Nov 7, 2019
This is a sexy strategy sister act show! You've heard form Alice Heiman, now it's Liz Heiman's turn to help you get sexy, get strategic and close more sales.
Liz Heiman is the structural thinker behind Alice Heiman LLC, a sales consulting firm focused on building B2B sales organizations for start-up to mid-size companies that deliver extraordinary growth. Liz is obsessed with developing strategy for each part of the sales process to drive more revenue growth. We discuss sexy strategies for aligning with key accounts to promote repeat sales, culture changes that can start from any level of the company and why closing should not be your only priority.
Sales isn't magic. The signature on the dotted line won't suddenly appear out of thin air. You have to think and act strategically and it starts with listening to this episode. Liz is here to help you attain real power...you've been warned!
Follow Today’s Guest
On today’s podcast...
2:30 - Liz Heiman doesn't pull punches with anyone
7:23 - Strategy isn't a bad word, it's a critical part of a successful sales process
11:30 - Growing key accounts and harvesting repeat sales
14:48 - Using training, challenges and gameification to inspire sales
19:29 - Closing business is our number one priority but it isn't our ONLY priority. Manage the top of your funnel.
25:28 - Sacrificing the long game for the short game
29:00 - Culture changes can happen at any level of sales
32:32 - The culture of putting out fires produces the wrong kind of dopamine
35:42 - As a founder you are your first salesperson
38:36 - Is your mission about you or about your customer?
45:21 - Real power is sexy. What is real power?
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.