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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