Sales Talk for CEOs
131 episodes - English - Latest episode: 15 days ago - ★★★★★ - 16 ratingsWelcome to Sales Talk for CEOs, a show where Alice Heiman interviews successful CEOs who have successfully scaled their B2B sales organizations. In each episode, we get to know the sales background of each CEO, dig into the strategies they've used to build their sales organization and wrap it up with what the future holds. We cover the good, the bad and the ugly of scaling a sales organization in order to deliver to you: value and insights.
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Episodes
From Problem to Product: Sujan Patel's Path to Mailshake
July 02, 2024 12:46 - 39 minutes - 36 MBIn 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build a tool so effective that it turned into a successful company, Mailshake. In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. Sujan shares valuable lessons learned over the past ten years. Here’s what you’ll discover: How Sujan transitioned from ma...
Unlocking Growth: Why Every CEO Needs a Team of A-Players
June 25, 2024 19:43 - 13 minutes - 12.1 MBImagine this: every person reporting directly to you is not just competent, but an A-player, fully aligned with your vision and driving your company's growth. Sounds ideal, right? This is not just a dream—it's an achievable reality that can transform the way you lead. Today on "Sales Talk for CEOs," Alice Heiman delves into why having the right people in the right roles is not just beneficial but essential for your company's success. Key Takeaways Evaluate Your Team: It's crucial to assess...
The Art of Whale Hunting: Strategies for Big Sales Success
June 18, 2024 15:44 - 46 minutes - 42.4 MBLanding big deals, or "whale hunting," is crucial for small and mid-sized businesses aiming to grow. In a recent episode of "Sales Talk for CEOs," Barbara Weaver Smith, an expert in whale hunting, shared invaluable insights on how CEOs can successfully target and secure these significant accounts. From Strategy to Action: The Essence of Whale Hunting Whale hunting is a systematic process for scouting, hunting, and harvesting large accounts. Barbara explains, “A whale is a customer that cou...
From 1 million to 1.5 billion at Angie’s List, What Alex Levin did Next
June 11, 2024 12:42 - 36 minutes - 33 MBEpisode Summary: Ever felt the frustration of navigating customer service bots that just don't get your problem? Alex Levin of Regal.io understands this pain all too well and is transforming customer interaction with a human touch. He shares his journey from working to build Angie’s list to cofounding Regal.io, getting customer feedback in the early days and growing sales to $3M ARR in the first year. Here's what you'll discover: After taking Angie's List from 1 million to 1.5 billion, wh...
Turning a Sweet Idea into a Thriving Business: The Grove Cookie Journey
June 05, 2024 17:47 - 46 minutes - 42.6 MBDid you know 95% of Americans eat at least one cookie per month? In today's "Sales Talk for CEOs," Alice speaks with Grayson Hogard's entrepreneurial journey from hobby baking to a hugely successful business. As CEO of Grove Cookies, Grayson turned traditional treats into a powerhouse of corporate gifting. Discover how cookies can reshape client relations and strategies. A Sweet Start In 2020, amidst the pandemic, Grayson and his wife began baking as a hobby. Their homemade Oreo cookies we...
Turning a Sweet Idea into a Thriving Business: The Grove Cookies Journey
June 05, 2024 17:47 - 46 minutes - 42.6 MBDid you know 95% of Americans eat at least one cookie per month? In today's "Sales Talk for CEOs," Alice speaks with Grayson Hogard's entrepreneurial journey from hobby baking to a hugely successful business. As CEO of Grove Cookies, Grayson turned traditional treats into a powerhouse of corporate gifting. Discover how cookies can reshape client relations and strategies. A Sweet Start In 2020, amidst the pandemic, Grayson and his wife began baking as a hobby. Their homemade Oreo cookies we...
Why Your Sales Aren't Growing: The Critical Role of Value in Customer Acquisition with Expert Ian Campbell
May 30, 2024 12:23 - 34 minutes - 31.9 MBIn today's fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest "Sales Talk for CEOs" episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of "The Value Sale." In this discussion, we delve into how emphasizing value rather than just product features can revolutionize sales dynamics and lead to enduring customer relationships. Key Takeaways: Accelerating Sales Cycles with...
From Silos to Synergy: Transforming Your Team with a Go-to-Market Framework
May 21, 2024 13:31 - 10 minutes - 9.48 MBDid you know that collaborative team selling has become a fundamental approach for modern businesses? According to Forrester, nearly 60% of sales leaders now emphasize team collaboration over individual efforts to secure significant deals. In this compelling solo episode of Sales Talk for CEOs, Alice Heiman explores why moving away from traditional sales and marketing silos to a unified go-to-market (GTM) strategy is crucial for thriving in today’s competitive landscape. Key Insights for CE...
From Sales Rep to CEO: Navigating the Journey to Funded Startup
May 14, 2024 13:46 - 42 minutes - 39.1 MB"It's how you sell that becomes your differentiator in a crowded market," explained Ross Rich. Alice was excited to talk with Ross, whom she’s known since the early days of his entrepreneurial journey. Ross, the CEO of Accord, started his company to solve a critical problem in sales: lack of transparency between teams and customers. His insights are not just about Accord’s journey from idea to successful product, but about the transformative lessons learned from evolving from a sales rep to ...
Leading with Empathy: How Cory Munchbach’s Journey from Analyst to CEO Shapes her Leadership Today
May 07, 2024 15:51 - 42 minutes - 38.7 MBHow does a product marketer end up in the CEO seat? Moving from being an analyst at Forrester to starting at BlueConic as a product marketer and doing many different jobs at the company over the years landed Cory Munchback the CEO seat. Fully backed by the founder, Cory shares her remarkable journey from analyst to CEO, detailing the vital lessons learned and the strategies that have shaped her leadership. Cory’s Path to CEO Cory started her career at Forrester Research, gaining invalua...
How CEOs Can Harness the Power of Revenue Operations: Insights from Eddie Reynolds
April 30, 2024 15:18 - 38 minutes - 35.1 MBWhat is RevOps anyway and how is it different from SalesOps? What do I as the CEO need to know about RevOps? In a recent episode of Sales Talk for CEOs, Eddie Reynolds, a seasoned expert in Revenue Operations (RevOps), shared crucial insights for CEOs looking to boost efficiency and enhance customer experiences. Eddie's expertise centers on aligning sales, marketing, and customer success teams to optimize overall revenue operations. Here are the simplified, actionable insights from Eddie, ...
From Law to Leadership: Clate Mask’s Journey to CEO of Keap
April 23, 2024 12:07 - 38 minutes - 35.7 MBIn a recent captivating episode of "Sales Talk for CEOs," Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software. For CEOs looking to streamline their operations and enhance customer engagement, Clate's insights are golden. Key Takeaways for CEOs: Leverage Automation for Growth and Efficiency: Clate explains, "Automation isn’t just about saving time; it’s about scaling your business effic...
From NASA to CEO: Lessons in Leadership, Storytelling and Curiosity
April 10, 2024 12:18 - 48 minutes - 44.1 MBThis week’s episode of "Sales Talk for CEOs" is out of this world, literally! Alice Heiman was joined by Beth Mund, whose journey from NASA to entrepreneurial space storyteller is rich with insights for business leaders. Not only that, we found out Alice is a bit of a space geek and she’s a huge fan of Beth’s having discovered her when she began her podcast Casual Space. Beth's story from navigating NASA’s communication strategies to starting her podcast and founding a nonprofit called Sto...
Adapt, Innovate, Scale: Key Strategies from Recapped's Sales Success Story
April 02, 2024 17:28 - 34 minutes - 31.2 MB"We help sellers consistently execute a Michelin star experience for their buyers instead of a fast food experience." And isn’t this what every buyer wants today. On "Sales Talk for CEOs," Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. His focus on the customer journey always in the forefront. Elevating the Buyer Experience Mark emphasizes transforming the sales process into a collabora...
The Power of Exceptional Experience
March 22, 2024 12:15 - 10 minutes - 9.4 MBDo you know that exceptional customer and employee experiences can be the game-changer for your business? In a recent episode of "Sales Talk for CEOs," Alice Heiman explores this dynamic duo's profound impact. Here's a sneak peek: 🌟 Customer Experience Matters Dive deep into the customer journey. Identify areas for improvement. Create a seamless path to customer success. 🌟 The Employee Experience Connection Don't underestimate the power of a positive workplace. Engaged employees natur...
Scaling to $22 Million ARR: Sales Insights from Retention.com's CEO
March 19, 2024 15:33 - 33 minutes - 31 MBAnother company that scaled to over $20M in ARR. How does Alice Heiman keep finding them? In another insightful episode of "Sales Talk for CEOs" Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. Not unlike “G” Guillaume Moubeche, from a few episodes ago, Adam is willing to put himself out there and share the good, the bad and the ugly. This episode offers CEOs actionable i...
CEOs on Social Media: A Direct Correlation to Increased Revenue
March 12, 2024 15:12 - 44 minutes - 40.5 MBIn the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. A recent conversation between Alice Heiman and Scott Gillum on "Sales Talk for CEOs" podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can't afford to ignore. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape. The CEO's Role in Socia...
From Sustainability Advocate to Tech Entrepreneur: Malin Schmidt's Journey to the Top
March 05, 2024 15:11 - 39 minutes - 36.1 MBIn an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business. Schmidt's transition from a sustainability advocate to a tech entrepreneur offers invaluable lessons on the intersection of technology, procurement, and sustainable business practices, making h...
Unlocking the Power of Authentic Influence in Leadership with Matthew Brown
February 27, 2024 17:09 - 34 minutes - 31.3 MBIn an insightful episode, Alice welcomed influence expert Matt Brown to explore how CEOs can leverage their influence for meaningful change. Having founded 14 companies and hosted over 850 podcast episodes, Brown shared his profound insights on leveraging influence to drive positive change within and beyond your organization. The True Essence of Influence "Influence is the current and future currency of business leadership," Matt Brown said, challenging the term's misconceptions. Unlike in...
The Transformative Power of Appreciation
February 20, 2024 12:37 - 12 minutes - 11.8 MBIn a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways: Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future. Greatness Breeds Success: Acknowledging past achievements is the true m...
Innovating from the Top: How a Former CMO Revitalized a Company as CEO
February 13, 2024 13:49 - 34 minutes - 31.9 MBImagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that. Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape. ...
From Reluctant Entrepreneur to Successful CEO with Justin Rende
February 06, 2024 20:11 - 37 minutes - 34.2 MBGrowing your business by doing an exceptional job is something that Alice’s guest Justin Rende knows well. This may be overlooked by those companies with a race to land new logos. Having referenceable customers can help you grow your sales. In fact when you do an exceptional job, without prompting, your customers will tell others. But that won’t fuel all the growth you need. You might have to become a bike messenger and start dropping off packages. When Justin decided to branch out he focuse...
The Importance of Sales Leadership in a Changing Economy with Gretchen Gordon
January 30, 2024 13:55 - 43 minutes - 39.9 MBIn a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Alice Heiman’s latest guest, Gretchen Gordon, author of "Happy Sales Manager" and President of Braveheart Sales Performance, shares her profound insights on empowering sales teams to excel in any economic climate. Episode’s Key Takeaways: Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust...
Relationships Over Sales Pitches with Eduardo Coll
January 23, 2024 18:56 - 42 minutes - 38.9 MBForget the traditional sales pitch; it's all about relationships and networks. This was the sage advice from Eduardo Coll, when he talked with Alice on "Sales Talk for CEOs." His innovative approach to business growth, focusing on conversational selling and leveraging networks, provides a fresh perspective for CEOs and entrepreneurs. Embrace Conversational Selling Relationships Over Sales Pitches: Eduardo's team showcases the effectiveness of building connections first, without immediately...
Using My Time: Drink Your Coffee While it's Hot!
January 16, 2024 16:43 - 6 minutes - 6.14 MBThis week Alice shares her reflections after having time to think during the holidays. In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do. She talks about how CEOs need to stay in their genius zone and find others to do the rest. It’s tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best. As CEOs you always have so muc...
From the White House to Wonderhell: Laura Gassner Otting's Journey of Resilient Leadership
January 09, 2024 13:43 - 44 minutes - 40.4 MBSummary Laura Gassner Otting, TEDx speaker and author of Wonderhell: Why Success Doesn’t Feel like it Should . . . and What to do About it, had an insightful conversation with Alice. Her career has spanned from a pivotal role in Bill Clinton's White House to achieving entrepreneurial heights. Laura and Alice discussed the concept of "Wonderhell," which most CEOs know well, it’s where the exhilaration of success is entwined with the challenges it brings and the feeling of wanting more. Thi...
Bootstrapping to $20 Million ARR in Just 5 Years with Guillaume Moubeche
January 02, 2024 21:25 - 49 minutes - 45 MBIn the ever-evolving world of B2B sales, few stories are as compelling as that of Guillaume Moubeche, CEO of Lempire. Guillaume or “G” as his friends call him is one of the happiest, most friendly CEOs you will come across. But don’t let that fool you, he’s one determined founder. When he realized how hard it was going to be to raise money he completely changed his focus to the customer and it worked. But that’s not all, he got out there and made himself known. Using a live show on Faceboo...
Turning Startup Challenges into Triumphs: William Gilchrist's CEO Journey
December 27, 2023 13:45 - 34 minutes - 31.3 MBEvery CEO's journey is unique, but few are as eye-opening as moving from the structured world of corporate to the unpredictable realm of startups. This is the path William Gilchrist, CEO of Konsyg, shares on Sales Talk for CEOs with Alice Heiman. His experience unveils not just the challenges but also the vital strategies he learned for thriving in a startup environment. In this episode, you’ll learn: Adaptability: Gilchrist's shift from corporate to startup highlights the need for flexibi...
CEO's Roadmap to Data-Driven Success: Lessons from Jonathan Silver
December 19, 2023 17:54 - 47 minutes - 43.7 MBImagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he’s here to share his groundbreaking journey with us. In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights. This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making a...
Is Your Product Obviously Awesome? with Expert April Dunford
December 12, 2023 13:21 - 49 minutes - 45.5 MBHave you ever wondered why, despite having amazing products, customers still struggle to understand your company's value? April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, lead...
Gabriella DeFlorio on Being First to Market: How She Started Prelay
December 05, 2023 18:29 - 30 minutes - 27.8 MBGabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn’t have any other option than starting this business and seeing where I could go with it.” The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her ...
Successful Growth through Acquisition with Jessica Fialkovich
November 28, 2023 19:43 - 31 minutes - 29.1 MBHow do you wind up being a business broker after a luxurious career in the high-end wine business? Funny story. After working in the corporate world around 2008 and 2009 Jessica Fialkovich and her husband saw her friend who had a luxurious wine business brokering really high-end wines around the world. They thought how fun it would be to taste wine and travel for a living so with the help of their friend started their own wine business. Three years later, it turns out that tasting wine ...
Customer Success and Culture: 2 Keys to Success with Tom Lavery
November 21, 2023 12:40 - 39 minutes - 36.5 MBWhen investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. For Tom Lavery at Jiminny, compromising on customer success or culture were not options. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader. Tom understands that effective sales leadership starts with data. Jiminny's platform reco...
The Power of Employee Experience: Insights from Tiffani Bova
November 14, 2023 15:18 - 37 minutes - 34.8 MBIn a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth. Tiffani underscores the undeniable connection between employee and customer experiences....
CEO Jarrod Lopiccolo on Sales Success and Giving Back
November 08, 2023 13:34 - 43 minutes - 40.1 MBTwenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in. Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and r...
Doing What You Love with Melissa Kwan
November 01, 2023 13:58 - 44 minutes - 40.8 MBAfter building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out. "It's important to know what you want to do, but even more important to know what you don't want to do. And I had two startups, as you mentioned, that were quite painful in the sense that I didn't think I was very smart or very strategic in choosing the actual idea and choosing the product. But these aren't things that you just know right off the bat. You have to ...
CEOs Can Craft & Deliver Compelling Messages that will be Remembered with Nancy Duarte
October 25, 2023 12:46 - 48 minutes - 44.3 MBFrom mastering conversations to commanding the stage, dive into the mind of communication expert Nancy Duarte. Alice and Nancy’s conversation reveals that, in an era of fleeting attention, CEOs must craft compelling narratives. For these leaders, understanding their audience isn't just a tip - it's a mandate. Nancy stresses the significance of empathy and preparation, urging CEOs to don the shoes of their audience. Gone are the days of static presentations. The modern CEO story unfolds wi...
The Easiest Way to Get More Business with Barry Trailer
October 10, 2023 22:27 - 45 minutes - 42 MBCEOs, do you want to unlock the secret to sky-high sales? Your loyal customers might just have the answers you seek. Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Furthermore, while data is crucial, it's quality over quantity. CEOs should focus on insightful data interpretation, emphasizing proc...
From Grassroots to Greatness with Lloyed Lobo
October 03, 2023 19:58 - 46 minutes - 42.7 MBIn the age where traditional sales tactics seem obsolete, CEOs and founders are shifting to innovative strategies. Lloyed Lobo, co-founder of Boast, accentuates the importance of community-led growth. His journey, from an engineer to a salesperson, and ultimately, to the co-founder of a company aiding businesses in accessing R&D funding, underlines the value of community. Lloyed divides community-led growth into four stages: audience, community, movement, and cult. He believes that it sta...
Reimagining Sales for the New Era with Spencer Wixom
September 20, 2023 13:38 - 56 minutes - 51.6 MBWouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? Wouldn’t you love to know what they are struggling with most? If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Why, because it’s hard. Harder these days than ever and leaders ...
Encore: Aligning Your Go-to-Market Team with Pouyan Salehi
September 13, 2023 14:15 - 43 minutes - 40.1 MBProduct. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in this Encore Episode on the Sales Talk for CEOs podcast. My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratch...
From FBI to Entrepreneur with Joanna Riley
September 06, 2023 18:25 - 35 minutes - 32.9 MBFrom FBI prodigy to HR tech disruptor, meet Joanna Riley, the extraordinary CEO revolutionizing talent acquisition. Joanna's secret agent aspirations led her down a unique path, guided by her parents' unwavering support. Her undergraduate years were a whirlwind of cutting-edge courses in the psychology and geometry of crime, fueling her passion for espionage. Joining the FBI right out of college, Joanna's first taste of the professional world may surprise you - she conquered sales at jus...
Revolutionizing Sales Hiring with Lori Richardson
August 29, 2023 19:00 - 48 minutes - 44.4 MBHiring high-performing teams is no easy feat for CEOs, but when it comes to sales teams, the stakes are exponentially higher. Achieving your organization's business objectives hinges on building and scaling a successful sales force that drives predictable revenue growth. But what do you do when sales are stagnant and results fall short of expectations? It's time to examine how we, as CEOs, have supported the growth of our sales teams. In a value-packed conversation with Lori Richardson...
Encore: Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
August 23, 2023 11:39 - 43 minutes - 40.5 MBConnection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in. You have to create marketing that is music to your buyer’s ears. In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live r...
Going from the Wild Wild West to Sales Structure with Michael Katz
August 15, 2023 18:36 - 51 minutes - 47.5 MBFrom youngest CEO on the Nasdaq to an industry he never dreamed he’d be in. You’ll want to dive into this exclusive interview with CEO Michael Katz, founder of mParticle, with a mission to unify and organize customer data, unlocking its untapped potential. mParticle was born from Michael’s triumph at Interclick, where data-driven approaches led to business success. Recognizing the growing significance of mobile and the complexity of customer data, he seized the opportunity to create a pl...
The CEO's Role in Sales: 2nd Anniversary Edition with Alice Heiman
August 08, 2023 15:19 - 23 minutes - 21.9 MBThe CEO's role in sales is vital to the growth and success of any company. But many are unclear on what that role should be. In this episode, Alice outlines clearly 3 roles the CEO needs to consider. The CEOs role with existing customers and prospects The CEOs role as an evangelist The CEOs role on social media Alice starts by talking about the role with existing customers. Typically, the CEO only gets involved when there is a problem. By focusing on building strong relationships with...
The Danger of CEOs Undermining Sales with Larry Mandelberg
August 01, 2023 18:30 - 53 minutes - 48.7 MBAre you a CEO perplexed by your company's stagnant sales? The solution may lie within your own actions. According to the insightful Larry Mandelberg, renowned author of "Businesses Don't Fail, They Commit Suicide," CEOs often become detached from the sales process and unknowingly hinder their team. The consequences of this disconnect are substantial, forcing CEOs to look at things differently and shift their attention from driving revenue to providing unparalleled value to their customer...
Companies are bought, they are not sold with Tracy Young
July 25, 2023 18:55 - 46 minutes - 42.5 MBBeing a first-time female entrepreneur in a male dominated space is no easy feat, and Tracy Young's journey starting a tech company in the construction industry is truly inspiring. She co-founded PlanGrid after recognizing the inefficiencies of paper blueprints and digitized them with tablet-friendly software that streamlined construction processes. Tracy's innovative solution caught fire and drove massive organic growth for PlanGrid. As the company expanded and shifted to enterprise s...
Case Studies Close Deals with Julian Lumpkin
July 18, 2023 01:01 - 48 minutes - 44.3 MBIf CEO, Julian Lumpkin, learned one thing from his sales career it was to follow what the most successful sellers were doing and do that. It paid off. Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. All of the successful salespeople had collected these stories, memorized them and used them over and over. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. Juli...
Navigating the Future of Partner Selling with Cassandra Gholston
July 11, 2023 17:09 - 41 minutes - 37.9 MBCan you imagine saying goodbye to confusing spreadsheets and emails that track partner relationships and sales? Imagine the possibility of your team instantly identifying sales opportunities in your partners' networks? Cassandra Gholston, CEO of PartnerTap, joined me on the podcast to share her journey building a data sharing application that allows companies to leverage the strengths of their partners and expand their reach into new markets. She also shares how she overcame startup chal...