Mastering Modern Selling

On the latest episode of Mastering Modern Selling, we welcomed Alice Heiman, an expert in complex B2B sales with over 30 years of experience. Alice’s mission is simple yet profound: ensuring CEOs are not the sales prevention department at their companies. Raised in a family deeply entrenched in the sales industry, Alice has been leading her own business since 1997, focusing on helping CEOs and their teams master go-to-market strategies.

Full Funnel Freedom

Bringing your CEO into a sales deal can be a game-changer, but only if done strategically. When executed correctly, involving the CEO can provide the gravitas and assurance needed to close complex deals, especially when selling to large organizations. However, without proper preparation, it can backfire, causing misalignment and confusion. Key triggers for involving the CEO include high-dollar deals, prestigious accounts, and significant lifetime value. The CEO's role should be clearly defined to convey confidence, vision, and commitment to the prospective client. Proper orchestration and practice are essential to ensure the CEO enhances rather than hinders the sales process. Alice Heiman, the Chief Sales Energizer, is an expert in elevating sales for companies with exceptional growth potential. With over two decades of experience, Alice works closely with CEOs and sales leadership to build strategies that drive new business and grow existing accounts. Known for her energetic and strategic approach, Alice's clients benefit from her extensive knowledge in sales, which she also shares as a board member for several companies and as a lecturer at the University of Nevada.

The Work Before The Work

In this conversation, Alice Heiman, Chief Sales Energizer and host of Sales Talk for CEOs podcast, discusses the challenges CEOs face in blocking sales and the need for CEOs to adapt to modern sales methods. She emphasizes the importance of understanding the customer journey and aligning sales strategies accordingly. Alice also provides insights on building a sales team, prospecting through referrals, and the significance of demand generation in marketing. She recommends books such as 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie for sales professionals to read.

Human Capital

In this illuminating episode, Jeff delves into the crucial interplay between organizational culture and sales strategy with Alice Heiman, a renowned sales leader and consultant. Together, they navigate the intricate landscape of modern business, highlighting the indispensable value of a strong sales mentality that emphasizes customer relationships, strategic market growth, and clear communication. Alice and Jeff bring the need for a clear exit strategy to the vital importance of aligning team strategies with long-term goals, and dynamics of customer relationships, and stress the necessity of multiple touchpoints. Alice advocates for a structured approach where top-tier clients have direct connections not just with sales, but also with product specialists, engineers, and senior executives, ensuring enhanced customer satisfaction and retention.

Traction Podcast Hosted By Lloyed Lobo

In this episode of the Traction podcast, Alice Heiman, Founder, Strategist, and Podcast Host of Sales Strategies for CEOs, shares her expertise in sales, honed from a rich background that spans from teaching in public schools to excelling in corporate sales. Alice’s journey from a public school teacher to a leading figure in complex corporate sales provides a unique perspective on sales strategies and customer relations.

The Good Leadership Podcast

According to Forbes.com, Alice Heiman is among the world's leading experts on the complex sale. Heiman and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results profitably. Alice Heiman, LLC is a leading sales consultancy which helps its clients find new business and grow existing accounts.

The Good Leadership Podcast

According to Forbes.com, Alice Heiman is among the world's leading experts on the complex sale. Heiman and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results profitably. Alice Heiman, LLC is a leading sales consultancy which helps its clients find new business and grow existing accounts.

Sales Management Podcast

Ever wonder how the best salespeople engage their internal executives to help close deals? We're not talking about bringing a sales manager on to be a super closer...we're talking about mobilizing the executive team to help your team win winnable deals that might otherwise be in jeopardy. If your team doesn't have a process and training around this topic in place, it's a great way to kick off 2024!

The Selling Show

As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. She’s the host of the popular podcast, Sales Talk for CEOs. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor which she helped inspire. Alice also serves on the board of several growing companies to energize and elevate their sales. Alice talks about the importance of mindset in sales, the process of selling to larger companies, leveraging your network, and much more!

Winning The Challenger Sale

What makes an efficient and successful modern selling machine? Customized, personalized tactics aligned directly to the customer journey. Alice Heiman, founder and “chief sales energizer” at Sales Strategies for CEOs has helped countless CEOs shift their mindset from traditional methods to a modernized approach — leading the way with strong collaboration and insight to navigate today’s evolving buyers. The secret? Sellers must orchestrate their internal team, from leadership to subject matter experts, and build custom strategies to meet the needs of their prospects. Alice joins our guest host, Challenger COO Alli Manning, to share how sellers can embrace this mindset to close out the year strong and keep pace for the coming year.

Resilient Revenue: Illuminating Pathways To Success

In this episode, Alice Heiman dives into the intricacies of a successful sales strategy and emphasizes the pivotal role of CEOs in shaping and driving that strategy. She underscores the importance of quality conversations in sales, the need and game plan for better prospecting, and the crucial role of marketing in the sales process. Alice also touches upon the significance of positioning in and the collaborative nature of modern sales strategies. The conversation is peppered with actionable insights, and is a must-listen for anyone looking to elevate their sales game.

Thrive LouD with Lou Diamond

As Chief Sales Energizer, Alice Heiman is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. She’s the host of the popular podcast, Sales Talk for CEOs. It has been a few years since Alice originally appeared on Thrive LouD. Alice and Lou reconnect in an incredibly informative conversation and valuable lesson for all leaders.