Wrapping up my 3rd season and I still can’t believe I started and built a successful podcast.
The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others.
Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales.
In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond.
Number one on the list - if you are using the sales strategies and methods that got you where you are I can guarantee they won’t get you where you want to be.
Just doing more of the same doesn’t cut it. Strategies and tactics that worked just before the pandemic don’t work anymore. You need to stop and map your buyer's journey and adjust your strategy and tactics to meet that.
Cold outreach yields abysmal results. No one answers the phone and no one wants your sequence of emails especially when they are all about you.
Buyers who are looking for you expect to have access to your product information before engaging with your sales team. You need to understand what your customer wants, how they want to buy and meet them where they are.
If buyers won’t take cold calls and they are deleting your email how do you generate leads? How do you ensure that your sales people are having plenty of conversations with people who can buy from them?
The changing role of the CEO in the sales process was another recurring theme. Many of our guests are moving back to a founder led sales approach and have found huge success in being the chief lead generator. Imagine using your own network and the network of your whole senior team to make introductions for your salespeople so they don't have to go in cold. What is your role in sales currently?
Tune in to this and every episode to find the answers.
Highlights:
01:15 A different structure for how to pursue revenue growth.
02:03 How the customer wants to buy from you.
03:03 So as a CEO, what are some of the things you can do to make it easier to be your customer?
04:26 Making content readily available to the people that want to buy from you.
05:43 What is the CEO’s role in the sales process?
07:17 Creating a conversation.
08:16 A mindset shift.
10:05 Increasing the effectiveness of your salesperson.
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Leading with Empathy: How Cory Munchbach’s Journey from Analyst to CEO Shapes her Leadership Today
How CEOs Can Harness the Power of Revenue Operations: Insights from Eddie Reynolds
From Law to Leadership: Clate Mask’s Journey to CEO of Keap
From NASA to CEO: Lessons in Leadership, Storytelling and Curiosity
Adapt, Innovate, Scale: Key Strategies from Recapped's Sales Success Story
The Power of Exceptional Experience
Scaling to $22 Million ARR: Sales Insights from Retention.com's CEO
CEOs on Social Media: A Direct Correlation to Increased Revenue
From Sustainability Advocate to Tech Entrepreneur: Malin Schmidt's Journey to the Top
Unlocking the Power of Authentic Influence in Leadership with Matthew Brown
The Transformative Power of Appreciation
Innovating from the Top: How a Former CMO Revitalized a Company as CEO
From Reluctant Entrepreneur to Successful CEO with Justin Rende
The Importance of Sales Leadership in a Changing Economy with Gretchen Gordon
Relationships Over Sales Pitches with Eduardo Coll
Using My Time: Drink Your Coffee While it's Hot!
From the White House to Wonderhell: Laura Gassner Otting's Journey of Resilient Leadership
Bootstrapping to $20 Million ARR in Just 5 Years with Guillaume Moubeche
Turning Startup Challenges into Triumphs: William Gilchrist's CEO Journey
CEO's Roadmap to Data-Driven Success: Lessons from Jonathan Silver
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Money Mondays