Sales is Social It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and never need to talk to anyone. But, most B2B sales require humans to...
Some of the most talented salespeople don't come from a business background or even start out in that profession. Take Alice Heiman. She’s trained some of the largest sales teams in America, but for 13 years she was an elementary school teacher. After deciding it...
Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep knows that referrals are their hottest leads and best...
We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to share their needs, listen, learn and buy. Why are Referrals so Powerful?...
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 on what I learned at this mind-blowing event. I had carefully...
Leads slip through your fingers when your new business development approach is off. Business owners don't understand the fundamental law of how new business development actually happens. If you're stuck in a mentality of looking only for opportunities that will...
Your customers know you appreciate them, right? Valentine's Day is right around the corner and I'm sure you've already gotten gifts for your loved ones. It's a day that we show our loved ones that we care. Here at Alice Heiman, LLC, it's our favorite time of the...
One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some controversial sales subjects. Click here to listen or read...
Are you a thought leader? Should you be? People ask me about thought leadership all the time. They want to know what it is and whether they should be doing it. So, let’s start with what it is. Take a minute and think about the thought leaders you follow. Who are...
We did it! We just completed the final Sales 3.0 Conference of the year. We wrapped up in Philadelphia for a fantastic one-day event that was a day filled with great speakers, networking and of course, so much learning. As always, it was a fun time being the Emcee...