SEASON: 4 EPISODE: 13
Episode Overview:
Have you ever wondered what separates thriving businesses from those that struggle to keep their heads above water? Well, buckle up because we’re about to dive deep into the world of winning strategies and sales processes that can catapult your business and sales results to new heights.
My guest, Liz Heiman, is a powerhouse in the realm of business strategy and sales. In this episode, Liz will share her insights on how businesses can create a winning strategy and sales process to fuel their growth, so whether you're a solopreneur, just starting out, or the CEO of a growing company, I promise you'll walk away with actionable tips that you can implement right away. Join me now for my conversation with Sales and Process Strategist, Liz Heiman.
Guest Bio:
Liz Heiman is the Sales Operating System Architect and the founder of Re: Sales™. Liz guides “Ready-to-Scale” founders and CEOs to take the chaos out of sales so they can create a more sustainable growth strategy that strengthens the pipeline and streamlines their process to increase revenue on a predictive basis.
Early in her career, Liz trained some of the world’s powerhouse sales organizations. Using Strategic Selling and Conceptual Selling, she helped them boost sales by improving their sales processes and systems. Now her focus is start-up and mid-sized companies selling into complex B2B environments, including medical, government, and enterprise.
Liz’s team uses strategy and process to build a roadmap for success that drives extraordinary growth. While most clients achieve the sustainable year-over-year growth they need, others have realized exponential growth very quickly; as much as $10 million in one year. Liz is on a mission to challenge assumptions, build trust, and make founders’ dreams come true.
Resource Links:
Insight Gold Timestamps:
02:58 Going back to basics has become really important
04:22 Sales isn't magic
06:01 Make the CRM easy to use
07:13 Please don't let AI just write your letters and not fix them
09:52 10:52 What are the KPIs that really matter? And they start with understanding the sales math
13:40 One of the stats Gartner came up with was it takes 7 to 15 attempts
16:35 You're known for your expertise in sales strategy and empowering women in selling
18:14 The next time I called it Selling Like a Girl
20:31 Research on how women's brains work versus how men's brains work
22:33 When I was an executive and people were trying to sell to me through the company
24:39 I think you have to start with strategy
25:30 Sales activity is defined by that business strategy
27:42 It starts with founder led sales
29:32 When we talked about ideal customer profile
32:21 One of the things that I do with my clients
33:01 Stop working with people who are hard to work with
33:36 Speaking to people about what matters to them is going to be the most important thing that we can do
34:34 Everyone has to learn to use AI
Connect Socially:
LinkedIn: https://www.linkedin.com/in/lizheiman/
Facebook: https://www.facebook.com/RegardingSales
Blogs: https://www.regardingsales.com/blogs/
Podcast: https://www.regardingsales.com/webinars
Email: liz@regardingsales.com
Sponsors:
Rainmaker LeadGen Platform Demo: https://bookme.michaelvickers.com/lite/rainmaker-leadgen-platform-demo
Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/
Resources: https://becomingpreferred-podcast.com/resources/
Next Episode: Sales Enablement Excellence with Roderick Jefferson!
