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.
Building and Maintaining Partnerships with Jamie Crosbie
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jamie Crosbie, the CEO of Proactivate which specializes in providing top leadership, sales, and marketing talent to growing organizations. Jamie talks about how she started her business and grew it by building a strong team and investing in it.
Learn about the better alternative to cold-calling, building strategic partnerships, and the value in hiring based on mindset rather than skillset.
The Importance of Understanding Sales with Steve Benson
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps, the #1 route planner for field sales. Steve and Alice discuss how it can be helpful for CEOs to have a background in sales when starting out and growing your company.
Steve also shares some key information regarding the level of involvement a CEO should have in sales - and how being too involved for too long can cripple your business.
Strong Contributors to Sales Success with Jon Ferrara
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jon Ferrara, CEO of Nimble. He was originally the CEO of a company called GoldMine, a program that was the pioneer of CRM solutions. After selling GoldMine for $125 million dollars Jon took a 10 year break to be present with his family.
After taking a break and finding purpose, Jon started Nimble, an award-winning social sales and marketing CRM for individuals and teams. Jon shares with us what contributed to his company’s success - marketing, personal involvement, and the secret sauce of closing a sale.
Directing Sales Profitability with Transparency with Ganesh Shankar
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Ganesh Shankar, CEO at RFPIO Inc. After relying on workaround solutions for RFPs, Ganesh decided to build the solution to this confusing yet essential aspect of sales.
Ganesh runs his company on transparency, both in the way they reach goals and the way they reward talent within their ranks. His company values, Get It Done (GID) and See Something, Say Something (S4) create accountability and give his most talented salespeople incentives to step up.
Reimagining How Salespeople Sell with Melanie Fellay
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Melanie Fellay, CEO at Spekit. Solving the problem of how to train employees is Melanie's specialty. By adding the best practices of sales to her entrepreneur's enthusiasm, Melanie was able to refine their customer profile and increase their product market fit.
Melanie also shares the importance of hiring a VP of Sales and Customer Success and how this position influences everything from revenue to company culture. She discusses the hits and misses they experienced and the steps they took to reorganize their sales structure.
Finding Success by Building a Remote Sales Team With Mario Martinez, Jr.
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Mario Martinez Jr., CEO at Vengreso. At the core of good sales is the desire to help people. Mario learned this early on and, even as he transitioned to becoming an entrepreneur, the lessons of sales remained.
Mario also shares how hiring talent from overseas was instrumental in giving him the cost savings to scale his business. He stresses that this requires constant work and training and that CEOs must always have a presence in the overall management of sales teams.
What every CEO who cares about sales should be listening to
You don't even have to be a CEO to glean proven sales wisdom from Alice. She knows sales, makes it easy and brings a wonderful spirit to the process. This is my new favorite podcast for 2021.
Alice Heiman absolutely rocks!
Alice Heiman is truly the best of the best in helping companies scale their businesses.
Oh my god your podcast was unbelievable
I have known Alice Heiman for fourteen years. I have to say she is the expert in her field. I listen to many podcasts and have to admit was pleasantly surprised and most importantly engaged. I’m very excited to listen to Alice Heiman’s future podcasts; her podcast is now on my ten most favorite podcasts to listen to….Subscribe sooner than later I highly recommend Alice Heiman’s podcast. It is time well spent!
Co-Owner of Front Office Staff-Reno
VP of Marketing & Sales