All posts by Alice Heiman
Lack of Consensus Leads to No Decision
No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. I was talking to the founder of a company that was concerned
Continue reading
6 Ways to Go from Satisfied to Loyal
I can’t imagine any business owner saying that satisfied customers were not a priority. To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that
Continue reading
2 Ways to Ensure Sales Success
You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right? What’s Your Plan? How
Continue reading
11 Simple Ways to Create a Successful Sales Mindset
What really separates great sales leaders from the rest? Is it their knowledge, their training, their personality? I believe it is their mindset. According to Carol Dweck a leading authority on mindset,
Continue reading
How to Get Better Performance Out of Your Sales Team
How do you get better performance from your sales team? Pause, Reflect, Refine, Advance Better Performance I hear the same thing from sales leaders over and over. “I want my team to perform
Continue reading
This is How To Make the Most of Networking at a Conference
Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles
Continue reading
6 Ways to Turn a List to Leads
I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow
Continue reading
How to Conquer Common Sales Objections in 6 Steps
Are members of your sales team having trouble closing deals because of the objections your prospects raise? Objections are a natural part of the sales process. When you and the prospect are taking
Continue reading
9 Ways to Show Your Clients Love
We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? Asking clients about their level of satisfaction and thanking them
Continue reading
What’s the Worst Time of Day for Selling?
Is there a worst time for selling? Is there a best time? It turns out there is, but it’s different for everyone. What is the best time for Selling? I get asked frequently when is the best time to
Continue reading