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Alice Heiman Podcasts

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25 of The Best Podcast Episodes for Alice Heiman. A collection of podcasts episodes with or about Alice Heiman, often where they are interviewed.

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25 of The Best Podcast Episodes for Alice Heiman. A collection of podcasts episodes with or about Alice Heiman, often where they are interviewed.

Updated daily with the latest episodes

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COSS62 - Alice Heiman

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Alice Heiman is the CEO's Sales Coach, a Complex Sale Strategist, Keynotes, an Award-Winning Blogger & Author, and a Sales Enthusiast.

According to Forbes.com "Heiman is a diligent student and teacher of what works. She is among the world’s leading experts on the complex sale."
Aug 20 2020 · 29mins
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Making complicated B2B sales simple – Alice Heiman- Ampiz B2B Binge

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Making complex sales simpler

How do you make the complex B2B sale easier? And there are five things that I want to talk with you about, like being informed, having insights. I understand that people buy with their emotions. How to map it and make it all easier? How to lead as a salesperson?

I believe that the sales profession is a helping profession. We all do our best when we lead instead of trying to push the type of selling that isn’t very comfortable for any of us.

So let’s talk about what is going on with the B2B sales today. In B2B sales, more people now than ever are participating in the buying decisions. So if you have a complicated deal, there are, I don’t know, eight or ten people that have to talk to you and talk to each other to make this decision together. But there are also lots of other people talking to those people and giving them ideas. So it has become even more complicated.

The buying process has become more formalized, especially with crunched budgets and people being a little bit more nervous about spending money, and buyers want to reduce their risk.

Aug 19 2020 · 24mins

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190 Alice Heiman If everyone owns the customer, no one owns the customer

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“Imagine a world in which people couldn’t wait to talk to a salesperson.” If all sales people were trained by Alice Heiman, that world just might exist. 

The moment I read this passage from Alice’s blog, Customers for Life: The Art of Keeping your best customers for life, I knew I had to get her on the show: 

Traditionally it was the salesperson’s job to land new accounts and keep them. Today, most organizations have separated the jobs and have salespeople looking for new business and account managers working with existing accounts to grow them. Some companies also have customer support people to assist customers. More recently, companies have started to have Customer Success departments. With all these people concerned about the customers, we should be able to retain them.

And yet somehow, it is not necessarily true. 

If everyone owns the customer, no one owns the customer. 

This is what Alice and I talk about.

Learn more about Alice:

On Linkedin

Her website

The two blogs we talked about:

Customers for Life: The Art of Keeping your best customers for life

9 ways to show your clients love

Get on the email list at helpingsells.substack.com
Jul 17 2020 · 43mins
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789: Keep Your Sales Team Intact, with Alice Heiman

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Alice Heiman is The CEO's Sales Coach, and an award-winning blogger and speaker. Today, we dig into why managers need to go the extra mile to keep their sales teams intact during economic uncertainty and what the penalties will be if you don't. We’ll also get into why sellers need to stay super connected with their customers and Alice will provide some solid tactics on how to do exactly that.

_

Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy

Learn more about your ad choices. Visit megaphone.fm/adchoices

Jul 09 2020 · 55mins

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Alice Heiman on Selling

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According to Forbes.com "Heiman is a diligent student and teacher of what works. She is among the world’s leading experts on the complex sale." Miller Heiman original with 20+ years growing sales organizations to greatness.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

Virtual Keynotes, Coaching and Training - over 10 years of experience presenting virtually#SalesLeaders - Sales shouldn't be hard! Do you have a B2B, complex sale? Do your investors/shareholders expect double or triple digit growth? Is your team struggling to generate qualified leads? Is your team losing large deals? Will you hit your quota? You are charged with growth. Your team must master the complex sale, shorten your sales cycle and build a sales plan that provides sustainable growth. You must focus on acquisition, retention and growth. Our clients have seen a 30 to 75% increase in their sales over the time we have worked with them. We have coached and trained sales organizations from start-up to Fortune 100. It's exciting to see them crush their sales goals.

Connect with Alice

Phone: 775-852-5020

email: alice@aliceheiman.com

LinkedIn

#nolimitsselling #podcastinterview

Jun 12 2020 · 25mins
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Selling in Times of Crisis with Alice Heiman

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This week we welcome Alice Heiman to the Sales IQ Podcast! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff. This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis.

Where you can find Alice:

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

https://aliceheiman.com

Timestamps:

[04:15] - Alice's journeyinto the sales industry 

[05:34] - “How do I keep my kids glued to that screen?”  (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/

[07:00] - Growing up in a family of sales pros 

[08:30] - Has selling changed? Sure, but the key principles are still the same!

[11:30] - Prospecting in a pandemic: The obligations you have as sales professional

[14:30] - The importance of the ICP (Ideal Customer Profile) and the effects that a global pandemic has on your customers!

[17:20] - The messages and process that work and gets people connected and talking to you 

[22:00] - Social…just a means to an end or is there something more to it?

[24:30] - Overcoming the problems prospects have so you can get that first meeting

[30:40] - The biggest influence on Alice’s sales career

[32:20] - Sales: science or an art?

Apr 29 2020 · 35mins
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Actionable Customer Retention Tactics To Drive Repeat Sales - Outside Sales Talk with Alice Heiman

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Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business. 

Here are some of the topics covered in this episode:

  • The steps to transform a satisfied customer into a loyal one 
  • What are the right questions to ask to understand your customers’ needs
  • Why team selling is better than assigning separate tasks to separate reps 
  • How important it is to remember that buyers are human too

About the Guest:

Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows.

Website: aliceheiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Feb 05 2020 · 52mins
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Optimize Your Sales Process with Alice Heiman

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Alice Heiman is a sales strategist who believes that hitting your sales goals shouldn’t be hard. She is focused on helping her clients shorten their sales cycle and build a plan for sustainable growth. Alice has over 20 years of experience in the sales industry and is a coach and speaker who motivates business owners to make changes in the way they approach sales to get immediate results.

Alice joins me today to share her insights into how to organize and optimize your sales process to meet your financial goals without playing catch up and descending into panic mode. She discusses why it's vital to set reasonable goals, then break them down into small chunks so you can measure your success in real-time and why you need to have a reasonable amount of cash when you start your business to support you while you build your brand. Alice also shares her three top tips on how to hire the right salesperson for your team, where you should be looking for great new sales employees and how to gauge the right pay scale.

“You’ve got to understand what your market is and what piece of that market your business can get.” - Alice Heiman

Today on SmallBizChat Podcast:

  • Why generating sales is so difficult for small business owners
  • The importance of understanding what your market is
  • How to leverage your personal contacts to generate sales leads
  • When business owners should start to think about sales
  • Why you should break sales goals down into bite-size chunks
  • Why you need to network in your city and how to find organizations that can help you do that
  • Alice’s advice on researching what you should pay your sales team
  • Why it can pay to hire a specialist in recruiting salespeople

Connect with Alice Heiman:

Fix Your Business!

Are you ready to run your business with intention? Ready to create a business that allows you to live your dream life and take those dream vacations you deserve? Then you need a copy of my latest book: Fix Your Business: A 90-Day Plan to Get Back Your Life and Remove Chaos From Your Business.

Fix Your Business gives you concrete advice on the problem areas many small business owners face as well as the step-by-step process to find solutions so you can live the life of your dreams. It’s time to take back control of your business and change how your business is run.

Order your copy of Fix Your Business and design your business - and life - with intention.

Let’s End Small Business Failure - Together!

Thanks for tuning into this week’s episode of the SmallBizChat Podcast - the show on a mission to improve small business success. If you enjoyed this episode, head over to Apple Podcasts, subscribe to the show, and leave us a rating and review. Help us spread the word and end small business failure by sharing your favorite episodes with your friends and colleagues on social media. Visit our website or follow us on Facebook, Twitter, LinkedIn, Instagram, or YouTube for more great content, tips, and strategies to improve your small business.

SmallBizChat Podcast is produced by Auxbus. You can create your own great podcast - faster and easier - at Auxbus.com

See omnystudio.com/listener for privacy information.

Dec 18 2019 · 21mins
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Episode 009 - Alice Heiman How TradeShow Makeover to deliver ROI

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WOW, Alice Heiman gives lots of value talking about her new company TradeShow Makeover and much more.

The tradeshow industry has grown year on year for over 8 years. Companies are spending millions on trade show but not getting the ROI.  Alice says that companies do what they have always done and do not get the results. She is on a mission to reverse this. Showing why it is cost-effective, Alice provides tips on how you can maximise the ROI with planning and the use of digital.  

Alice talks through the Mutual Action Plan process that helps your salespeople provide real pipeline forecasts rather than the hopeful pipeline predictions.

Alice reference her hero as Donald Miller you can check out his podcast here: https://podcasts.apple.com/gb/podcast/building-a-storybrand-with-donald-miller/id1092751338

Alice and I look forward to your comments below or on any social channel ► Subscribe and please SHARE the love 😊

According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. She is the founder of Alice Heiman, LLC a leading sales consultancy that strategizes with sales leadership to grow sales. Heiman co-founded TradeShow Makeover which is now a leader in preparing companies to close more deals from their investment in exhibiting at and sponsoring trade shows.

https://twitter.com/aliceheiman

https://www.facebook.com/AliceHeimanLLC

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

Nov 17 2019 · 23mins
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A Sales Manager’s Guide To Killer Engagement At Your Next Trade Show Sales Booth, with Alice Heiman, Episode #125

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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

If you are going to spend the time and money to send people from your company to work a trade show booth, you need to be sure that you get the greatest ROI possible. This episode of #SellingWithSocial features my friend, Alice Heiman who has co-founded TradeShow Makeover, a company designed to help you sell more at trade shows. 

Listen to hear the biggest trade show fails Alice has seen, who she says should be manning your booth, what your objectives at trade shows should be, how to convert sales leads from a trade show into revenue, and more. 

This episode could empower your team to get more qualified leads into your pipeline in one weekend than they are able to get all year, so be sure you listen to Alice’s tips.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Are You Guilty Of These Trade Show Fails?

Alice has seen it all when it comes to the things people do while manning booths at trade shows so I asked her to share the biggest fails she’s seen. Among the many hilarious - and sad things she had to share were:

  • Booth personnel looking at their phones instead of the people coming by
  • Calling out to people like a carnival barker
  • Leaving the booth unmanned
  • Pitching booth visitors immediately without building rapport

And the biggest fail of all: Lack of preparation. 

Alice says that when a company does not diligently train the people working the booth, they leave a lot of the benefits of being at the trade show on the trade show floor. You’ve got to hear Alice’s observations and tips. Her advice is gold for those who want to make trade show participation truly worth it.

After all, achieving success in modern sales means combining digital selling strategies with old-school methods, such as selling at trade shows. This is how your reps have more sales conversations and increase their win rates. 

Who Should Work Your Trade Show Sales Booth?

Should the people working your trade show booth be Business Development Reps? Or should you send the most experienced closers, people who know how to have conversations that address the problems prospects are looking to solve?

Alice says a lot of thought needs to go into who’s going to staff the booth and that the decisions you come to may differ depending on whether you’re a startup or established company, what size booth you have, what your goals are, and more.

Most importantly, Alice’s biggest trade show tip is to figure out what you want from your participation at the show. You’ll be able to decide on who should be in the booth based on those goals. Alice says it's often beneficial to have a blend of people at the booth, including senior executives and founders, subject matter experts who can answer questions that may arise, and customer success executives.

A Sales Manager’s Guide to Generating High-Quality Leads at the Sales Booth

Many companies try to motivate their booth personnel by putting silly contests into place. One of the most common is giving some kind of spiff or reward for the person who scans the most badges. Alice is on a mission to kill that idea because it doesn’t work and isn’t a very effective way to get qualified leads.

Rather than scanning badges like crazy, booth staff should be focused on having memorable conversations to generate high-quality leads. This includes asking questions that make people think, providing insights people haven’t thought about before, and expressing empathy for the problems booth visitors are facing. 

When you get contact information from people who have experienced those types of conversations at your trade show booth, you’ll have leads that are truly interested in your product or service.

How To Get The Best Sales ROI From A Trade Show

If you’re going to participate in a trade show, how can you get a high ROI? Alice says it begins with aligning marketing and sales before the show to decide what they’re goals are. That means putting measures in place that you can quantify, such as:

  • How many high-quality conversations did you have?
  • How many pre-appointments were made before the show and how many showed up?
  • How many post-show appointments were made and how many were kept?
  • How many sales opportunities were put into the pipeline? How many of them moved forward?
  • Did you close any business from a contact made at the show?

Every company will need to nuance those measures to fit their industry and goals, but the point remains that clear measures need to be in mind - and everyone staffing the sales booth should be trained on those goals and how to go about reaching them. 

This is vitally important because when you work trade shows you’re in a target-rich environment where your team can have more sales conversations and qualify more leads. You'll also be in an environment where you can save money overall. 

Statistics from the Center for Exhibit Industry Research show that it costs 62% less to convert leads from a show than from leads generated in the field. Listen to learn how to get the biggest ROI from your next trade show booth.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Outline of This Episode
  • [1:43] The story behind my friendship with Alice Heiman (and her place on this episode)
  • [12:11] A bit of an aside: about injustice, mistreatment, and discrimination
  • [19:40] The biggest trade show fails - these are funny… and sad
  • [22:26] Why organizers often to NOT want salespeople to work booths at trade shows
  • [26:23] Who SHOULD BE the people in your trade show booth?
  • [33:50] Why rewards for badge scans are NOT the best approach and what to do instead
  • [40:38] How to get a high ROI from a trade show
  • [48:30] How you should train your staff to run successful trade show booths
Resources Mentioned Connect with Mario!

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Sep 04 2019 · 55mins
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