all the time. Your team is forecasting the opportunity, but then it slips away. You realize too late that your team wasn’t positioned well. It’s the job of leadership to coach these significant deals, make sure sellers are positioned well, and bring...
Know More. Win More.
Hi Reader, When was the last time you did a win/loss review with your sales team? And if you did, what did you learn? I’ve been having those conversations with my clients lately, and a few things keep standing out. The More You Know, the More You WinIn every win/loss analysis, one pattern jumps out, sellers know more buying influences in deals they win. In the losses, they knew an average of two. In the wins? More than five. We call that “multi-threading” today, but really it just means...
Stop Letting Big Deals Slip Away - Join Me Live on March 18th!
If you’re tired of seeing big deals stall at the last minute, this is the tactical session you need. I’ll show you how top sellers win before the close even begins. Register Here Hi Reader, If your deal is stalling at the finish line, it’s already too late. Yep, that’s right. There are no “magic” closing techniques to fix it. The problem isn’t the close. It’s how you were positioned from the very first conversation. Too many sales professionals lose large, complex deals because they don’t get...
When Sales Legends Gather (And You're Invited)
Want to learn from sales legends? Here's your invitation to the Sales Decade Project.Listen on Apple or Spotify Hi Reader, Let me tell you about something I'm ridiculously excited about. You know how everyone talks about the importance of networking, but most events give you awkward small talk and a stack of business cards you'll never look at again? This isn't that. The #salesdecadeproject - designed by the incredible Lori Richardson and hosted by me - is bringing together some of the most...
How to Use Sales Funnels to Improve Revenue Forecasting
If your revenue forecasts are consistently off, this episode with Hamish Knox reveals how proper funnel management transforms your ability to predict and plan.Listen on Apple or Spotify Hi Reader, How accurate are your revenue forecasts? If you're like most CEOs, the answer is "not as accurate as I'd like." I used to think forecasting was just educated guessing until I learned what Hamish Knox teaches in this episode: accurate forecasting starts with a healthy sales funnel. Here's the insight...
How CEOs Can Harness the Power of Revenue Operations
If you're struggling with misaligned teams and unpredictable revenue, this episode with Eddie Reynolds shows how RevOps can transform your entire revenue engine.Listen on Apple or Spotify Hi Reader, Ever feel like your sales, marketing, and customer success teams are working in silos? You're not alone. I see this challenge with CEOs everywhere, brilliant teams that somehow can't seem to work together toward the same revenue goals. That's exactly why I'm featuring this powerful episode with...
Before You Hire More Salespeople, Check This First
If you're thinking about hiring more salespeople to boost revenue, this episode reveals what you should check first to ensure your investment pays off.Listen on Apple or Spotify Hi Reader, Thinking about hiring more salespeople? I hear this from CEOs constantly, especially when revenue growth stalls. The instinct is simple: more people equals more sales, right? That's why I'm bringing back this essential episode with insights that could save you from an expensive hiring mistake. Here's the...
Should You Be Closing Deals? What Every CEO Needs to Hear
If you’re stepping into too many deals, or not enough, this episode with Dave Brock helps you recalibrate your role and amplify your team.Listen on Apple or Spotify Hi Reader, How involved should you be in closing deals? I get this question from CEOs all the time, and honestly, the answer isn’t always what you expect. That’s why I brought back one of my favorite episodes of Sales Talk for CEOs with Dave Brock, a sales leader turned CEO with decades of wisdom. We talk about when your presence...
Stop Losing Big Deals, Master the Sales Presentation That Wins
Most sales presentations miss the mark and lose the deal. Yvonne Lines shows us exactly how to fix that. Listen on Apple or Spotify Hi Reader, We’ve all seen it, the sales team lands a big meeting, opens the old deck, tweaks a few slides, and delivers a presentation that’s… fine. But “fine” doesn’t win deals, especially the high-stakes ones. In this episode of Sales Talk for CEOs, I sat down with strategic presentation expert Yvonne Lines, who shared the exact framework that helps B2B sales...
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.