48 episodes

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.

Sales Talk for CEOs Salescast

    • Business
    • 4.8 • 12 Ratings

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.

    A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart

    A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart

    Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success?

    I’ve worked with many companies who sell through the channel and complain that their channel partners aren’t selling enough.

    In order for channel sales to be successful, your team has to understand how the potential partners are going to make money with the product or service you want them to sell. It’s not up to the partners to figure it out, it’s up to you.

    My guest today is Bruce Stuart, a partner at CHANNELCORP and a 30+ year veteran helping companies develop profitable channel strategies.

    In this episode, Bruce will take us through each step in the process of setting up a channel strategy. You will learn tactics on how to identify potential partners. He explains how to build a financial model that will attract the right partners, including understanding their investment and time to pay back. Another key takeaway is the program package. Think franchise, and you are on the right track to understanding the investment that you need to make in preparing the materials and process for a successful channel strategy.



    Highlights

    3:46 How to decide if your product or service is suitable for channel sales

    6:29 The relationship that your channel partners have with their customers is the biggest asset that they will ever have

    10:24 I tell my clients to “Think franchise” that’s how complete your offer has to be

    10:58 The most cost effective way to find channel partners

    13:50 Your channel marketing people need to know how to count

    15:20 You are investing in an asset that will be treated as an expense

    17:14 Checkout this 250 page instruction manual, you don’t have to make it up

    22:48 The worst thing you can have is an incompetent channel partner making a succesfull sale

    26:50 The three options for channel structure

    29:24 Channel manager as trusted business advisor

    33:15 When do you have to revisit your channel strategy



    About Our Guest

    Bruce R. Stuart, CMC, founding partner of Channelcorp Management Consultants Inc. (Channelcorp) where he provides growth-focused executive education and channel consulting to senior executives in the IT industry. He has authored more published articles on the topics of channel partner profitability, channel development, channel management, and strategic partnerships and alliances then anyone in the industry.



    About Channelcorp

    Channelcorp is the leading, and most experienced, independent IT channel consultancy in the world specializing in vendor and partner business model transformation. Channelcorp has completed Management Consulting and Executive Education assignments in 25 countries around the world. The firm’s clients include many of the top hardware/software/telecommunications companies selling into most of the product and service categories in the worldwide IT market.



    Show Links

    Resource Link:https://channelcorp-management-consultants-inc.myshopify.com/products/channels-handbook-third-edition?variant=35201383891095



    Connect with Bruce Stuart in the links below:

    Website: http://www.channelcorp.com/LinkedIn: https://www.linkedin.com/in/bruce-r-stuart-22b911122/



    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/

    • 35 min
    Supporting Sales Leaders with Rasmus Goksor

    Supporting Sales Leaders with Rasmus Goksor

    Like most CEOs, you've probably had some bad experiences trying to hire sales leaders in your company. The root of the problem? Many CEOs think they can hire someone to take over the sales team so they can step away and focus on other things to grow the company. It's just not that way! The CEO can't step away from sales but instead must have a plan for supporting sales leaders every step of the way. That's what Rasmus Goksor learned as he founded and sold his company Cobalt (a portfolio monitoring solution). And that's what led him to launch his new company, Ressemble, a platform designed for supporting sales leaders.

    In this episode of Sales Talk for CEOs, Rasmus talks about his experiences at Cobalt which led him to create Ressemble. He discusses the things that didn't go well (like hiring three different VPs of sales that all didn't work out) and the things that worked perfectly (like using content creation to build a community to sell to). He explains how the technology he created helps in supporting sales leaders and shares advice on what CEOs should do to support their leaders as well, such as determining how and why you're winning customers and stepping in at the beginning of the sales cycle. Before you hire that next sales VP, who may flop, tune in to discover ideas on supporting sales leaders and enabling them for success.



    Highlights

    3:24 Challenges in one business led to the creation of another

    8:55 Supporting sales leaders by asking, "How are we winning, and why are we winning?"

    10:55 Rasmus Goksor's founder story

    16:20 Supporting sales leaders through changes in the market and how customers buy

    24:05 Build a community (and sales will follow)

    35:12 The CEO's role at the beginning of the sales cycle



    Quote

    "As CEO, I can never really take my eye off the ball when it comes to sales. I always need to understand where the market is. Why are people buying? Who is buying? How are they buying? Otherwise, I can't be supportive strategically or tactically with my sales team."



    Connect with Rasmus Goksor in the links below:

    Website: https://www.ressemble.com/

    LinkedIn: https://www.linkedin.com/in/rasmusgoksor/



    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

    • 44 min
    Sales Talk for CEOs: Elevate Sales by Making Sales Easier

    Sales Talk for CEOs: Elevate Sales by Making Sales Easier

    Show Notes

    Today we celebrate the one-year anniversary of the Sales Talk for CEOs podcast! Throughout the past year, I've featured two types of episodes on the show. In the “CEO Journey” series, I interview CEOs to learn about how they grow sales. Next, in the Experts Series, I interview experts I know will have advice to help you grow sales. So today, we kick off a new segment: the Insights Series! These will be episodes with just you and me where I share insights on various topics that will help you elevate sales. The first topic, making sales easier.

    The key to making sales easier is alignment. As CEO, you are the only one who can make the changes needed to align your teams to make sales easier.  It starts with aligning your sales process with your buyer's journey. That’s hard to do if you don’t have alignment between your sales and marketing teams (and the rest of your organization) to take a customer-focused approach. Listen in as I share advice on where to focus your attention and what CEOs can do to make sales easier.



    Highlights

    1:06 A year in review

    2:52 Introducing the Insights Series

    3:19 Making sales easier

    3:51 The importance of alignment

    6:01 The CEO's role as orchestrator

    7:41 Make it easier for customers to buy

    Quote

    "What CEOs need to know is that sales shouldn't be so hard. If it's hard it’s because there is no alignment between the way the buyer wants to buy and the way you sell.”

    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/

    • 10 min
    Closing Bigger Deals with Expert Lisa Magnuson

    Closing Bigger Deals with Expert Lisa Magnuson

    Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals. If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you.

    Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on investors. So, scaling sales is a priority, and they want to make it happen quickly.

    During our conversation, Lisa discusses the CEO's role in closing bigger deals, the importance of celebrating wins, how to adequately prep for sales calls (and why CEOs should make this a requirement!) and how to build the right team structure.

    Landing big contracts takes planning and time, but when you land a deal 5x of the your largest deal yet, you'll understand that the effort was well worth it. Use the ideas offered in this podcast to close your next big deal!



    Highlights

    0:29 Lisa Magnuson introduction

    3:41 Closing bigger deals starts with mindset

    7:36 The CEO's role in closing big deals

    15:38 Why call planning is a must for big deals

    23:22 Building a team structure to land bigger deals

    33:19 Are you ready to land bigger deals?



    Quote

    “CEOs who want their salespeople to win more big deals have to develop a culture to support that. That culture starts with the CEO and has to include everyone in the company. The right culture will attract those bigger deals.”



    Connect with Lisa Magnuson in the links below:

    Website: https://toplinesales.com/LinkedIn: https://www.linkedin.com/in/toplinesales/

    The TOP Sales Leader PlaybookThe TOP Seller Advantage



    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/

    • 37 min
    Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano

    Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano

    Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.

    Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs. 



    Highlights

    07:40 Buying a business during the Great Recession

    13:05 Finding a salesperson who sells just like you

    22:06 Building the scaffolding that supports sales (versus hiring more sellers)

    22:34 Enabling your sales team

    29:55 Generating more customer-ready conversations

    35:41 Keeping your sellers in their zone of genius

    43:54 Thinking differently about how to build your sales organization



    Quote

    "I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm."



    Connect with Juliana Stancampiano in the links below:

    Website: https://www.oxygenexp.com/LinkedIn: https://www.linkedin.com/in/jstancampiano/



    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/

    • 48 min
    Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl

    Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl

    Are you a product CEO or a sales CEO? The answer may not be what you think. Case in point: Catherine Dahl, the CEO of Beanworks, an AP automation platform recently acquired by Quadient. Catherine spent two years building her company as a sales CEO when a sudden realization struck that she was trying to be something she wasn't. By owning her role as a product CEO, everything changed. With the right sales leader in place and the sales machine turned on, Beanworks went from half a million Canadian in revenue in 2017 to 8 million Canadian in 2021. Listen to her story in this episode of Sales Talk for CEOs.

    During our discussion, Catherine takes us back to the early days when Beanworks was starting. She discusses building the platform, getting customers, and the bumps along the way. After partnering with Sage, Catherine demonstrated her knowledge of the pain points and product through speaking and educating customers. But it wasn't until she read Steve Jobs's biography did it 'click' that she was a product CEO trying to be a sales CEO. Her journey led her to find the perfect sales leader, who built a powerful sales team and got the sales machine running. Find out how it all happened by listening to this episode.



    Highlights

    0:50 Rejuvenating a hundred-year-old business

    4:39 Getting ready to go global

    7:26 Before Beanworks began…

    12:21 Trying not to sell

    19:57 The quest for more customers

    23:33 Getting the channel sales flowing

    26:52 Product CEO or sales CEO?

    34:18 The biggest lesson learned along the way



    Quote

    "Steve Jobs was not a sales CEO, and all this time, I thought he was because of the way he's portrayed in movies. He was a product CEO, and his passion was product. And he hired the right people to do the sales side."



    Connect with Catherine Dahl in the links below:

    Website: https://www.beanworks.com/

    LinkedIn: https://www.linkedin.com/in/catherinedahl/



    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/

    • 36 min

Customer Reviews

4.8 out of 5
12 Ratings

12 Ratings

Steveo939 ,

Great focus on a key topic

I was really excited when I heard Alice was making a podcast about sales, and for CEOs as the audience. There are a few things more important to me running my company then sales results and who better to hear from then Alice! She has really delivered!

kenkeven ,

Actionable and Profitable

Not only is Alice a great teacher of sales strategies she has the experience to help you see and avoid mistakes. She is a phenomenal interviewer and her guests are real world and give you actionable ideas that can make you money and give you peace of mind! I am taking my business level and this podcast has been such a great place to gain wisdom and strategy!

ParkHowell ,

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.

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