In this episode of the Traction podcast, Alice Heiman, Founder, Strategist, and Podcast Host of Sales Strategies for CEOs, shares her expertise in sales, honed from a rich background that spans from teaching in public schools to excelling in corporate sales. Alice’s journey from a public school teacher to a leading figure in complex corporate sales provides a unique perspective on sales strategies and customer relations.

Alice discusses several key points:

- The transition from education to sales and how teaching skills are beneficial in sales.

- Importance of mindset change in sales, especially for CEO founders.

- Utilizing networks and board advisors for business growth and sales strategies.

- Emphasizing the role of sales as a team sport and the importance of a team approach in large deals.

- The concept of No-Sell Selling and preparation before sales calls.

- Challenges faced by sales leaders globally and strategies to overcome them.

- Effective hiring and coaching strategies in sales.

Resources Mentioned:

Alice Heiman -

https://www.linkedin.com/in/aliceheiman/

Sales Strategies for CEOs -

https://www.linkedin.com/company/alice-heiman-llc/

“Conceptual Selling” by Robert Miller and Stephen Heiman -

https://www.amazon.com/Conceptual-Selling-Robert-B-Miller/dp/0446389064

“Strategic Selling” by Robert Miller and Stephen Heiman. -

https://www.amazon.com/Strategic-Selling-Successful-Americas-Companies/dp/0446386278/ref=pd_bxgy_img_d_sccl_2/135-0551963-3670142?pd_rd_w=1pMvl&content-id=amzn1.sym.7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_p=7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_r=HBETANRAPEWTZA3KVZS9&pd_rd_wg=atzQP&pd_rd_r=e428d300-d512-424f-9219-3b22c6e3f5ef&pd_rd_i=0446386278&psc=1

“Obviously Awesome” by April Dunford -

https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005

“Growth IQ” by Tiffany Bova -

https://www.amazon.com/Growth-IQ-Smarter-Choices-Business/dp/0525534407

“The Experience Mindset” by Tiffany Bova -

https://www.amazon.com/Experience-Mindset-Changing-Think-Growth/dp/059354269X

“Sales Innovation Paradox” by Dr. Howard Dover -

https://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243

Alice Heiman’s podcast -

https://www.youtube.com/@AliceHeiman

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Breaking Down Sales Barriers with Alice Heiman, host of the Sales Strategies for CEOs with Alice Heiman Podcast

Traction Podcast

Breaking Down Sales Barriers with Alice Heiman, host of the Sales Strategies for CEOs with Alice Heiman Podcast