Liz Heiman's why is rooted in the dreams of entrepreneurs everywhere, dreams of changing the world. But that dream can often turn into a nightmare if they can't sell their idea.
Liz specializes in advising B2B companies increase their revenue through proven, data driven sales strategies. Liz is a catalyst for sales growth.
Don't miss our interview with Liz's sister, Alice Heiman!
Today she will be helping to unpack the mystery of sales and developing a process that begins with understanding who you are and end with understanding what your prospect ACTUALLY wants.
On today’s podcast…
0:46 - Can you hear me now?
2:43 - Sales is like a black box of mystery
7:05 - We have to start with understanding our buyers are people
9:40 - Who you are comes before what you do
12:55- Knowing your customer isn't about knowing your target market
15:54 - Qualifying out rather than qualifying in
21:52 - Startup shiny object syndrome
25:02 - Building a sales roadmap for startups
27:53 - What baffles Liz about startup values
32:42 - Liz's why is a dream
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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!SA
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