Sales Talk for CEOs

Sales Talk for CEOs

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.

Episodes

November 23, 2021 38 min

If there is one thing to take away from this episode of Sales Talk for CEOs, it’s that CEOs should be making connections. If you’re not reaching out to customers, employees, peers, and mentors, you are missing out on opportunities to learn and grow. I understand that this doesn’t come naturally for everyone, but when you hear about the benefits of networking, evangelizing, and building relationships in today’s interview, I know you...

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Hiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. By hiring the right sales leader for your company, you’ll be able to build the kind of sales organization that really supports your business, and that allows you, as CEO, to take on the role of strategist, evangelist, and tho...

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As an entrepreneur, when you first launch your company, you often start out doing most of the work yourself. However, at a certain point, it’s time to hire a team so you can focus on the higher-level work required of a CEO and grow your business. But who should you hire first? When should you bring on a sales team? What hiring strategies can help you find the best talent? How should you organize your team for top performance and gr...

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The companies that are succeeding today are the ones that are looking at themselves from their customers’ perspective. How do your customers see your business? Do they understand your products and services? How do they want to buy from you? Whether you have been in business for five years or 100, your customers’ perspective will always play a pivotal role in the success (or failure) of your business. So, are you listening to their ...

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HIGHLIGHTS

1:20 Changes to hiring during the pandemic

8:25 Growth of sales operations during the pandemic

11:25 How to integrate roles on your team to serve customers better

14:10 The CEO’s unique role in sales

18:38 Balancing a CEO’s many responsibilities

22:40 Switching your sales strategy when inbound calls increase

25:07 Growth opportunities on the horizon

 

 

“The customer wants it to be seamless. They don’t want to have your services c...

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HIGHLIGHTS

3:19 The journey to becoming the CEO of basketball

8:24 Knowing CEO skills, playing the sport and understanding the fans

10:57 Finding solutions for the first challenges you have to face as a CEO

19:10 Holding each member and each department of the organization responsible for revenue and the customer’s experience

27:35 The CEO as the spearhead and pivot of the organization

30:35 Keeping sports stakeholders engaged during the ...

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HIGHLIGHTS

2:50 How Sendoso started - finding creative ways to connect with people

5:20 Interviewing for creativity 

15:10 Building a strong company culture 

20:20 Adapting to modern sales 

24:58 Following up with customers

27:41 Why stay with named accounts? 

 

QUOTES

4:57  “Creative thinking is one of those soft skills that are underutilized and undervalued… add creativity or if you want to be more creative that’ll be a skillset that will...

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HIGHLIGHTS

1:20 What exactly is Xactly and who are their ideal customers? 

7:00 Sales journey to CEO 

11:55 Entrepreneurial enthusiasm

26:42 Sales organization’s evolution after 16 years

30:10 The balance of having partners and direct sellers 

38:20 From private company to public, then to private and going back to being public

 

 

QUOTES

11:30  “So many things could go differently, so many startups fail for so many different reasons - but th...

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HIGHLIGHTS

3:30 Before Clarity Voice: how Gary had started as tech support and then trained in sales

6:08 The CEO being the first salesperson of the company

15:13 Realizing the need for a sales leader 

20:18 When the CEO manages his own sales team

26:46 Technology doesn’t solve all problems 

30:01 The richness of business

 

QUOTES

3:30 “With any entrepreneur, when they look back to when they started the company and what led up to it, there ...

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HIGHLIGHTS

2:18 How and why Jamie started Proactivate

8:45 Recognizing when to hire people 

12:39 Strategically building and maintaining partnerships

16:00 Partnerships versus cold-calling 

19:23 Mindsets that are helpful for serving clients and growing your business - mindset versus skillset

 

QUOTES

5:26 “It was me selling, for sure, in the beginning and doing a lot of it. In the first week I got 25 appointments”

9:26 “Adding a salesperso...

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HIGHLIGHTS

[3:06] Being a business owner with a sales background

[6:59] Getting people onboard in your company - what you can do as CEO

[10:50] Building the sales organization in your company

[20:41] Supporting sales and the CEO's growing role

[25:51] Making your customer feel important, secure and happy

[31:00] Hiring outside help to communicate more freely in the office


 

QUOTES

[6:30]  “It's really useful to have a sales backgrou...

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HIGHLIGHTS

  • 2:00  From Goldmine to Nimble, Jon’s entrepreneurial journey
  • 8:20  Be present for your family's growth. Don't let your career get in the way of being with your loved ones. 
  • 18:17  The secret sauce to making connections and closing sales - listening more and being human
  • 29:24  Integrating more and more communication systems into Nimble 
  • 33:04  Making it easy for the buyer to buy from you
  • QUOTES

  • 2:02  “It really starts wi...
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    HIGHLIGHTS

    01:46 Starting RFPIO and helping companies respond to RFPs more efficiently

    10:07 Ganesh's sales experience was a natural progression to CEO 

    14:01 Trial and error: Changing company goals to figure out behavior

    19:21 Celebrate sales milestones and recognize the efforts of every team member

    23:15 Filling the organization structure with the right people at the stages

    31:45 Future forecast for RFPIO and success with an onboar...

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    HIGHLIGHTS

    01:47 Innovating the training process with Spekit

    10:44 Melanie's background in supporting sales and overcoming self-limiting beliefs

    18:39 Learning how to sell a product and being deliberate with hiring a sales team

    26:55 Having a clear company vision and hiring the first head of sales

    37:30 Creating an online presence to evangelize and attract clients

    40:34 Building up the sales team and adapting to changing buyer behavi...

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    HIGHLIGHTS

    02:11 Mario's accidental entry into sales and realizing that sales is the art of helping

    09:44 From accidental salesperson to accidental entrepreneur 

    12:54 Ask yourself these questions before striking out and becoming an entrepreneur 

    17:23 Being CEO means you are still involved in sales

    21:26 Scale your business with remote sellers

    29:56 CEOs must oversee sales teams and ensure company values are preserved

    34:15 Future fo...

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    HIGHLIGHTS

    02:11 Mario's accidental entry into sales and realizing that sales is the art of helping

    09:44 From accidental salesperson to accidental entrepreneur 

    12:54 Ask yourself these questions before striking out and becoming an entrepreneur 

    17:23 Being CEO means you are still involved in sales

    21:26 Scale your business with remote sellers

    29:56 CEOs must oversee sales teams and ensure company values are preserved

    34:15 Future fo...

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    HIGHLIGHTS

    01:27 Julie as an "accidental entrepreneur" and rebuilding the structure of ValueSelling 

    09:37 Challenges with recruiting passionate people and translating languages

    14:18 Figuring out the ideal profile for ValueSelling's independent contractors

    18:37 Company culture has a direct effect on a channel's effectiveness

    21:18 Strengths and obstacles: Collaboration and adapting to change and technology

    29:53 Hiring ...

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    July 16, 2021 36 min

    On this inaugural episode of Sales Talk for CEOs, guest host Park Howell interviews Alice Heiman to get the backstory of her career and how this podcast came to be. 

    More about Alice Heiman

    website: https://AliceHeiman.com

    Follow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

    More about Park Howell

    website: https://businessofstory.com/

    Follow Park on LinkedIn: https://www.linkedin.com/in/parkhowell/

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