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Sales Talk for CEOs

Author: Alice Heiman

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Welcome 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.
9 Episodes
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HIGHLIGHTS2:18 How and why Jamie started Proactivate8:45 Recognizing when to hire people 12:39 Strategically building and maintaining partnerships16:00 Partnerships versus cold-calling 19:23 Mindsets that are helpful for serving clients and growing your business - mindset versus skillset QUOTES5:26 “It was me selling, for sure, in the beginning and doing a lot of it. In the first week I got 25 appointments”9:26 “Adding a salesperson would be worth a million dollars in revenue to my company… I hired some sales team member and then took them through a very specific sales bootcamp because I knew that they would be the lifeblood of my company”11:10 These client relationships and referral partner relationships, they’ve been really key. A lot of them have been great friends and partners in business. I work really hard in just maintaining that and growing some of those strategic relationships. 15:34 “If you’re thinking, ‘how can I find some partners?’ Jamie has just laid it out for you: think about who else sells to the same audience that you sell to, what would be important to them in having a partner and how you would build that. Start with one and see how it goes. Be strategic about it and pick up a few more.” 20:55 “80% of our success is based on mindset and yet we spend all this time interviewing people based on skillset and training people based on skill set.”  Connect with Jamie Crosbie in the links below:LinkedIn: https://www.linkedin.com/in/jamiecrosbie/Website: https://www.proactivate.net/ | http://www.jamiecrosbie.com/Facebook:  https://www.facebook.com/www.proactivate.net/Instagram: https://www.instagram.com/proactivate/Twitter: https://twitter.com/jmcrosbieYouTube: https://www.youtube.com/channel/UC39bcl4OzWzBBJE-Wbw5Lfg/videos You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS[3:06] Being a business owner with a sales background[6:59] Getting people onboard in your company - what you can do as CEO[10:50] Building the sales organization in your company[20:41] Supporting sales and the CEO's growing role[25:51] Making your customer feel important, secure and happy[31:00] Hiring outside help to communicate more freely in the office QUOTES[6:30]  “It's really useful to have a sales background starting a company, at first you are not just selling a product, you're selling for people to join a company”[7:00]  "If you're a CEO you better be good at sales and telling your stories if you want others to come to your company right now"[12:56]  "You do need to have experience with hiring sales people and it's definitely a skill"[20:43]  "If I keep my toe on the water too much, it hurts the company from a sales perspective because I'm spread too thin… you see this a lot in companies, whatever the CEO is really great at is what their company is weak at"  [24:46] "Talking to your sales people is a great way to keep your fingers on the pulse of the business" Connect with Steve Benson in the link below:Website: https://www.badgermapping.com/LinkedIn: https://www.linkedin.com/in/stevenbenson/ You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS2:00  From Goldmine to Nimble, Jon’s entrepreneurial journey8:20  Be present for your family's growth. Don't let your career get in the way of being with your loved ones. 18:17  The secret sauce to making connections and closing sales - listening more and being human29:24  Integrating more and more communication systems into Nimble 33:04  Making it easy for the buyer to buy from youQUOTES2:02  “It really starts with our first company that I co-founded called GoldMine. I started that company out of a personal need, I struggled as a sales person.” 8:20  “I came to the conclusion that I’m on this planet to grow my soul and the best way to grow my soul is to be present with people who love me and help them grow. So I decided to dedicate that time to being a present father, husband, and member of my community”15:55  If you share content… those influencers will start conversations with you and you have to reel them in to do one on one face to face”16:10  "You don't want to start talking about yourself and your products. What you want to do is prepare for the meeting, learn about them... ask some questions and shut the F up and listen... " 23:10  “You just have to be thoughtful, share what you believe in, interact with the people that you want to interact with you then it starts to work.” “You have to be human…”34:14  “I encourage every CEO listening today to go be their own customer, to go try to buy from their own company… pretend you’re your own customer and evaluate yourself from that perspective… many of you will be shocked.” Connect with Jon Ferrara:Twitter:  https://twitter.com/Jon_FerraraWebsite: http://www.nimble.com/Blog: www.nimble.com/blog   LinkedIn: https://www.linkedin.com/in/jonvferraraYou can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS01:46 Starting RFPIO and helping companies respond to RFPs more efficiently10:07 Ganesh's sales experience was a natural progression to CEO 14:01 Trial and error: Changing company goals to figure out behavior19:21 Celebrate sales milestones and recognize the efforts of every team member23:15 Filling the organization structure with the right people at the stages31:45 Future forecast for RFPIO and success with an onboarding specialist38:46 Sales tips for fellow CEOsQUOTES08:27 "We realized salespeople never logged into those system. They have accounts already working on. They don't want to log in. So go with cheaper solution."14:26 "Compensation drives behavior. The second one is, time kills deals. Two things it is always in my mind. When we started scaling, we as an organization were looking at what is that year 1, what is the behavior that we want?"19:34 "We as a company celebrated every small milestone the sales team brought in. Everybody from top to bottom, even an intern who's on the engineering team was made part of the sales team."25:21 "My entire sales team knows it will change. Either the quotas will change, the territories will change, the industries will change, but not in between."39:07 "Make sure you're not creating a conflicting competition plan. Make it clean and simple, easy for sales team to understand, and go after it. It'll make your life so much easier." Connect with Ganesh Shankar in the link below.LinkedIn: https://www.linkedin.com/in/ganeshshankarcr/You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS01:47 Innovating the training process with Spekit10:44 Melanie's background in supporting sales and overcoming self-limiting beliefs18:39 Learning how to sell a product and being deliberate with hiring a sales team26:55 Having a clear company vision and hiring the first head of sales37:30 Creating an online presence to evangelize and attract clients40:34 Building up the sales team and adapting to changing buyer behaviors48:32 Sales advice for fellow CEOsQUOTES09:16 "How do we reimagine the way that employees learn at work? And how we make that easier, more personalized, more data-driven experience for them."21:52 "I deeply, deeply, deeply believe that if you want to solve the problem better than anyone else, you need to understand the problem better than anyone else."25:28 "I'd just be intentional about hiring your first head of sales because they're going to shape your culture, your sales culture, but at the end of the day your sales team shapes the culture of your company."32:05 "For me to excel at my role, I need to grow personally to a level that's faster than the growth of the company and that's hard when you're on hyper growth mode. But learning how to be an effective sales manager is probably not the best use of my time."50:06 "I think it's really important to get super, super clear on the psychology and characteristics or whatever you want to call it of your buyer so that you can map out the kinds of sellers that I think are going to be the most successful."Connect with Melanie Fellay in the link below.Website: https://spekit.com/LinkedIn: https://www.linkedin.com/in/melaniefellay/You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS02:11 Mario's accidental entry into sales and realizing that sales is the art of helping09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales21:26 Scale your business with remote sellers29:56 CEOs must oversee sales teams and ensure company values are preserved34:15 Future forecast for Vengresso and technologyQUOTES08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. That's as easy as it is and if we understand that, then we can explode our sales."19:02 "As a CEO of any size company, small or large, you will always be selling. You're always going to be selling no matter what."25:25 "I could hire somebody with an amazing great income out of Colombia for a couple thousand dollars a month, they live like kings as a result of that type of salary, and I save 40,000 dollars a year."33:19 "It is no different than if you think of a salesperson. That evolution, instead of it happening over 21 years with a child, it really happens over the course of 2 years with a salesperson."36:37 "So that is critical to a salesperson and a CEO is making sure that you've got the skill mapped to the technology."Connect with Mario Martinez Jr. and Vengresso in the links below.LinkedIn: https://www.linkedin.com/in/mthreejr/Remote Selling Made Simple: 5 Practical Tips for a Successful Organization: https://vengreso.com/blog/what-is-remote-sellingFlyMSG: https://vengreso.com/flymsgYou can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS02:11 Mario's accidental entry into sales and realizing that sales is the art of helping09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales21:26 Scale your business with remote sellers29:56 CEOs must oversee sales teams and ensure company values are preserved34:15 Future forecast for Vengresso and technologyQUOTES08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. That's as easy as it is and if we understand that, then we can explode our sales."19:02 "As a CEO of any size company, small or large, you will always be selling. You're always going to be selling no matter what."25:25 "I could hire somebody with an amazing great income out of Colombia for a couple thousand dollars a month, they live like kings as a result of that type of salary, and I save 40,000 dollars a year."33:19 "It is no different than if you think of a salesperson. That evolution, instead of it happening over 21 years with a child, it really happens over the course of 2 years with a salesperson."36:37 "So that is critical to a salesperson and a CEO is making sure that you've got the skill mapped to the technology."Connect with Mario Martinez Jr. and Vengresso in the links below.LinkedIn: https://www.linkedin.com/in/mthreejr/Remote Selling Made Simple: 5 Practical Tips for a Successful Organization: https://vengreso.com/blog/what-is-remote-sellingFlyMSG: https://vengreso.com/flymsgYou can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
HIGHLIGHTS01:27 Julie as an "accidental entrepreneur" and rebuilding the structure of ValueSelling 09:37 Challenges with recruiting passionate people and translating languages14:18 Figuring out the ideal profile for ValueSelling's independent contractors18:37 Company culture has a direct effect on a channel's effectiveness21:18 Strengths and obstacles: Collaboration and adapting to change and technology29:53 Hiring direct sellers alongside independent contractors35:53 Future forecast: Adaptability is the number one skill40:11 Advice for CEOs to get more involved with salesQUOTES11:37 "We also then put in place some incentives for my existing channel to go clone themselves and go find people that would help. So that became some of my recruiting arm."22:22 "As we've grown in scale, some of the processes that worked when we were a company of 10 or 12, no longer work when you're 60, 70, 80 people, right? So we've had to change some business processes. Everything today is technology-enabled."26:37 "It doesn't matter what you're going to do. You should learn accounting, you should learn finance. because every business needs that. And every business decision, you need to understand the language and finance."35:16 "They have got such a fertile referral network that all they have to do is nurture and maintain and invest in that network, and the business is coming to them. We're going to tap into that in any way, shape, or form."41:23 "When we flip what we think selling is from pushing to creating that pull with people, where they're leaning in, tell me more, I want to learn more, I think you can help me. That's where I think CEOs can add the most value."Connect and learn more about Julie Thomas in the links below.LinkedIn: https://www.linkedin.com/in/julieathomas/You can learn more about Alice Heiman by visiting the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
Get to Know Your Host

Get to Know Your Host

2021-07-1636:52

On this inaugural episode of Sales Talk for CEOs, guest host Park Howell interviews Alice Heiman to get the backstory of her career and how this podcast came to be. More about Alice Heimanwebsite: https://AliceHeiman.comFollow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/More about Park Howellwebsite: https://businessofstory.com/Follow Park on LinkedIn: https://www.linkedin.com/in/parkhowell/
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