Sales Talk for CEOs

In an insightful episode, Alice welcomed influence expert Matt Brown to explore how CEOs can leverage their influence for meaningful change. Having founded 14 companies and hosted over 850 podcast episodes, Brown shared his profound insights on leveraging influence to drive positive change within and beyond your organization.The True Essence of Influence"Influence is the current and future currency of business leadership," Matt Brown said, challenging the term's misconceptions. Unlike influencer marketing, which often lacks authenticity, Brown emphasized that genuine influence is about elevating others, not yourself. Your influence should aim to build better teams, enhance business operations, and scale brand presence in ethically responsible ways.Navigating the Digital Influence LandscapeSocial media has transformed how CEOs can use influence to create change and excel in business. Brown highlighted the importance of creating a credible digital presence, describing it as a collection of "credibility signals" that potential clients, partners, and top talent seek when evaluating a leader's trustworthiness.Thought Leadership’s Impact:Brown delved into true thought leadership, urging CEOs to share non-obvious, evidence-based insights. "True thought leadership is where you paint a nonobvious, evidence-based view on a problem," he explained, encouraging leaders to solve real-world problems and share those solutions to establish authority and influence in their industries.Key Takeaways for CEOsStart with Authenticity: Influence should be ethical and authentic; focus on uplifting others, not self-promotion.Leverage Thought Leadership: Share unique, evidence-based insights on relevant topics to assert authority and foster trust within your industry.Take Action and Improve: Brown's parting advice to CEOs is straightforward yet powerful: "Choose to start today." Whether writing a book, starting a podcast, or enhancing internal communications, the key is to take decisive action and continuously strive to improve.Start TodayMatt's parting message is clear: "Choose to start today." Whether it's enhancing digital presence, sharing thought leadership, or improving internal communications, the key is taking action.Discover how to harness the power of influence to drive positive change within your organization and beyond; watch the full episode below, and don’t forget to hit that subscribe button! Chapters0:03:26 Definition of influence and the difference between positive and negative influence   0:09:57 The impact of digital influence on sales and trust   0:12:57 The importance of using assets as a CEO to influence prospects and employees   0:13:50 The significance of internal communication in maintaining a strong company culture   0:16:00 The value of telling the company's story internally and externally   0:18:42 The impact of onboarding and internal communication on driving culture   0:21:11 Additional strategies for CEOs to improve their digital influence   0:25:25 The significance of solving a problem and offering proof to influence others   0:26:26 Utilizing podcasts and writing a book to increase influence   0:28:46 Focus on doing things more and betterAbout GuestMatt Brown is a veteran founder and entrepreneur zealously dedicated to aiding, entrepreneurs, CEOs, business leaders and the broader business community in fostering positive change. A veteran founder of 14 companies across a span of 25 years, successfully exiting multiple businesses.In the limelight as the host of the globally celebrated Matt Brown Show, Matt has steered over 850 episodes to success, making it a powerhouse of insights with millions of downloads. Recognized for his superpower of compelling business leaders to revea

In a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways:Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future.Greatness Breeds Success: Acknowledging past achievements is the true measure of success. Reflecting on the times when you've outdone yourself helps predict future success.Leadership and Appreciation: As leaders, appreciating ourselves and our teams is crucial. It sets an example for others and drives sales, scales businesses, and focuses on what truly matters—customer satisfaction and employee engagement.It's Simple and Cost-Effective: Appreciation doesn't have to be grand gestures. Simple acts like handwritten notes, thoughtful gifts, or spending quality time can go a long way in showing appreciation.Building a Culture of Appreciation: To foster a culture of appreciation, start with yourself, appreciate your team, and encourage others to do the same. It creates a positive atmosphere that benefits everyone involved.Alice Heiman's insights highlight the transformative power of appreciation in business. Take the time to appreciate yourself, help others do the same, and share appreciation with those around you. It's a simple yet powerful practice that can elevate your business to new heights.If you found these insights valuable, be sure to listen to the full podcast for a deeper understanding of the topic. Don't forget to like and subscribe for more thought-provoking discussions on "Sales Talk for CEOs."Chapters01:27 Importance of taking time to appreciate and celebrate successes   02:47 Deep appreciation helps build momentum and confidence   03:56 Recommendation to read the book "Ten X is Easier Than Two X"   05:29 Being great as a leader benefits others and brings success   06:46 Need to appreciate and celebrate team achievements   08:05 Ways to appreciate oneself and others in the company   09:31 Understanding how individuals like to be appreciated   10:50 Suggestions for showing appreciation: handwritten notes, asking preferences   Connect with Alice on LinkedIn:(2) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

Imagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that. Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.The Catalyst for Change: Pivoting in a PandemicHarris's tenure at Challenger began amidst the pandemic. She was met with the daunting task of revitalizing a company that was "dead in the water" due to the pandemic-induced halt in its traditional training services. Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger's training could be met despite the constraints of the global crisis.One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. This included optimizing the company's website for SEO, engaging in social selling, and rebranding Challenger as an innovative tech company, thereby widening its appeal to include SMB and mid-market customers alongside its enterprise clientele.Strategic Sales Team RestructuringHarris didn't stop at marketing transformations. She meticulously restructured the sales team to better align with customer segments, differentiating between new logo acquisition and existing account management. This strategic segmentation enabled Challenger to tailor its approach to various customer needs more effectively, showcasing Harris's keen understanding of the nuances in customer buying processes.Key Takeaways for CEOs:Andee Harris's journey with Challenger Sales Training Company offers invaluable lessons for CEOs navigating their businesses through uncertainty:Embrace Agility: The swift pivot to virtual and e-learning platforms was a testament to the importance of agility in business. CEOs should be ready to adapt their product delivery to meet customer needs, regardless of external pressures.Demand Generation is Key: Harris's focus on building a demand generation engine highlights the critical role of marketing in driving growth. CEOs should ensure their companies have robust strategies for lead generation and brand positioning.Strategic Sales Team Structure: Tailoring sales strategies to customer segments can significantly enhance effectiveness. CEOs should consider how their sales teams are structured to best meet the diverse needs of their clientele.Customer-Centric Approach: Above all, Harris's strategies were rooted in a deep understanding of customer needs and buying behaviors. CEOs should maintain a laser focus on serving their customers in the manner they prefer, ensuring success and satisfaction.Andee Harris's CEO journey, is a compelling case study on leading with resilience, innovation, and an unwavering focus on customer needs. Her success in transforming Challenger amidst unprecedented challenges offers inspiration and practical advice for CEOs looking to navigate their companies through turbulent times.For a deeper dive into her strategies, challenges, and the innovative steps she took to transform Challenger, watch the full episode and subscribe to our channel!Chapters02:55 'Andee's decision to become CEO of Challenger after selling High Ground'06:17 'Transition of Challenger's founders and how opportunity came Andee's way'08:43 'Overcoming the absence of demand generat

Growing your business by doing an exceptional job is something that Alice’s guest Justin Rende knows well. This may be overlooked by those companies with a race to land new logos. Having referenceable customers can help you grow your sales. In fact when you do an exceptional job, without prompting, your customers will tell others. But that won’t fuel all the growth you need. You might have to become a bike messenger and start dropping off packages. When Justin decided to branch out he focused on startups.  Learn how Justin messengered his way into startups all over New York City and how that grew his sales before hiring a team of sellers.Chapters02:38 Justin's journey from a consulting firm to starting his own business, Rhymetec03:24 The concept and process of penetration testing04:35 How successful penetration tests led to a referral and the start of Rhymetec05:34 The opportunity that prompted Justin to start his own business06:35 Justin's steps to become a CEO practically overnight07:03 Gaining the first prominent client and the growth following that08:57 The importance of doing a great job and how it led to a snowball effect in business growth10:40 Justin's strategies for scaling the company, hiring new talent, and the responsibilities they brought in17:39 The transition from bike deliveries to a global sales approach18:23 The training and responsibilities of hired CSOs and their role in sales and customer success20:05 Outreach strategies to engage technology startups23:30 Justin's unique approach using personal touches in sales outreach and its impact26:58 The evolution of sales tasks and hiring a sales team to support business growth32:06 Discussion on the growth of the go-to-market team beyond initial outreach methods34:49 Key takeaways on the importance of hiring people with the right mindset in salesAbout GuestJustin Rende is the Founder and CEO of Rhymetec, a cybersecurity firm providing cybersecurity, compliance and data privacy needs to SaaS companies. With over 20 years of experience in cybersecurity, Justin has focused exclusively on developing the most innovative and customizable cybersecurity solutions for modern SaaS-based companies.Social Links Connect with JustinLinkedIn: https://www.linkedin.com/in/justin-rende/Twitter:

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Alice Heiman’s latest guest, Gretchen Gordon, author of "Happy Sales Manager" and President of Braveheart Sales Performance, shares her profound insights on empowering sales teams to excel in any economic climate.Episode’s Key Takeaways:Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust plans to adapt and thrive regardless of market conditions.Strategic Sales Planning: It's not just about the numbers; it's about understanding the market, retaining customers, and fostering growth through value-driven relationships.Mindset and Skills: A winning sales team is built on a foundation of confidence, business acumen, and the ability to act as trusted advisors to their customers.Curious about transforming your sales team and leading them to new heights Watch the full episode below for a deep dive into Gretchen's strategies for stellar sales leadership.Chapters02:17 - Anticipating 2024's Economy: Evaluating economic predictions for 2024's potential challenges and opportunities.08:35 - Gaining More Market Share: Tactics for sales leaders to expand market share in fluctuating economic conditions.14:29 - Effective Market Positioning: Discussing strategies to stand out in the market for enhanced sales results.18:29 - Customer Retention Strategies: Techniques for retaining customers by showcasing value and differentiation.25:35 - Elevating Sales Roles: Transforming sales teams into trusted advisors and industry peers.28:20 - Boosting Sales Confidence: Overcoming confidence barriers in sales through practice and support.32:13 - Sales Attitude and Impact: The influence of mindset on sales effectiveness and client interactions.38:05 - Leveraging Referrals: Using existing networks for referrals to new customer segments.40:56 - Responsive Sales Planning: Adapting sales goals and methods to align with economic shifts.42:47 - Leadership in Sales: Balancing tactical skills and mindset for optimal sales leadership.When it comes to leading sales teams, it's about balancing the trio of acquiring new customers, ensuring customer retention, and driving growth. As Gretchen eloquently puts it, being a sales leader is about "driving sales and leading teams with ease and fun."For more insights on sales leadership and how to empower your team for success, subscribe to The Sales Talk with CEO’s podcast.About GuestGretchen Gordon is the author of "Happy Sales Manager" and the President of Braveheart Sales Performance. With over 14 years of experience, she helps salespeople and leaders excel in any economy.I am an author, keynote speaker and I lead a team of experts who cultivate sales teams so sellers can sell and leaders can lead. We focus on People, Processes, and Pipeline to accelerate sales and profits and transform organizations permanently.You can learn more about and connect with Gretchen Gordon in the links below.Connect with Gretchen on LinkedIn:(99+) Gretchen Gordon | LinkedInCheck out Braveheart's website:Braveheart SalesYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

Eduardo Coll, an innovative business growth expert, talks about conversational selling and leveraging networks. He emphasizes relationships over sales pitches, solving client problems, and utilizing personal and professional networks. CEOs should prioritize relationship-building, maximize their networks, and encourage team-wide sales contribution.

This week Alice shares her reflections after having time to think during the holidays. In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do.She talks about how CEOs need to stay in their genius zone and find others to do the rest. It’s tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best. As CEOs you always have so much going on and most of you are still heavily involved in sales as well. Alice points out that you need to start to think differently about your time. In this episode she recommends that you drink your coffee while it’s hot.Chapters00:53 Importance of using time effectively as a CEO   01:34 Being a better leader and supporting sales strategies   02:23 Metaphor of drinking coffee while it's hot  03:36 Taking time to enjoy and savor the moment   04:45 Tips for keeping coffee hot and writing things down   06:00 Importance of morning rituals and self-care    Social Links You can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

SummaryLaura Gassner Otting, TEDx speaker and author of Wonderhell: Why Success Doesn’t Feel like it Should . . . and What to do About it, had an insightful conversation with Alice. Her career has spanned from a pivotal role in Bill Clinton's White House to achieving entrepreneurial heights. Laura and Alice discussed the concept of "Wonderhell," which most CEOs know well, it’s where the exhilaration of success is entwined with the challenges it brings and the feeling of wanting more. This episode offers a unique opportunity to gain insights from Laura's diverse experiences, shedding light on the complex dynamics of ambition, success, and the resilience required to thrive in leadership roles.Exploring "Wonderhell"Laura's journey through the highs of achievement and the lows of pressure showcases the duality at the heart of success. "Wonderhell" is not just about reaching the peak; it's about thriving amidst the challenges and relishing the journey. Laura shares, "I wrote Wonderhell because I found myself in it.” She reveals, “I was filled with imposter syndrome and anxiety and uncertainty and doubt and envy and exhaustion and burnout. And I was like, it's kind of horrible. Now, I'm stuck with the burden of my potential." She knew she had to figure it out and the book is the result of that.Key Insights from this episode:Embracing Ambition: Laura encourages CEOs to see ambition as a catalyst, not a flaw. It's the fuel that drives us towards greater heights. She states, "Embrace your ambition... It's okay for me to want more, that's totally cool."Success Beyond Finances: Success isn't just measured in dollars. Laura places immense value on personal relationships and internal fulfillment. She remarks, "I am proudest of the relationships that I built and deepened with my kids, my husband, and my friends."Emotional Balance: Achieving success brings a spectrum of emotions. Laura's approach is about finding an equilibrium between excitement and the anxieties that come with leadership. She advises, "Get comfortable being uncomfortable... understand that this is not the now; it's actually the new normal."Strategic Focus and Delegation: As a CEO, Laura highlights the importance of focusing on tasks unique to your skillset and delegating to others to enhance efficiency and satisfaction. Laura elaborates, "The highest and best use of your time is to do what only you can do."Embracing the JourneyLaura Gassner Otting teaches us that success is more than a destination; it's a continuous process of growth, challenge, and self-discovery. Her journey from the White House to entrepreneurship exemplifies the nuanced nature of leadership and the importance of embracing every part of the journey.Have you experienced your own version of "Wonderhell"? I’d love to hear from you. Join the discussion in the comments below. Chapters08:18 - Valuing Achievements Before Chasing Next Goals11:47 - Shifting Leadership Mindset to Positivity14:47 - Leveraging Intentional Focus for Opportunities18:12 - Prioritizing Culture for Business Success22:31 - Empowering Teams with Strategic Questions23:57 - Scaling Insights from '10x is Easier Than 2x'26:13 - Balancing CEO Ego with Effective Leadership30:28 - Importance of CEO-Audience Engagement34:07 - Embracing Ambition and Overcoming Doubts38:06 - Focusing on Long-term Business Trajectory42:57 - Balancing Business and Personal Life PrioritiesAbout GuestLaura’s secret superpower is seeing your greatness and reflecting it back on you, so that you can get “unstuck” — and achieve extraordinary results. A frequent contributor to Good Morning America, the TODAY Show, Harvard Business Review, and Oprah Daily, Laura is the Wall Street Journal Bestselling Author of three books, Wonderhell, L

In the ever-evolving world of B2B sales, few stories are as compelling as that of Guillaume Moubeche, CEO of Lempire. Guillaume or “G” as his friends call him is one of the happiest, most friendly CEOs you will come across. But don’t let that fool you, he’s one determined founder. When he realized how hard it was going to be to raise money he completely changed his focus to the customer and it worked. But that’s not all, he got out there and made himself known. Using a live show on Facebook and his LinkedIn profile, he connected, helped and collected fans. His innovative tactics drove so much interest that he didn’t miss that investor money he decided to quit chasing. In this episode G tells Alice about the innovative ideas and unique approach he took to B2B sales. He practices what he preaches and is a living example that what he sells works. Why CEOs Should Listen:Blueprint for Bootstrapping Success: Discover Moubeche's strategies for starting from scratch and scaling to millions without external funding.Personalized Sales Tactics: Learn how personalization and building trust can transform your sales approach.Entrepreneurial Insights: Gain insights on how to nurture an entrepreneurial spirit within your sales team for unparalleled results.Episode Chapters:[02:12] The Genesis of Lempire: Charting the Birth of a Sales Revolution[06:02] The Power of Personalization: Shaping a Human-Centric Sales Approach[14:20] Building a Dynamic Sales Team: From Solo Efforts to Collaborative Success[20:58] Scaling Sales Operations: Evolving Strategies for Business Growth[35:47] The Inbound Advantage: Mastering the Art of Customer Attraction[41:30] Fostering Customer Trust: The Core of Successful SalesFor a comprehensive understanding of each chapter, tune in to the full podcast.—-------------------------About Guest👋 I'm G., and here's my story in a nutshell:\- Founded 2 businesses: one sold at $600k ARR, the other valued at $150M+\- Authored a book - "The $150M Secret"\- Featured in 200+ media outlets📈 $0-$20M ARR in 5 yrs without funding with lempire (lemlist, lemwarm, taplio, tweethunter, lemcal)💸 Sharing my learnings on Profit-led Growth: the only resource you need to grow a profitable SaaS businessWhat you'll get by following me:🚀 Actionable tips to grow a profitable SaaS business🔥 Transparent & actionable advice, no fluff💼 Exclusive updates on lempire’s growthReady to adopt a profit-led growth approach and bootstrap the SaaS of your dream? I’ll be posting business growth tips and tricks - so hit that “Follow” button!Peace, love & profit ✌️Social Links Connect with Guillaume Moubeche On Lempire's official website:lempire - Building the Future of RelationshipsConnect with Guillaume on LinkedIn:(99+) Guillaume Moubeche | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

Every CEO's journey is unique, but few are as eye-opening as moving from the structured world of corporate to the unpredictable realm of startups. This is the path William Gilchrist, CEO of Konsyg, shares on Sales Talk for CEOs with Alice Heiman. His experience unveils not just the challenges but also the vital strategies he learned for thriving in a startup environment.In this episode, you’ll learn:Adaptability: Gilchrist's shift from corporate to startup highlights the need for flexibility and a diverse skill set.Honesty in Sales: A straightforward approach to client communication builds trust and long-term relationships.Networking: Effective networking is key to opening doors and driving growth.Team Building: The importance of assembling a team that shares your vision and commitment.Client Management: Strategies for successfully onboarding and managing clients to ensure continuous success.Episode Chapters:[00:01:22] From Corporate to Startup: Embracing New Challenges[00:05:24] Laying the Groundwork: Overcoming Early Hurdles[00:10:19] The Power of Connections: Networking for Success[00:24:49] The Trust Factor: Fostering Honest Client Relationships[00:29:33] Scaling New Heights: The Growth of KonsygCurious about how Gilchrist navigated these critical steps in his journey? Listen to the full podcast for an in-depth understanding of each chapter.About GuestWith an expansive career spanning over 15 years in technology sales across North America, Europe, the Middle East, and Asia-Pacific, William stands as a global authority in the field. He possesses a B.A. in International Relations from Bowdoin College, a TEFL Certification from GLV Zhuhai / 平和英语学院, and dual Mandarin certifications from Cornell University and Beijing University / 北京大学.William's journey began in Shanghai's bustling corporate scene, serving as a Media Relations Manager for Wai White Dragon, a distinguished publication for the city's crème de la crème. Subsequently, he shifted gears, taking on the mantle of Director of Admissions and College Planning at Chicago's Hales Franciscan High School. Here, he was instrumental in rejuvenating the admissions department, crafting strategies to enhance enrollment from a specific demographic within the Chicago region. His next endeavor led him back to Asia, where he bolstered business development efforts in Singapore for TSL Marketing, orchestrating lead generation campaigns in both English and Mandarin for elite tech enterprises across J-APAC.William's prowess was soon recognized by tech giant, Google. As their Regional New Business Sales Manager for Asia-Pacific. He transitioned to the APAC Knowledge Manager role, emphasizing training and quality assurance for regional and international endeavors. William's sales spirit later propelled him to oversee Outbound Sales Teams for TradeGecko (acquired by QuickBooks) and MyDoc, both trailblazing startups based in Singapore.Currently, as the visionary Founder of Konsyg, William oversees comprehensive sales processes for Enterprises and SMEs on a global scale.Social Links Connect with William Gilchrist On Konsyg's official website:On-Demand Sales Solutions for Global Businesses | KonsygConnect with William on LinkedIn:(99+) William Gilchrist | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman