Sales Management Archives - Alice Heiman, LLC

How to Conquer Common Sales Objections in 6 Steps

February 20, 2019
/ By Alice Heiman

Are members of your sales team having trouble closing deals because of the objections your prospects raise? Objections are a natural part of the sales process. When you and the prospect are taking

What’s the Worst Time of Day for Selling?

January 30, 2019
/ By Alice Heiman
/ 4 COMMENTS

Is there a worst time for selling? Is there a best time? It turns out there is, but it’s different for everyone. What is the best time for Selling? I get asked frequently when is the best time to

Lessons for Your Sales Team to Learn from Santa

December 19, 2018
/ By Liz Heiman
/ 6 COMMENTS

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

Want a World-Class Organization? Scare Away These Top 10 Signs that Your Culture is Terrified of Sales

October 31, 2018
/ By Liz Heiman
/ 2 COMMENTS

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

Move Toward Greatness and Lead Your Team to Success

October 17, 2018
/ By Alice Heiman

When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write

How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management

October 10, 2018
/ By Liz Heiman
/ 1 COMMENT

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

The Heat is On: How to Fire Up Your Sales Team Even in the Dog Days of Summer

July 11, 2018
/ By Alice Heiman

The Heat is On! There’re triple-digit temperatures across the nation. Everyone is trying to stay cool and some are on vacation. This might give your salespeople a signal to slow down because they think

It Starts With You: Transform Your Mindset, Skillset and Toolset to Drive Sales Growth

July 4, 2018
/ By Alice Heiman

I know that you, as a sales leader, want to drive rapid, exponential sales growth that’s going to skyrocket your company. That’s why, I’m going to give you some ideas on how to do just that,

How to Use Your Funnel to Grow Your Business

June 20, 2018
/ By Liz Heiman

Do you have a sales funnel? Or maybe you call it a pipeline? Maybe you don’t call it anything, but no doubt, you have a list of prospects that are somewhere in the buying process. Many smaller companies

Exceptional Sales Growth Requires an Exceptional Leader

June 13, 2018
/ By Alice Heiman

Working to improve sales at small companies is always challenging. Every company leader I work with wants rapid, exponential growth. It’s not that exponential growth isn’t possible, but there’s

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