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

September 21, 2021 36 min

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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