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.
Build Before You Sell đď¸
TL;DR â Samantha McKenna didnât just launch a company, she launched with a full pipeline. In this episode, we talk about the power of building your brand early, how to scale without outside capital, and what CEOs can do right now to create buyer-ready audiences. If youâre relying on outdated sales tactics or waiting too long to build your brand, donât miss this. Listen on Apple or Spotify. Hi Reader, How do you launch a business with customers already waiting to buy? Samantha McKenna did just...
đ CEOs, This Is What Youâre Missing in Your GTM Strategy
TL;DR â This episode is a masterclass in modern go-to-market strategy. If your marketing and sales teams arenât aligned on a clean, verified target account list,or if youâre still relying on outdated tactics, this conversation is your wake-up call. Garrett Mehrguth breaks down how to refine your TAM, how to actually make LinkedIn ads work, and why CEOs must stay involved in revenue-driving efforts. Listen on Apple or Spotify. Hi Reader, Letâs be honest most CEOs donât want to manage...
When the Exit Isnât the End
TL;DR â Most founders talk about building and scaling, but what happens after the exit? Amanda Kahlow stepped away from her role at 6sense and discovered something even more powerful: the space to reinvent, rebuild, and come back stronger. This weekâs episode is a rare, honest look at what happens when a CEO chooses to pauseâand what it takes to lead again with intention. Listen on Apple or Spotify. Hi Reader, As CEOs, we rarely stop to ask: âWhat if the next big thing isnât scaling, but...
How to Win on LinkedIn in Just 1-Hour a Week
TL;DR â Most CEOs underestimate the power of their online presence, and itâs costing them revenue. Buyers research long before they ever talk to sales, and if youâre invisible on LinkedIn, youâre making it easier for them to choose your competitors. The good news? Just 1-hour a week can transform your influence and attract the right opportunities. Listen on Apple or Spotify. Hi Reader, Many CEOs still think LinkedIn is only a place for job seekers, but today, your personal brand is a...
Your CRM Might Be a Dumpster FireâHereâs How to Fix It đĽ
TL;DR â Most companies say theyâre âcustomer-focused,â but their workflows tell a different story. If your sales, marketing, and customer success teams arenât aligned, youâre creating friction instead of revenue. Itâs time to rethink your go-to-market workflowâbecause the way you sell should match the way your customers buy. Listen on Apple or Spotify. Hi Reader, How easy is it for customers to buy from you? Most CEOs assume their sales and marketing teams are aligned, but in reality,...
From Space Chocolate to AI: A CEOâs Unexpected Pivot đ đ§âđ
TL;DR â Shahreen Reza has built two groundbreaking companies by asking the right questionsâfirst in clean tech, now in human performance. Her journey reveals a critical lesson for CEOs: when you truly understand your customersâ needs, your business might need to evolve in ways you never expected. Listen on Apple or Spotify. Hi Reader, As a CEO, how often do you stop and ask yourself: Am I chasing the right opportunity? Shahreen Reza set out to fuel astronauts with high-performance chocolate...
How to Turn Average Sellers into Top Performers đ
TL;DR â Most CEOs want a team of high-performing sellers, but very few companies actually create an environment where sellers thrive. Expert Tania Doub, a former top enterprise seller turned sales coach, shares the framework that helped her close multi-million dollar deals and how to apply it to your team. Listen on Apple or Spotify. Hi Reader, Every CEO wants a team of top-performing sellers, but if you're like most, only a handful of your reps are hitting quota consistently. Thatâs because...
đ He Took Back Salesâand Grew Revenue by 40%
TL;DR â When hiring sales teams didnât work, Impressive co-founder Russ Macumber took back sales himselfâgrowing revenue by 40%. His secret? Balancing multiple lead sources, leveraging founder-led sales, and building a strong operational team to support growth. Learn how he scaled from 6 employees to 100 and what heâs doing next. Listen on Apple or Spotify. Hi Reader, Imagine scaling your company to $20M in revenue, hiring a sales team, and thinking, âGreat, I can step back from selling.â Now...
Your Personal Brand is Costing You SalesâHereâs How to Fix It
TL;DR â Most CEOs struggle with thought leadershipânot because they lack expertise, but because they aren't sharing that expertise effectively. When done right, thought leadership makes sales easier by establishing credibility, opening doors to key conversations, and creating demand. Today, I break down the biggest mistakes CEOs make and share simple, actionable ways to build a personal brand that drives business growth.Listen on Apple or Spotify. Hi Reader, If I told you that you could make...
What It Really Takes to Build a $1.2 Billion Company
TL;DR â Katherine Kostereva built Creatio into a $1.2B enterprise by prioritizing sales from day one, leveraging partnerships, and maintaining a disciplined approach to scaling. She bootstrapped the company for six years, secured $200M in funding, and focused on building strong teams and systems. Learn from her playbook on sales execution, leadership, and knowing when to delegate. Listen on Apple or Spotify. Hi Reader, Scaling a company to $1.2 billion isnât about luckâitâs about smart...
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.