Sales Talk for CEOs

Hamish Knox, a skilled sales consultant and Sandler trainer, shares his expertise on optimizing sales funnels for better revenue forecasting. He emphasizes viewing sales as a funnel to identify bottlenecks more effectively. The importance of aligning on an Ideal Client Profile (ICP) between sales and marketing is highlighted. Hamish also discusses the pitfalls of rushing into demos and the need for qualifying leads properly. Maintaining a healthy sales funnel is key to driving sustainable growth, making regular reviews crucial for success.

One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it’s about making it easier to be your customer and harder to be your competitor.“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.This involves a variety of activities:Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.Managing the Managers: Who Coaches the Sales Leaders?One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.Final Thoughts: A Call to Action for CEOsIf you’re a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you’re not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.If you want to discuss improving sales leadership in your organization, feel free to reach out. I’m always happy to chat and offer insights tailored to your needs.“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”Episode DetailsChapters00:02 Introduction and Setting the Scene01:43 Role of Sales Leaders and Customer Experience05:18 Communicating Needs to Leadership and Building Foundations08:02 Daily Activities of Sales Managers11:03 Strategic Planning and Senior L

Kristie Jones, a seasoned sales leadership expert with over 20 years of experience, reveals how CEOs can successfully hire top sales talent. She emphasizes the importance of creating an ideal candidate profile tailored to specific traits of past successes. Kristie discusses innovative sourcing strategies, including leveraging LinkedIn and Slack channels, and stresses the need for a streamlined screening process. Additionally, she highlights the crucial role of structured onboarding and executive engagement to foster a positive candidate experience and ensure long-term success.

What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.Here’s what you’ll discover:David’s journey from sales training to founding Tenbound.The significance of pivoting and niching in business.Challenges and strategies in building an effective sales team.Insights into the evolving landscape of sales technology.David’s advice for CEOs on continuous learning and adaptation.Finding a Niche in Sales TechnologyDavid Dulany, founder of Tenbound, didn't start his career with a clear path to entrepreneurship. Initially working at Achieve Global, a sales and leadership training company, David always had a passion for the tech industry. "I got my foot in the door at Glassdoor when they first started, and we built up the SDR team there," David recalls. His experience at Glassdoor paved the way for his eventual leap into entrepreneurship.The Accidental EntrepreneurDavid describes his entry into entrepreneurship as accidental. "I was between jobs and a friend needed help with his SDR program," he says. This opportunity led to his first client and the birth of Tenbound. David’s story is a testament to seizing opportunities as they come and being open to new paths. "I was really interested in the predictable revenue model, and a lot of things converged at the same time," he notes.Building TenboundTenbound initially focused on consulting and training services for SDR teams. "We started doing playbooks, training, and consulting with different companies," David explains. The company's growth was largely driven by word of mouth and referrals. "People I had worked with in the past reached out, and that became a source of business," he says.Pivoting to Sales TechnologyThe major pivot for Tenbound came with the realization of the growing demand for sales technology tools. "Everybody wanted to talk about the tools," David observes. This led to the creation of a comprehensive database of over 2,000 sales technology tools on Tenbound's website. "We've compiled this database where you can research and look into the best solutions for your sales problems," he explains.Overcoming Challenges in HiringHiring the right salespeople was a significant challenge for David. "One person can make such a huge difference to your company," he emphasizes. David's approach involved a lot of trial and error, but ultimately, he found success by hiring individuals with a proven track record in sales.Action Steps for CEOsEmbrace Flexibility: Be open to pivoting your business model based on market demands.Invest in People: Hiring the right talent can make a significant impact on your company’s success.Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency.Build a Community: Foster strong relationships with clients and industry peers to create a robust referral network.David Dulany’s journey with Tenbound highlights the importance of adaptability, leveraging technology, and the power of community in building a successful business. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.Episode DetailsChapters00:52 David's Early Career and Foundational Experience01:59 Introduction to Ten Bound and Its Current Focus 02:54 David's Career Ride and Transition to Te

In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are equipped for sustained growth and success. Matthew Toth, CEO of C3 Technology Advisors, shares valuable insights from his 15-year journey in building a successful technology consulting firm. Here’s what he’s learned about hiring, training, and retaining top talent.Building a Foundation for SuccessMatthew emphasizes the importance of laying a solid foundation for business success. "Sales is a lagging indicator of just doing the right things," he says. "If you build the right culture, bring on the right people, and have a good strategy, the numbers will follow." He believes that focusing on long-term goals and creating a strong company culture are essential steps toward sustainable growth.Effective Hiring StrategiesWhen Matthew decided to start his own business, he knew he needed to hire the right people to grow. His approach to hiring involved planting seeds early. "I started seeding my network with, 'When this thing works out, I'm going to come for you one day,'" he shares. This proactive strategy allowed him to build a pipeline of potential hires who were already familiar with his vision and values.Matthew's first hire was someone he saw as a perfect fit for his company culture. Despite the initial challenges, he trained this employee by giving him numerous opportunities to engage in real-world sales activities. "I just decided I'm going to go grind this thing out," Matthew recalls. His emphasis on practical experience and on-the-job training helped his first hire become a successful leader within the company.Training and DevelopmentTraining new hires can be challenging, especially without a formal process in place. Matthew's solution was to provide hands-on training through real-world experiences. By involving new employees in client interactions and sales processes, he ensured they gained practical skills and knowledge. "There's no training manual when you hire your first employee," he admits. "But giving them as many at-bats as possible was a great way to learn."Retaining Top TalentRetaining top talent is crucial for long-term success. Matthew believes that treating employees well and investing in their development is key. "I measure my success by year-over-year retention of extraordinary people," he says. By creating a supportive and growth-oriented environment, he has been able to maintain a high level of employee satisfaction and performance.Action Steps for CEOsBuild a Strong Foundation: Focus on creating a positive company culture, hiring the right people, and developing a clear strategy.Proactive Hiring: Continuously build a pipeline of potential hires by networking and keeping in touch with talented individuals.Hands-On Training: Provide new hires with practical experiences and real-world opportunities to develop their skills.Invest in Retention: Treat employees well, invest in their development, and create a supportive work environment to retain top talent.Matthew Toth’s journey from a solo entrepreneur to the CEO of a successful technology consulting firm offers valuable lessons for any leader. His experience underscores the importance of building a strong foundation, proactive hiring, hands-on training, and investing in employee retention. To learn more about Matthew's strategies and insights, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for your business journey.About GuestI’m the father of one amazing girl, husband to a police officer and founder of C

In the complex world of company leadership structures, the role of the Chief Revenue Officer (CRO) has sparked debates on its necessity and timing. In this episode of "Sales Talk for CEOs," Alice Heiman dives into the nuances of the CRO role, helping CEOs determine if and when it might be essential for their company.Deciphering the CRO Role:The emergence of the CRO role aims to bridge the gaps between sales, marketing, and customer success. Alice Heiman discusses the strategic integration these departments require, emphasizing that alignment is key to fostering growth and customer retention.When is a CRO Necessary?Alice points out that not every company needs a CRO immediately. She suggests that the consideration for a CRO often becomes relevant as companies approach or surpass the $50 million revenue mark. For smaller ventures, the CEO often needs to handle these alignments directly.Action Steps for CEOs:Assess Organizational Needs: Analyze whether your current setup effectively supports growth and customer alignment.Understand the CRO’s Impact: Consider how a CRO could influence your strategic outcomes.Prepare for Integration: Plan how a CRO would fit within your existing leadership framework.Educate Your Team: Ensure your staff understands the potential impact of a CRO on the company’s success.Why Consider a CRO?Understanding when a CRO is necessary involves recognizing the potential for better strategic alignment across departments that directly influence revenue generation. "The decision to appoint a CRO should be driven by specific business needs, not just industry trends," Alice explains.Tune Into the Full Discussion:For a deeper exploration of whether your company could benefit from a CRO, listen to the full episode of "Sales Talk for CEOs." Alice offers detailed advice that can guide your decision-making process about this pivotal role.Chapters00:00 Introduction to Sales Strategies01:45 Evolution of Sales and Marketing03:13 The Rise of Customer Success04:37 The C-Level Conundrum06:12 The Need for a CRO07:54 CEO’s Role in Alignment09:36 Creating Synergy for Customer Success11:08 Evaluating CRO ReadinessSocial Links Connect with Alice on LinkedIn:(40) Alice Heiman | LinkedInCheck out Alice’s website:https://AliceHeiman.com

What role does vision play in sales and leadership? John Klymshyn, a Navy veteran turned renowned sales coach, author, and speaker shares his insights on how a clear vision can transform sales teams and inspire individuals to achieve greatness. Join us as John discusses his journey, the importance of vision, and actionable strategies for CEOs to lead their organizations effectively.Vision Precedes EverythingJohn emphasizes that a clear vision is the foundation of successful leadership. "The first three words in my book on sales management are 'vision precedes everything.' Without vision, the people perish. Our employees are our precious inventory," John explains. A compelling vision inspires individuals to go the extra mile and fosters a sense of purpose within the organization.Inspiration Over MotivationAccording to John, the role of a CEO is not to motivate but to inspire. "Motivation fades, inspiration feeds," he says. Leaders can drive sustained performance and commitment by understanding individual motivations and creatively inspiring their teams. This approach helps individuals connect with the company's vision and see how their efforts contribute to a larger goal.Precision of LanguageClear and precise language is essential for communicating vision effectively. John advises leaders to start sentences with "Here's where we're headed" to align their teams' focus. "When the vision can be expressed in one sentence, people either buy into it or they don't," he asserts. Precise language ensures everyone in the organization understands and can articulate the vision, leading to better alignment and execution.Action Steps for CEOs:Develop a Clear Vision: Spend time defining a concise vision for your organization. Ensure it resonates with your team's values and goals.Inspire, Don’t Just Motivate: Understand what drives your team members and use this knowledge to inspire them towards achieving the vision.Use Precise Language: Communicate the vision clearly and consistently. Use language that resonates and inspires action.John Klymshyn's insights on vision, inspiration, and leadership offer valuable lessons for CEOs looking to drive their sales teams to new heights. Leaders can align their organizations and achieve lasting success by developing a clear vision, inspiring rather than just motivating, and using precise language. Listen to the full episode below to gain deeper insights into John’s strategies and experiences. Whether you're a new CEO or an experienced leader, this episode provides practical advice on inspiring and leading your team effectively.Chapters01:22 The Importance of Vision05:10 Articulating Vision10:18 Crafting a Vision Statement15:10 Implementing Vision Throughout the Organization20:23 Vision and Sales Strategy25:05 Motivating Enterprise Salespeople29:42 Overcoming Misconceptions About Salespeople33:26 Engagement and Contribution38:50 The Lifelong Learner41:59 The Importance of Retention and Recruiting44:08 Closing Remarks and Key TakeawaysAbout GuestJohn Klymshyn spends many of his waking hours Coaching “C” Suite Executives... andthose on the path to those roles. Constructing and Maintaining GREAT Teams is hisFocus.For John: “It’s all about the language!”John’s clients include: Indeed.com, Four Seasons Hotels & Resorts, The New YorkTimes, Colliers International, Rent.com (now Apartments.com). Pinehurst Golf resort,Fish Richardson Law and many more. As a professional speaker, John has spoken inMexico City, Cabo San Lucas, Toronto, Montreal, Honolulu, Dublin, Ireland and everymajor city in the United States.He has written 12 books, which have evolved from addressing and exploring creativity, to executive developme

Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Leading his company through both triumphs and challenges, Marko, CEO of Jatheon, delves into his experiences, lessons learned, and the unique insights he's gained along the way.Complex Sales Require Technical ExpertiseMarko emphasizes the need for deep technical understanding when selling intricate compliance solutions. Marko states, “In our industry, sales cycles are very long and involve numerous technical evaluations and integrations. Having a technical lead ensures that we can address any technical concerns that arise during the process, providing confidence to our clients and streamlining the sales journey.”Adapting Through Economic TurmoilFacing market turmoil and recession, Marko had to downsize and rebuild, showcasing resilience and adaptability in leadership. He recalls, “We went from 32 people down to six. So it wasn't going according to plan. But we were able to get back to a cash flow positive state by 2013.”Building the Right TeamThe journey to finding the right sales team involved trial and error, emphasizing the need for experienced, senior salespeople who understand the intricacies of the industry. Marko shares, “We arrived at our current setup, which is primarily SEO-based and PPC-based inbound leads. They come to our senior account executives. We do not have SDRs in front of them because we found that young sales executives do not help us at all.”Action Steps for CEOs:Embrace Technical Expertise in Sales: Ensure your sales team includes technical leads to handle complex details and improve the overall sales process.Focus on Resilience: Prepare for economic challenges by having adaptable strategies and a resilient mindset.Invest in Senior Talent: Hire experienced salespeople who can navigate complex sales environments and provide valuable feedback for product development.Marko Dinic's journey from engineer to CEO of Jatheon offers invaluable lessons for any leader. His experience underscores the importance of technical expertise in sales, resilience in the face of economic challenges, and the critical role of hiring the right team. To gain deeper insights into Marko's story and the strategies that have driven his success, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for your own business journey. Episode DetailsChapters00:49 Overview of Jatheon Technologies02:52 Early Career and Joining Jatheon09:33 Navigating Financial Challenges and Reorganization09:33 Transitioning to CEO and Sales Department Challenges14:25 Structuring and Scaling the Sales Team20:34 Lessons from Trial and Error in Hiring24:30 Remote Work and Open Communication Culture30:51 Alignment and Continuous Improvement42:26 Recommendations and Closing RemarksAbout GuestMarko Dinic is an SaaS B2B entrepreneur, investor, and CEO of Jatheon Technologies, a Toronto-based com tech company that is a leader in the archiving and compliance technology sector.With a sharp focus on innovation and customer-centric solutions, Marko has spearheaded Jatheon’s transformation into a key player in the data archiving space. His strategic vision centers around providing robust and secure archiving solutions that cater to regulated industries, including financial services, healthcare, and government entities. Marko’s leadership is marked by a commitment to delivering technologies that ensure compliance with evolving regulations and enhance operational efficiency. His expertise and dedication have been pivotal in Jatheon’s growth and its ability to help organizations manage t

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build a tool so effective that it turned into a successful company, Mailshake.In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. Sujan shares valuable lessons learned over the past ten years.Here’s what you’ll discover:How Sujan transitioned from marketing to sales and founded Mailshake.The importance of pivoting and targeting the right audience.Building a community early for successThe benefits of product-led growth.Advice for CEOs on staying focused and differentiating in a crowded market.A Problem-Solver's BeginningSujan Patel, co-founder of Mailshake, didn't initially set out to create a sales engagement platform. As a VP of Marketing at a SaaS company, he discovered a significant gap in sales follow-up and engagement. "I needed a simple tool to make sure the sales team follows up. Humans, step aside; software, let's go solve this problem," Sujan recalls. His background in marketing led him to develop Mailshake to address his own sales challenges. "I took over the sales team with no real background in sales," Sujan shares. He realized that effective follow-up and engagement were missing, prompting him to create a solution.Building a CommunityInitially targeting marketers, Sujan quickly realized that salespeople were the primary users who benefited most from Mailshake. "We changed all of our branding and copy to focus specifically on the sales use case," Sujan explains. This pivot was crucial for the company's growth and product-market fit. His strategy involved building a community and sharing his journey with potential customers. "I built about a 50,000-person email list and updated them weekly on my journey," he says. This approach not only created early traction but also fostered a sense of involvement among his audience.Scaling the Sales OrganizationAs Mailshake grew, Sujan transitioned from handling sales himself to building a sales team. "I hired a sales assist first, which effectively doubled our conversion rate," he notes. This move allowed him to focus on the company's vision while ensuring that customers received the support they needed. Mailshake's product-led growth strategy enabled them to scale without a massive sales team. "We went from a team of 15 sales reps to a lean, mean five people," Sujan highlights. By focusing on simplicity and ease of use, Mailshake maintained high customer satisfaction and retention.Sujan’s Advice for CEOsSujan emphasizes the importance of knowing your differentiator in a crowded market. "You need to have one thing that is your differentiator or what you're amazing at," he advises. By staying focused on their strengths and continuously improving their product, Mailshake continues to thrive.Action Steps for CEOsUnderstand Your Market: Regularly reassess your target audience and be willing to pivot based on feedback and market demand.Leverage Community Building: Engage with your potential customers early and often. Building a community can create loyal advocates and provide valuable insights.Invest in Product-Led Growth: Focus on making your product so good that it sells itself. Simplify the user experience and provide clear value.Scale Thoughtfully: Grow your team and processes in response to demand. Ensure each addition to your team aligns with your strategic goals.Sujan Patel’s journey with Mailshake highlights the power of innovation driven by personal frustration and a deep understanding of market needs. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.

Imagine this: every person reporting directly to you is not just competent, but an A-player, fully aligned with your vision and driving your company's growth. Sounds ideal, right? This is not just a dream—it's an achievable reality that can transform the way you lead. Today on "Sales Talk for CEOs," Alice Heiman delves into why having the right people in the right roles is not just beneficial but essential for your company's success.Key TakeawaysEvaluate Your Team: It's crucial to assess if each team member is an A-player who contributes positively to your company’s performance and culture. Alice notes, “You do not need to struggle with the people who work for you. It’s not good for you, it’s not good for them, and it isn’t good for the rest of the company.”Leverage Individual Strengths: Encourage team members to operate in their "genius zone" where they excel and are most passionate, boosting morale and efficiency. Alice emphasizes, “Know what you’re good at and do that. Let’s figure out how to get someone else to do things you’re not good at, rather than having you do them poorly.”Strategic Restructuring: Be willing to make tough decisions. If team members are not suited to their roles, consider reassignments or changes to better align their strengths with the company’s needs. Don’t just live with it. As Alice points out, “It’s just really not fair to anyone and it doesn’t make your company grow faster, that’s for sure.”Alice discusses the common challenges CEOs face with team dynamics, emphasizing the importance of not just filling positions, but filling them with people who truly fit the company’s vision and values.Action Steps for CEOs:Conduct a Performance Review: Identify who truly meets the A-player criteria.Focus on Your Strengths: Ensure you are working within your genius zone and encourage your team to do the same.Clear Communication on Roles: Have honest discussions with your team about their performance and future within the company.Alice challenges leaders to envision a team that not only supports but propels company growth. She poses a critical reflection for every CEO, "What would your world be like if every team member was an A-player?"Aligning your team with your company's goals isn't just beneficial—it's crucial for thriving in today's competitive market. Tune into the full podcast for a deeper dive into how you can lead your team to success.Chapters00:00 Introduction - Alice Heiman kicks off the podcast addressing CEOs and discussing the challenges with sales strategies.02:14 A Player Struggles - Exploring the common CEO issue of having underperforming team members and the desire to turn them into A players.04:24 CEO's Role in Team Performance - The harsh truth that a part of the struggle with team performance lies with the CEOs' decisions.06:23 Genius Zone Concept - Alice Heiman introduces the concept of working within one's 'genius zone' to enhance personal and company growth.08:02 Team Structuring - Discussing the importance of aligning team members' roles with their strengths and talents.09:24 Personnel Changes - Insights on making tough personnel decisions to ensure each team member is playing to their strengths.11:14 Impact on Customer Experience - How internal team dynamics directly influence customer satisfaction and sales.13:04 Call to Action for CEOs - Alice Heiman urges CEOs to evaluate themselves and their teams to optimize company performance and growth.13:50 Conclusion - Wrapping up by emphasizing the CEO's role in building a strong company culture and inviting listeners to the next episode.Connect with Alice on LinkedIn:(40) Alice Heiman | LinkedInCheck out Alice’s website: