Alice Heiman Blog

How To Use Your Sales Funnel to Grow Your Business

/ By Liz Heiman

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

Recession-Proof Your Sales

/ By Liz Heiman

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

When Your Buyers are Stuck, Less is More

/ By Alice Heiman

Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it.

Superpowers Every Sales Team Needs!

/ By Alice Heiman

The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a

Positioning Your Company for Sales Success

/ By Liz Heiman

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

Energize and Appreciate Your Sales Team to Boost Performance

/ By Alice Heiman

As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson

Fire Up Your Sales Team

/ By Alice Heiman

The Heat is On! Summer is here (in some locations it’s hot) and it seems everyone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office.

Engaging Your Prospects Across Social Platforms

/ By Alice Heiman

Where Are Your Prospects? We need to meet our prospects and customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know

Why Aren’t Your Key Accounts Growing?

/ By Liz Heiman

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

Lack of Consensus Leads to No Decision

/ By Alice Heiman

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