All posts by Liz Heiman

5 Gifts to Give Yourself this Season

Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals.   If you are like most, the holidays are an unreasonably

Continue reading
Sales Playbooks

This is Why You Need a Sales Playbook

My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have?  To be honest, I have shied away from playbooks because

Continue reading
Sales Funnel

How To Use Your Sales Funnel to Grow Your Business

The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well

Continue reading
Recession Proof Your Sales

Recession-Proof Your Sales

Have you been hearing rumblings about an impending recession? Wondering if it will happen?  It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period

Continue reading
Positioning Your Company for Sales Success

Positioning Your Company for Sales Success

¾ Inch Bolts  Were you ever walking down the street thinking, “Wow, I really want a ¾ inch bolt! Nothing would make me happier than a ¾ inch bolt.”  When I asked that question in my last presentation, no

Continue reading
Key Accounts

Why Aren’t Your Key Accounts Growing?

How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be

Continue reading
Sales Strategy

This is How to Use Sales Strategy for Success

In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Only 46% of sales reps didn’t hit their goals. If, like

Continue reading

Build a B2B Sales Organization from the Ground Up

Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A

Continue reading

Lessons for Your Sales Team to Learn from Santa

With Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa.    Santa is the icon of the season. Why is he so

Continue reading

Customer-Focused Growth: How to Grow and Retain your Existing Customers

Most company leaders can tell you exactly what their growth goals are. They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. What many

Continue reading
1 2 3
>