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.
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...
What actually works in B2B sales right now
Hi Reader, Excited to share what’s actually working in B2B sales after my conversation on LinkedIn Live with two people I deeply respect, Andy Cunningham, one of the best positioning strategists in the business, and Adam Miller, CEO of ELEVATE. Here are some things you need to know. 1. If you don't know who you are, neither does your market. Who is your company, and why should your market care? Andy's question is deceptively simple. If you can't answer that clearly, everything downstream,...
Your deals might be stalling because of your team, not your buyer
Hi Reader, How is your team winning complex deals before they “close?” Interesting question, right? Revenue predictability isn't optional at any stage, it's your basic survival. It will be very hard to scale until you have it. If your pipeline looks promising, and your team is working hard, yet deals that start hot go cold, cycles stretch, and buyers who seemed enthusiastic suddenly go quiet, keep reading. Here's what stings, most of that delay isn't the buyer's fault. It's happening because...
How Top Revenue Leaders Are Rethinking the B2B Buyer Journey. Free Webinar April 28
Hi Reader, I want you to sit with this for a second. Before your sales team ever gets on the phone, the average enterprise buyer has already completed roughly 70% of their research. They've asked AI. They've read your website, compared your competitors, and built a shortlist. In many cases, they've already started leaning somewhere, before a salesperson is even in the picture. With this type of prep, you’d think they’d be ready to buy but so many deals are stalling. And what do your sales...
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...
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.