Wrapping up my 3rd season and I still can’t believe I started and built a successful podcast.
The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others.
Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales.
In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond.
Number one on the list - if you are using the sales strategies and methods that got you where you are I can guarantee they won’t get you where you want to be.
Just doing more of the same doesn’t cut it. Strategies and tactics that worked just before the pandemic don’t work anymore. You need to stop and map your buyer's journey and adjust your strategy and tactics to meet that.
Cold outreach yields abysmal results. No one answers the phone and no one wants your sequence of emails especially when they are all about you.
Buyers who are looking for you expect to have access to your product information before engaging with your sales team. You need to understand what your customer wants, how they want to buy and meet them where they are.
If buyers won’t take cold calls and they are deleting your email how do you generate leads? How do you ensure that your sales people are having plenty of conversations with people who can buy from them?
The changing role of the CEO in the sales process was another recurring theme. Many of our guests are moving back to a founder led sales approach and have found huge success in being the chief lead generator. Imagine using your own network and the network of your whole senior team to make introductions for your salespeople so they don't have to go in cold. What is your role in sales currently?
Tune in to this and every episode to find the answers.
Highlights:
01:15 A different structure for how to pursue revenue growth.
02:03 How the customer wants to buy from you.
03:03 So as a CEO, what are some of the things you can do to make it easier to be your customer?
04:26 Making content readily available to the people that want to buy from you.
05:43 What is the CEO’s role in the sales process?
07:17 Creating a conversation.
08:16 A mindset shift.
10:05 Increasing the effectiveness of your salesperson.
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/