All posts by Liz Heiman
Want a World-Class Organization? Scare Away These Top 10 Signs that Your Culture is Terrified of Sales
CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their
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How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget
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4 Reasons Value Props Flop
When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I
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6 Steps to Setting Strategic Sales Goals
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting
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Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sales
Do you ever wonder if your key accounts are growing as much as they could be? (If you answered yes, then I have a webinar just for you). My clients are often shocked to discover how much money they are
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The Trade War means a Battle for Your Business: The 4 steps you must take now
No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies
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How to Have Values That Support a Winning Sales Culture
Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and
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How to Use Strategy as a Filter to Drive Sales
Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in the proper context. Context matters. In this case, the
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This is Why Closing Deals is About Strategy, Not Luck
Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you
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What Happens When You Have Braindates with Founders
SaaStr Annual 2018 just wrapped up in San Francisco. After 3 days of non-stop networking, listening to incredible speakers and having many Braindates, I finally have a chance to sit down and reflect
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