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​

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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 as CEO helps move the needle… and when it slows things down. Dave doesn’t mince words: if your team needs you to close every deal, something’s broken. But if you’re totally removed from the sales process, you’re missing strategic opportunities to accelerate growth.

Sales is a team sport. Your job? Know when to jump in to open doors, build trust, and add credibility and when to get out of the way so your team can win.

3 Takeaways for CEOs:

✅ Open doors, don’t close them
Use your influence to start conversations, not finish them. Great CEOs know how to set the table, then let their team eat.

✅ Empower, don’t rescue
If your sellers rely on you to close, it’s time to rethink training, support, and coaching. Your goal is to make yourself less needed over time.

✅ Your role evolves
As your company grows, your involvement in sales should shift. Stay strategic. Be present where it counts. Trust your people to deliver.

🎧 ➡️ [Click here to listen now]

To Your Sales Success,

Alice Heiman

P.S. Dave’s new book just dropped: Is 'Good Enough' Good Enough?​
It’s not your typical sales book. it’s a wake-up call. In a world where AI can handle average, Dave challenges all of us to lead teams that aim higher. This one’s for CEOs who are ready to build a culture of excellence where mediocrity isn’t tolerated.

You’ll find stories, frameworks, and the mindset shift your team needs for 2026.

📚 Learn more about the Book​