All posts by Liz Heiman

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 context. Context matters. In this case, the context

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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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How to Grow Your Existing Customers in 2018

A great growth strategy requires account planning. When you are planning your sales revenue for next year, how do you decide what it will be? Do you say, “We need to grow X%” and set your revenue goal

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11 Tips to Make Networking Easier for Introverts

Networking, whether in person or on social media is a critical part of the modern sales process. If you are a sales leader, you have probably realized that while your sales team is primarily staffed with

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Warning! These 7 Things Will Make You a Spooky Sales Rep

I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins,

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The 6 Questions That Will Make Your Sales Strategy Successful

Recently, I collaborated with a company creating a complex digital ecosystem, which required a multi-tiered marketing and sales approach. There were very specific major corporations that this company needed

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This Is Why You Need a Clear Vision

Is It Clear? I recently conducted a strategic planning session with the leaders of a consulting firm who wanted to add a retail component to their company. To clearly understand their vision so I could

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10 Things You Need To Build A Kick-Ass Sales Strategy

By now, you have probably figured out that developing and using a sales strategy isn’t as simple as determining how much money you want to make. A revenue goal alone won’t get you the long-term strategic

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