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Referrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals …

Referrals are an oft…

Referrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention. With real-world statistics and practical advice, you’ll gain the tools to build a referral system that consistently delivers results for your sales team.Connect with Alice HeimanLinkedIn Profile:  https://www.linkedin.com/in/aliceheiman/Alice’s Website: https://aliceheiman.com/

Dan Pontefract, author of Work-Life Bloom, joins Sales Talk for CEOs to share a groundbreaking approach to leadership. Key takeaways include redefining CEO responsibilities to include care, balancing …

Dan Pontefract, auth…

Dan Pontefract, author of Work-Life Bloom, joins Sales Talk for CEOs to share a groundbreaking approach to leadership. Key takeaways include redefining CEO responsibilities to include care, balancing humanity with execution, and fostering engagement through positive reinforcement. Dan also introduces a unique framework for navigating work-life cycles, offering practical advice for CEOs to inspire their teams and drive sustainable success. About GuestMy new book, WORK-LIFE BLOOM is a Thinkers50 Top New Management Book for 2024 and won the Gold Medal - Axiom Business Book Awards. Otherwise, I&a…

Meta DescriptionDiscover the journey of a CTO turned co-founder who mastered founder-led sales and embraced the power of niche specialization to scale a thriving business. Learn how strategic focus an…

Meta DescriptionDisc…

Meta DescriptionDiscover the journey of a CTO turned co-founder who mastered founder-led sales and embraced the power of niche specialization to scale a thriving business. Learn how strategic focus and teamwork drive success.About GuestJamon is a software developer, business owner, husband, father of four, and new grandpa, located in southwest Washington state. He is co-founder of Infinite Red, Inc., a fully remote React Native app consultancy located across the USA and Canada. He learned to code at age twelve in order to make games and that led to a lifelong obsession with coding. He is still…

Discover how CEOs can lead their teams to secure larger corporate deals, transition upmarket, and build strategies for landing transformative accounts with expert insights from Jamal Reimer.About Gues…

Discover how CEOs ca…

Discover how CEOs can lead their teams to secure larger corporate deals, transition upmarket, and build strategies for landing transformative accounts with expert insights from Jamal Reimer.About GuestJamal Reimer is an experienced coach, best-selling author, product developer, and ambitious multi-million-dollar Enterprise Seller with more than 2 decades of experience in the field. After closing three 50-million-dollar deals at Oracle, he found his passion in helping others achieve the same. He’s coached hundreds of B2B sellers, teaching them the art of closing mega deals. Jamal has also cul…

Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.Connect with Alice HeimanLinkedIn Profile:  https://www.linkedin.com/in/aliceheima…

Alice Heiman reveals…

Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.Connect with Alice HeimanLinkedIn Profile:  https://www.linkedin.com/in/aliceheiman/Alice’s Website: https://aliceheiman.com/Alice Blog: https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/

Chapters01:54 Dave Brock's EntryIntroducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales.02:07 The CEO's Role in SalesUnderstanding t…

Chapters01:54 Dave B…

Chapters01:54 Dave Brock's EntryIntroducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales.02:07 The CEO's Role in SalesUnderstanding the strategic involvement of CEOs in sales, particularly in early-stage companies.02:46 Current Roles and InsightsDave illustrates his current role advising large companies and the unique challenges of early-stage companies.04:04 The Sustainable Role of CEOsDiscussion on how CEOs should balance their involvement in sales to ensure sustainability and growth.05:22 Leveraging Executive PresenceStrateg…

Chapters01:06 Guest Introduction01:13 Dakota's Dual Business Model02:39 Origin Story of Dakota03:10 Transition from Employee to Entrepreneur05:06 Early Days and Initial Client Acquisition06:37 Growing…

Chapters01:06 Guest …

Chapters01:06 Guest Introduction01:13 Dakota's Dual Business Model02:39 Origin Story of Dakota03:10 Transition from Employee to Entrepreneur05:06 Early Days and Initial Client Acquisition06:37 Growing the Company and Sales Team Development07:42 Implementing the 'Dakota Way'09:01 CEO's Role in Sales Process10:32 Sales Team Expansion and Developing Leadership12:07 Introducing AI in Sales13:14 Utilizing AI for Enhanced Customer Targeting16:03 Cold Outreach Strategies18:50 Building a Sales Culture Focused on Belief and Persistence20:28 Importance of the Human Element in Sales25:07 Final Insights a…

Episode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking an…

Episode DetailsChapt…

Episode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking and Managing Opportunities06:13 The Funnel vs. The Pipeline07:33 Analyzing Pipeline Health and Sales Quotas09:02 The Significance of Periodic Reviews10:51 Avoiding Common Pipeline Review Mistakes12:24 Conducting Effective Funnel and Deal ReviewsSocial Links Connect with Alice on LinkedIn:  https://www.linkedin.com/in/aliceheiman/Alice’s Website: https://aliceheiman.com/

 Chapters01:21 Guest IntroductionIntroduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business.01:39 Current Company Operations Jay Aigner…

 Chapters01:21 Gues…

 Chapters01:21 Guest IntroductionIntroduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business.01:39 Current Company Operations Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies.02:17 Initial Inspiration for Starting a BusinessJay recounts his career journey leading up to entrepreneurship, inspired by personal life challenges and a lack of job opportunities.03:17 Side Gigs Before Entrepreneurship Jay discusses managing multiple consulting gigs while h…

Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with…

Imagine freeing up h…

Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Here’s what you need to know about AI to enhance your go-to-market strategy without stretching your team to the limit.From Pharmacist to Marketing Innovator: Gillian’s JourneyGillian’s story starts in a surp…

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn’t some futuristic fantasy—it’s happening now in today’s AI-d…

Imagine your sales t…

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn’t some futuristic fantasy—it’s happening now in today’s AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don’t use AI will be replaced by those who do.”In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let’s dive into the key takeaways and action steps every CEO should consider.AI’s Impact on Customer Success and MarketingBefore tackling sales, let’s look at how AI is…

Imagine if the key to faster growth and deeper connections was something as simple as being yourself—authentically. In this episode of Sales Talk for CEOs, Erin Hatzikostas reveals how authenticity,…

Imagine if the key t…

Imagine if the key to faster growth and deeper connections was something as simple as being yourself—authentically. In this episode of Sales Talk for CEOs, Erin Hatzikostas reveals how authenticity, when used intentionally, becomes a powerful tool for CEOs to lead with confidence, build trust, and create a lasting impact in their organizations.Key Insights from the Episode:1. Authenticity is a Strategic AdvantageErin Hatzikostas makes a bold claim: authenticity isn’t about just "being yourself"—it's a strategic tool for leadership and business success. She defines authenticity as being g…

What does it take to build a company from the ground up and lead it to success for 16 years? For Vineet Jain, CEO and founder of Egnyte, the answer is a relentless focus on product excellence and cust…

What does it take to…

What does it take to build a company from the ground up and lead it to success for 16 years? For Vineet Jain, CEO and founder of Egnyte, the answer is a relentless focus on product excellence and customer satisfaction. In a recent episode of Sales Talk for CEOs, Vineet shared how these principles helped him grow Egnyte into a leading cloud-based content collaboration and governance platform, serving over 23,000 customers.Key Insights from Vineet Jain:Product First, Always Vineet credits Egnyte’s success to being a product-centric company. By developing a solution that offers a seamless, turn…

Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with thi…

Accurate sales forec…

Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel.In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating sc…

One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shi…

One question is on t…

One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are e…

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best s…

How can CEOs consist…

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and ensuring long-term success for your sales team.Creating an Ideal Candidate ProfileKristie emphasizes creating an ideal candidate profile over a generic job description. “We need to start by building out an ideal candidate profile, just like we would…

What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this id…

What if the key to y…

What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales Technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.Here’s what you’ll discover:David’s journey fr…

In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are eq…

In an era where tech…

In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are equipped for sustained growth and success. Matthew Toth, CEO of C3 Technology Advisors, shares valuable insights from his 15-year journey in building a successful technology consulting firm. Here’s what he’s learned about hiring, training, and retaining top talent.Building a Foundation for SuccessMatthew emphasizes the importance of laying a solid foundation for business success. "Sales is a lag…