Sales Talk for CEOs

In a recent captivating episode of "Sales Talk for CEOs," Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software. For CEOs looking to streamline their operations and enhance customer engagement, Clate's insights are golden.Key Takeaways for CEOs:Leverage Automation for Growth and Efficiency: Clate explains, "Automation isn’t just about saving time; it’s about scaling your business efficiently to maximize both growth and profitability." This approach has allowed Keap to support small businesses in achieving more with less—something every CEO should consider.Emphasize Customer Success: Moving from traditional support to proactive customer success can significantly impact business growth. Clate emphasizes the importance of this shift: "By integrating Customer Success Managers into our team, we ensure our clients not only use our product but transform their business with it."Stay at the Helm of Revenue Leadership: Even as the company grows, a CEO’s involvement in driving revenue remains crucial. Clate advises, "As CEOs, we must lead the charge on revenue, staying closely connected to the outcomes and processes that drive our business forward."Insightful Reflections:Starting with his initial career pivot, Clate’s narrative is a testament to adaptability and passion. He shares, "I was drawn to the fast-paced world of tech and never looked back. It’s about harnessing every experience to propel your company forward."Discussing the strategic evolution from Infusionsoft to Keap, Clate offers a candid lesson on market alignment: "We learned the hard way that our strength lies in serving businesses that are ready for automation, not just anyone."Clate also gets real about the challenges and triumphs of entrepreneurship: "Those dark years were tough, but they taught us resilience and the importance of staying true to our vision and our customer."Watch the full Sales Talk for CEOs Podcast:For a deeper dive into how Clate Mask has steered Keap through the ups and downs of tech entrepreneurship and how these lessons can apply to your business strategy, tune into the full episode of "Sales Talk for CEOs."Catch the episode on our YouTube channel or listen on your favorite podcast platform to gain more insights into achieving sustainable growth and customer satisfaction.Chapters01:03 Welcome Clate Mask - Introducing Clate's unique journey from law school to software company CEO.01:29 Keap's Mission - Discussing the services Keap provides to small businesses, focusing on growth, efficiency, and automation.02:54 Niche Software Solutions - Addressing why Keap is the ideal CRM and business automation solution for small businesses, compared to Salesforce and HubSpot.03:33 Clate's Origin Story - Clate Mask shares his transition from law school graduate to co-founding a software company with family.05:24 Company Evolution - How the small custom software company grew into a substantial business focused on CRM products.07:26 Rebranding to Keap - Clate explains the strategic shift from Infusionsoft to Keap to focus on small business automation.09:05 Infusionsoft's Legacy - The integration and enhancement of Infusionsoft within Keap's comprehensive suite of products.09:55 Conquering Sales - Clate recounts his early sales challenges and the transformative advice from his father.11:27 Automating Success - How the implementation of automated follow-ups revolutionized the company's sales process.13:39 Building a Sales Team - Transitioning from lone salesman to establishing a robust sales structure within the company.15:50 Helping Profession of Sales - Aligning sales with a mission of helping customers solve problems effectively.17:58 Customer Success Focus - The inception of customer success management to drive user adoption and satisfaction.20:13 Marketing Alignment - How the Demand Gen and direct sales teams cooperate to generate qualified leads and drive revenue.23:02 Scalable Go-To-Market Structure - Examining Keap's organizational structure and the collaboration between marketing and sales.About GuestNY Times best-selling author, Clate Mask, is the entrepreneur’s guide and the CEO and co-founder of Keap, the leader in small business automation software. Keap is an 8-time Inc 5000 winner and is widely used by savvy small businesses to grow with automation. Clate’s passion is helping small businesses conquer the chaos and grow their business using the Six Keys to Success. When Clate isn’t serving entrepreneurs and building Keap, he loves to spend time with his wife, Charisse, their six kids, and their grandkids. He also loves playing golf and watching sports, with serious passion for the Arizona pro sports teams. He is intimately familiar with the balancing act of entrepreneurs, which is what drove him to discover and teach the Six Keys. Because success as an entrepreneur means having a great business and a great life.Social LinksConnect with Clate on LinkedIn: https://www.linkedin.com/in/clatemask/Keap LinkedIn: https://www.linkedin.com/company/keap-growing/Keap Twitter:https://twitter.com/keapgrowingConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs 

This week’s episode of "Sales Talk for CEOs" is out of this world, literally! Alice Heiman was joined by Beth Mund, whose journey from NASA to entrepreneurial space storyteller is rich with insights for business leaders. Not only that, we found out Alice is a bit of a space geek and she’s a huge fan of Beth’s having discovered her when she began her podcast Casual Space. Beth's story from navigating NASA’s communication strategies to starting her podcast and founding a nonprofit called Stories of Space underscores the essence of curiosity, the imperative of adaptability, and the potency of storytelling in leadership.Key Takeaways for CEOs:Foster a Culture of Curiosity: Beth's endless questions at NASA showcase the need for leaders to cultivate curiosity within their teams. A curious team is an innovative team, always on the brink of the next big discovery.Embrace Change and Adaptability: Mund's leap into the unknown by leaving NASA for new ventures teaches the importance of adaptability in leadership. Change is not just inevitable; it’s an opportunity for growth.Leverage Diverse Testing Groups: Beth’s experiences as an analog astronaut demonstrate the value of diverse test groups in gaining genuine product insights. Understand your customers by walking a mile in their shoes, or in this case, their spacesuit.Harness the Power of Storytelling: Mund’s transition to storytelling through her podcast and nonprofit work illustrates how narratives can effectively communicate complex ideas and connect with people on a deeper level."Curiosity is one of the key things that salespeople need, and I believe that all CEOs need to be curious...Fostering a culture of curiosity within your organization can lead to the exploration of uncharted markets and the development of groundbreaking products."Beth Mund’s transition from the realms of being International Space Station Communications Officer NASA to entrepreneurship offers CEOs a blueprint for navigating their businesses through today’s dynamic landscapes. Her journey reminds us that the principles guiding space exploration—innovation, adaptability, and effective communication—are parallel to navigating the intricacies of modern business leadership.Watch the full episode on our YouTube channel to see Beth Mund share her extraordinary experiences and insights that can inspire every CEO to lead with curiosity and courage.By embracing these lessons, CEOs can pilot their companies with the vision, innovation, and resilience needed to explore uncharted territories in business and beyond. Mund’s narrative is not just a call to explore outer space; it's a call to explore the vast potential within our teams and ourselves. Don’t miss out on this cosmic journey of leadership and innovation—listen to the podcast now.Chapters01:55 Exploring New Horizons - Alice elaborates on the value of seeking inspiration from diverse fields outside of sales, hinting at the innovative insights to come from Beth's experiences.04:22 Beth's Stellar Journey - Beth shares her nostalgic beginnings in space fascination and her journey from gazing at Halley's Comet to working at NASA and beyond.07:27 Finding a Place Among the Stars - Storytelling continues with Beth explaining how her childhood curiosity about space led to a fulfilling career in NASA communications.09:07 Tapping into Curiosity - Alice discusses the parallels between curiosity in Beth’s space pursuits and its necessity in sales and leadership roles.09:34 The NASA Chapter - Beth recounts her tenure at NASA, the challenges encountered, and the crucial task of conveying the value of space exploration to taxpayers.12:15 Selling the Stars - Unpacking the concept of 'selling space' and the nuanced role of storytelling and education in both NASA's outreach and the sales process.14:06 Entrepreneurial Leap - Beth talks about the difficult decision to leave NASA and eventually embracing her entrepreneurial spirit by starting her own podcast, Casual Space.16:58 The Power of Narrative - Elaborating on the effectiveness of narratives and stories in both space communication and business, and their potential to engage and educate.18:02 Communication Tips for CEOs - Beth shares valuable insights on how CEOs and businesses can improve their communication strategies based on lessons from her career.23:13 Analog Astronaut Adventures - Beth delves into the world of analog astronauts, explaining how simulated missions on Earth provide insights for real space travel.28:42 Customers on a Journey - Alice draws a comparison between analog astronauts' preparations and the importance of understanding customers' experiences with products.33:28 Tackling Space Junk - The conversation addresses the issue of space debris, the innovations aimed at cleanup, and the implications for businesses.40:18 Stories of Space - Beth invites everyone to contribute their space-related stories to an exciting project that sends these narratives to the International Space Station.About GuestHi, I’m Beth Mund. Analog Astronaut, Keynote Speaker, and Space Communicator.  While working at NASA as a public affairs officer for the Johnson Space Center, and later as a communication officer for the International Space Station, I reported the many scientific innovations that enhanced and sometimes _saved_ people’s lives, only to see these stories fall to the wayside, undiscovered. I became a fiercely passionate advocate for the people and their stories of science and space exploration. I share their stories on stage, in workshops, on my podcast, in my blog…any opportunity that showcases people who are making tomorrow’s innovations happen today.  About a year ago, I created [Casual Space] (http://www.bethmund.com/casualspace), a podcast that provides intimate conversations each week with astronauts, engineers, authors, educators, architects and many more guests looking to share their love for space while helping to inspire the next generation of difference makers. Thousands of listeners continue to grow our casual community of space enthusiasts and advocates.  I serve on the Space Camp Alumni Board, and as a Space Drinks board member. I became an Analog Astronaut in November at the HI-SEAS research facility on a Mars simulation mission with a crew of 5 other incredible women.  I’m Beth Mund, and I discover, design and deliver stories about space. Beth Mund is a recognized expert in space exploration and story application. She owns her company, Stellar Communications, and is an influential keynote speaker. Beth is the Executive Director of the STORIES of Space Non-Profit, which provides direct access to space through innovative story submissions. In 2024, STORIES of Space launched 300+ stories to the International Space Station, where they are currently orbiting our Earth at 17,500 miles an hour for the next six months.  Beth’s work at **NASA **as a science communication advisor helped shape her career in the space industry. As a Public Affairs Officer, Beth helped tell the story of the International Space Station, wrote speeches for astronauts, and showcased the technology, projects, and people at NASA’s Johnson Space Center.  Beth is the host and creator of the Casual Space Podcast, delivering insightful conversations with astronauts, artists, scientists, and explorers.  Beth has served as an analog astronaut for several missions, including a simulated Mars mission in Hawaii, living in the Biosphere in Arizona, and a simulated Moon mission in Poland. Beth provides direct access to space, allowing people to apply their innovative ideas, change the way we explore space, and improve our lives on Earth.Social Links Beth MundThe Stories of Space Project™(25) Beth Mund | LinkedInBeth Mund Speaker, Writer, Space Geek | FacebookBeth Mund (@casualspacepodcast) • Instagram photos and videosCasual Space Podcast - YouTubeConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

"We help sellers consistently execute a Michelin star experience for their buyers instead of a fast food experience." And isn’t this what every buyer wants today. On "Sales Talk for CEOs," Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. His focus on the customer journey always in the forefront.Elevating the Buyer ExperienceMark emphasizes transforming the sales process into a collaborative and transparent journey; he wants to enable sellers to provide a Michelin Star experience. This approach underlines the shift towards prioritizing the buyer's needs and simplifying their journey. Something he always did as a seller. Embracing Adaptability and ProcessReflecting on his early days in sales where he was struggling and almost got PIP’d. He realized he was too focused on the art of sales and not the science. He recognized that the best sellers had a process and though he didn’t consider himself a very organized person he knew he had to do something. So he started project managing his deals, creating mutual action plans and spreadsheets and all of a sudden he was 150, 250, 300% of quota and those principles became the basis for Recapped. "I was too focused on the art of sales and not the science of sales."His story highlights the importance of adaptability, process, and organization in achieving sales success.Learning from ScalingDiscussing the challenges of rapid growth, Mark advises, "You can always speed up. You can't always slow down." He underscores the need for a solid foundation before scaling, advocating for a strategic approach to growth.Key Takeaways for CEOs:Prioritize the Buyer’s Experience: Elevate the sales process by focusing on transparency and collaboration, enhancing the overall buyer journey.Innovate Through Adaptability: Embrace change and focus on the science behind sales to develop processes that drive success.Scale with Caution: Ensure a solid foundation and clear processes are in place before accelerating growth to avoid potential pitfalls.For more in-depth insights and practical advice from Mark Fershteyn's experience, CEOs are encouraged to listen to the full episode of "Sales Talk for CEOs."Mark's journey is a testament to the power of focusing on the buyer's experience, the necessity of adaptability, and the importance of cautious scaling in the dynamic world of sales.Chapters00:00 Introduction - Understanding contemporary sales strategies and the shift towards customer-centric approaches.01:59 Recapped's Value Proposition - Mark Fershteyn explains how Recapped elevates the buyer experience through collaboration and transparency.03:36 Eliminating Inefficiencies - Highlighting how Recapped reduces common sales bottlenecks and streamlines buyer-seller interactions.04:48 Origin Story - Mark shares his personal sales challenges and the inception of Recapped as a solution for process-driven selling.06:17 Sales as Science - The transformative moment that marked Mark's shift from artful selling to systematic, results-focused methods.07:17 Early Success Leading to Investment - The journey from an efficient internal tool to securing investment to scale Recapped.09:04 The Accidental Entrepreneur - How Mark went from VP of Sales to running a successful start-up.10:18 User Adoption Challenges - The importance of robust onboarding and user adoption in the early stages of customer relationship-building.12:23 Rapid Scalability Challenges - The pitfalls of aggressive scaling and the subsequent need to pare down and refocus.13:52 Market Downturn and Pivot - Adapting to changing market conditions and making tough decisions to ensure the future of Recapped.16:23 Building a Sales Team - Intention and strategy behind assembling a high-impact sales force.18:49 Learning from Recruitment Mistakes - Reflecting on past hiring practices and how to improve them moving forward.20:02 Pivoting to Product-Led Growth - Mark discusses sharpening the focus on product development and self-service for the buyer's journey.22:05 Scaling for the Future - Preparing to rebuild the team with valuable lessons from past experiences and aiming for profitability.About GuestMark Fershteyn is the CEO of Recapped.io, the easiest way for sellers to execute their deals and provide a better buyer experience. Recapped helps revenue teams accelerate sales cycles, close more deals, forecast with confidence, and stand out from the competition. Before founding Recapped in 2019, Mark spent the last decade selling SaaS products and building sales teams. Connect with Mark on LinkedIn:(15) Mark Fershteyn | LinkedInCheck out Recapped’s website:Recapped.io - The Customer Collaboration PlatformConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

Do you know that exceptional customer and employee experiences can be the game-changer for your business? In a recent episode of "Sales Talk for CEOs," Alice Heiman explores this dynamic duo's profound impact. Here's a sneak peek:🌟 Customer Experience MattersDive deep into the customer journey.Identify areas for improvement.Create a seamless path to customer success.🌟 The Employee Experience ConnectionDon't underestimate the power of a positive workplace.Engaged employees naturally provide better customer service.A happy workforce drives exceptional customer experiences.🌟 Where Success ConvergesThe sweet spot where customer and employee experiences intersect.Optimize both to supercharge your company's growth.Happy employees deliver outstanding customer service, boosting revenue and profitability."Great customer experience and great employee experience go hand in hand because one drives the other. When they grow and expand together and continue getting greater together, our companies thrive."  - Alice HeimanReady to take action today? Prioritize both customer and employee experiences to unlock your business's full potential. Dive into the podcast for a deeper understanding of this vital link and set your business on the path to success.Chapters02:36 Importance of deep diving into customer experience   04:25 Connecting customer experience to employee experience   06:01 Assessing and improving employee experience   08:01 Impact of employee experience on customer experience   09:23 Thriving companies through caring, productive employees   Connect with Alice on LinkedIn:(28) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

Another company that scaled to over $20M in ARR. How does Alice Heiman keep finding them?In another insightful episode of "Sales Talk for CEOs" Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. Not unlike “G” Guillaume Moubeche,  from a few episodes ago, Adam is willing to put himself out there and share the good, the bad and the ugly.This episode offers CEOs actionable insights on leveraging technology for sales success, the importance of transparency, and the power of authentic engagement.The Essence of Retention.com's InnovationAdam Robinson has carved a niche in the sales landscape by addressing a critical need: identifying anonymous website visitors. Retention.com's innovative approach, as Robinson puts it, allows businesses to "know who they are without them filling out a form or doing anything," revolutionizing how sales teams follow up on leads. This breakthrough underscores the untapped potential in sales technology, urging CEOs to rethink their strategies.Key Insights for CEOsInnovate to Stay Ahead: Robinson's journey underlines the importance of adopting and creating new technologies. His message to CEOs: don't shy away from technology that can redefine your sales strategy.Transparency Builds Trust: By openly sharing his company's ups and downs, Robinson demonstrates the value of transparency in building a brand. It's a reminder that honesty can significantly bolster your company's image.Content is King: Adam's success story on LinkedIn emphasizes the need for CEOs to leverage social media and content creation to engage with their audience (for actions you can take on that listen to Scott Gillum’s episode). He wisely points out, "I made 18, ten-minute episodes, two different seasons...and I ended up hiring the person full time to basically 5x the output of this."Product-Market Fit is Key: "Nothing will work without incredible word of mouth," Robinson states, highlighting the essence of product-market fit. This is a critical reminder for CEOs to continually refine their offerings based on customer feedback.Simplicity in Communication: The effectiveness of Retention.com's cold email strategy lies in its simplicity. "We can identify your anonymous website visitors and give you email addresses for people who do not fill out forms. Do you care?" This approach underscores the power of clear, concise messaging.Engage and InnovateRobinson's journey demonstrates how CEOs can actively engage with their communities and innovate relentlessly. In a world where sales strategies rapidly evolve, embracing technology and fostering a transparent relationship with your audience can set you apart.To gain comprehensive insights into transforming sales strategies and leveraging technology for business growth, make sure to listen to the full episode of "Sales Talk for CEOs" Adam Robinson's experience is a testament to the power of innovation, clear communication, and community engagement in driving business success.Chapters01:43 Adam Robinson, CEO of Retention.com joins the conversation, hinting at a game-changing sales tool for identifying website visitors.02:02 Adam discusses documentary series on the growth of his company and finding the ideal customer profile.03:49 The core technology of Retention.com is revealed, a tool for identifying website visitors without forms.05:00 Discussing how personal-level website visitor identification significantly benefits sales professionals.06:15 Adam recounts his prior experience in SaaS and the inception of Retention.com amidst an ultra-competitive market.07:11 Shifting from email marketing to discovering the untapped potential in visitor identification.10:06 Transition from email marketing to focusing on the more lucrative opportunity with Get Emails.10:56 Exploring the initial growth strategies employed, including Facebook ad campaigns and their efficacy in attracting diverse clients.13:38 Pivoting to cold email strategies that leverage simple yet potent messaging to resonate with recipients and drive conversions.14:38 Emphasizing the indispensability of word-of-mouth and product excellence in scaling a business.17:07 Detailing how captivating cold emails with clear value propositions can yield significant business interest.21:10 Adam’s vision of scaling Retention.com without a conventional sales team but with a focus on technology and chatbots.23:22 Adam outlines his plans to tap into the B2B market with an innovative and free product offering.33:02 Adam invites listeners to try the new free B2B product, concluding the podcast on an encouraging note for aspirational entrepreneurs.About GuestAdam is the Founder/CEO of Retention.com. Retention.com helps businesses identify anonymous people on their website, and pushes their Linkedin profiles to a slack channel, for free! Adam has bootstrapped Retention.com to $22m ARR in 4 years, is an avid content creator on LinkedIn, and loves building in public. He's trying to create wildly immersive experiences - mostly using video - for the Retention.com community. Follow him on Linkedin - his handle is RetentionAdam.(8) Adam Robinson | LinkedInCheck out Rentention’s website: +250% Klaviyo Flow Revenue | Retention.comConnect with Alice on LinkedIn:(8) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. A recent conversation between Alice Heiman and Scott Gillum on "Sales Talk for CEOs" podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can't afford to ignore. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape.The CEO's Role in Social Media: A Strategic ImperativeThe conversation with Scott Gillum reveals a critical insight: "There is a correlation between your online presence and revenue." This simple yet profound statement underscores the importance of a strategic social media presence, not just for the brand but for the CEO personally. It's about being where your customers are, engaging in meaningful conversations, and showcasing the human side of leadership.Embracing Training and Defining RolesOne of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, "They want training...they want to know how to do it right." This calls for a structured approach to social media engagement, where CEOs and senior management are clear on their roles - be it as content producers, sharers, or supporters. It's about empowering leaders with the skills and confidence to engage effectively, without risking the brand's reputation.The Power of Authentic EngagementGillum's work with a global law firm illustrates the tangible benefits of executive involvement in social media, highlighting "a direct correlation between revenue billings and their online presence and activities." This evidence supports the notion that when CEOs engage online, it not only enhances their personal brand but also contributes significantly to the company's bottom line.Strategic Content Creation and DistributionIn discussing content strategies, the importance of planning cannot be overstated. Gillum emphasizes the shift towards "planning a quarter out," allowing for higher production quality and more strategic content dissemination. This approach ensures that social media efforts are aligned with overall business goals, making every post part of a larger narrative that drives engagement and leads.Choosing the Right Platforms and FrequencyThe digital landscape is vast, with each platform offering unique advantages. From LinkedIn's professional network to Instagram's visually engaging stories, CEOs need to identify where their audience is most active. However, Gillum warns against over-posting, suggesting that "less is more" when it comes to frequency. The focus should be on quality, relevance, and strategic timing, ensuring that each post adds value to the conversation.The CEO as a Brand AmbassadorFinally, the discussion touches on the CEO's role as the ultimate brand ambassador. Whether it's championing STEM programs or highlighting community involvement, CEOs have the opportunity to use social media as a platform for sharing what they and their companies stand for. This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike.In ConclusionThe insights from Alice Heiman and Scott Gillum's conversation serve as a roadmap for CEOs navigating the social media landscape. By embracing training, defining roles, engaging authentically, and strategically planning content, CEOs can leverage social media to enhance their personal brand, amplify their company's message, and ultimately drive business success. The key is to be strategic, authentic, and always aligned with the company's values and goals. In the ever-evolving digital world, the CEO's voice can be a powerful catalyst for growth, innovation, and connection.Chapters00:00 Introduction - Dive into the evolution of sales strategies and the need for innovation in today's markets with Scott Gillum.01:01 Challenges in Sales & Marketing - Scott discusses ongoing issues in sales and marketing, underscoring the importance of continuous improvement.01:20 Ever-Present Marketing Problems - Revelations on the persistent challenges in the field despite decades of progress.02:52 Founding Carbon Design - Scott shares the unique inception of Carbon Design, highlighting its people-focused and flexible work ethos.04:05 Value Proposition Creation - Anecdotes on developing effective value propositions using challenger marketing techniques.06:29 The Essence of Sales & Marketing - Discussion on the critical gaps between sales and marketing efforts and customer acquisition processes.08:04 Social Media Strategy for Leads - Insights into using social media for lead generation and the common mistakes CEOs make.09:56 Executive Reluctance on Social Media - Exploring the challenges CEOs face with personal branding on social media platforms.11:25 Training Executives for Social Media - The benefits of social media training for senior management and their impact on corporate branding.12:33 Importance of Online Presence - Highlighting the direct correlation between an online presence and revenue generation.14:01 High-Quality Social Media Content - The shift toward strategic planning for content creation and distribution on social media.17:10 Platform-Specific Strategies - Unravel the nuances of different social media platforms for B2B engagement, from LinkedIn to Instagram and beyond.22:04 Social Media as a Strategic Tool - Advice for CEOs on the strategic importance of social media and tips on content categorization.25:44 Employee Role in Social Media - Encouraging a company-wide approach to social media participation and the specific roles employees can play.31:58 CEO Directions on Social Media - Suggestions for CEOs on how to effectively use social media for personal branding and promoting company values.About GuestScott is the Founder and CEO of Carbon Design, a Personality Based Marketing firm. Prior to founding Carbon Design, he was the President of the Washington, DC office for gyro (a Dentsu agency), the world’s largest B2B agency.His career follows the pipeline. Starting at the bottom closing deals as a sales rep. Then as a management consultant after graduate school, helping clients build sales and marketing channels. Advertising broadened his knowledge and experience in building brands and creating awareness.Along the way, he’s been the head of marketing for an Inc. 500 company, and an interim CMO for a Fortune 500 company. Today, Scott helps clients improve the effectiveness of their marketing efforts up and down the funnel. From transitioning to digital to finding new ways to communicate, connect, and motivate audiences.Scott has been a member of the Gartner for Marketing Leaders Council and he writes a monthly column for several publications on business marketing.  In the past, he has been a regular contributor to publications such as Forbes, Fortune, Adage, the Huffington Post and he has contributed to various books on marketing. Currently he writes a monthly column for MarTech. Finally, his work on sales and marketing integration was made into a Harvard Business School Case Study and is taught at leading business schools across the nation. Connect with Scott on Linked In(99+) Scott Gillum | LinkedInCarbon Design(99+) Carbon Design LLC: Overview | LinkedInConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman | Sales Consultant and Strategist for CEOs

In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business. Schmidt's transition from a sustainability advocate to a tech entrepreneur offers invaluable lessons on the intersection of technology, procurement, and sustainable business practices, making her path a beacon for CEOs and leaders aiming to navigate the complexities of modern industries.A Journey of Resilience and InnovationAt the heart of Schmidt's story is her unwavering commitment to sustainability, which led her to challenge the traditional cost-centric models in procurement. Her philosophy, "What we want to do is to put the right data and insights in front of the strategic buyer...including the quality of what you buy, how it has been produced, and of course, to the right price," reflects a holistic approach to business that balances economic, environmental, and social factors.Kodiak Hub's utilization of technology to foster transparency and drive change is a testament to Schmidt's forward-thinking leadership. She emphasizes the importance of not just collecting data but using it to identify and act on opportunities for improvement, stating, "One thing is to report and to measure. But if those data points are not used to drive and identify opportunities for change...then what use is it to just report?" This approach underscores the role of technology as a catalyst for meaningful change, beyond mere efficiency gains.Schmidt's leadership journey is also marked by resilience, particularly in the face of challenges such as the COVID-19 pandemic. Her ability to lead Kodiak Hub to double its growth consecutively highlights the significance of agility and customer-centric innovation in overcoming obstacles. This resilience, coupled with a strategic focus on growth, offers a blueprint for CEOs navigating uncertain times.Emphasizing Creativity and Innovation in LeadershipA distinctive feature of Schmidt's leadership style is her emphasis on creativity in hiring. By exploring candidates' personal journeys and thought processes, Schmidt seeks to uncover their innovative potential, ensuring that Kodiak Hub's team is not only technically adept but also capable of thinking outside the box to drive sustainable solutions and innovation. This approach to building a team underscores the critical role of creativity in fostering innovation and navigating the complexities of technology and sustainability.Key Insights for CEOsSchmidt's journey and leadership at Kodiak Hub offer several key takeaways for CEOs and business leaders:Sustainability as a Core Business Strategy: Schmidt's emphasis on sustainability highlights its importance as a competitive advantage and a pillar for long-term business success.The Power of Technology for Change: Leveraging technology for transparency and to drive actionable change is crucial for modern businesses aiming to stay ahead.Resilience Through Innovation: Schmidt's ability to guide her company through challenges underscores the importance of innovation and customer-centric approaches in ensuring business continuity and growth.Creativity in Leadership: Valuing creativity in the hiring process ensures a team capable of innovative thinking and problem-solving, key components for addressing today's complex business challenges.For CEOs and business leaders looking to embrace sustainable business practices and navigate the complexities of modern supply chains, Malin Schmidt's insights provide a roadmap for leveraging technology, understanding buyer needs, and prioritizing sustainability to drive business growth and innovation. Her journey from a sustainability advocate to a leading CEO in the tech space is not just inspiring but also offers practical strategies for leadership in the 21st century.About GuestMalin Schmidt, a seasoned SaaS B2B entrepreneur, seamlessly blends her expertise in Operations, Supply Chain Management, and SustainTech to reshape global business collaborations. Malin stands at the forefront of innovation in the realm of Supplier Relationship Management (SRM) software as the Founder and CEO of Kodiak Hub. Recognized as one of the Top 100 most influential Women in Supply Chain, Malin has carved an indelible mark in the industry by steering Kodiak Hub to unprecedented success. For Malin, the creation of Kodiak Hub represents the most rewarding and enjoyable venture in her career. With a mission to assist brands in developing sustainable supply chains at scale, Kodiak Hub, under Malin’s guidance, has become synonymous with innovation and excellence in the industry. She emphasizes the importance of balancing expansion with consolidation in her business building, to ensure organizational scalability and sustainable modes of operating.Her continuous mission is to develop the Kodiak Hub platform to consistently surprise and delight users, delivering top-line value for large enterprises and solving the challenges residing in global supply chains.Social Links Connect with Malin on Linked In(99+) Malin Schmidt | LinkedInCheck out Kodiak Hub's Website:Kodiak Hub | Supplier Relationship Management Platform(99+) Kodiak Hub: Overview | LinkedInKodiak Hub on YouTube:Kodiak Hub - YouTubeConnect with Alice on LinkedIn:(4) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist 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 reveal their well-guarded secrets, he has crafted a network unmatched in depth and diversity, hosting a sterling array of guests including billionaires from six continents, New York Times best-selling authors, navy seals, prominent professors, scientists, and a legion of business thought leaders.The show has now grown into a repository of high-value content, syndicated on platforms like Amazon Prime and the Roku Streaming TV Network.Matt is a 3x Amazon Best Selling author, with accolades including, “Your Inner Game", “Secrets of #Fail”, and “Secrets of Influence” which have established him as a significant voice in the entrepreneurial world, a reputation cemented by recognitions such as being named among the Top 25 Most Influential People in Technology by CIO Views magazine and finding a place in Fast Company Magazine's list of Most Influential People in Business.Matt is also known for his leadership interventions, where through professional speaking, master classes and personalized coaching sessions, he shares the wealth of knowledge accumulated over years of hands-on experience. All these initiatives stem from a driven desire: to usher a positive change in the business world, one startup, one leader at a time.The mission is clear— to facilitate the growth of aspiring entrepreneurs and business leaders, steering them towards creating a meaningful impact in the world.Social Links Connect with Matthew Brown on LinkedIn:(3) Matt Brown | LinkedInLink to the Matt Brown Show:Telling the stories of influencers and business thought leaders, one conversation at a time. - The Matt Brown ShowLink to Secret of Influence:Amazon.com: Secrets of Influence - Proven Strategies for Business Leaders to Unlock Genuine Digital Influence eBook : Brown, Matthew: Kindle StoreLink to Secret of #Fail:Secrets of #Fail - Stories, Insights, and Lessons from the Hidden Failures of Entrepreneurs: Brown, Matt: 9798861989114: Amazon.com: BooksLink to Your Inner Game: Your Inner Game - 12 Principles For High Impact Entrepreneurs: Brown, Matt: 9780639955803: Amazon.com: BooksConnect with Alice on LinkedIn:(4) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

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 generation and marketing at Challenger'10:42 'Andee's strategy for developing lead generation and hiring new sales talent'13:19 'Fastest path to lead generation and impact on sales processes'16:25 'Upscaling sales talent and adapting to remote selling during Covid'17:08 'Recruiting the right salespeople and providing sales training under unique circumstances'18:52 'Segmenting the sales team according to customer needs and buying processes'21:06 'Finding the right sellers to handle segmented customer groups'22:47 'Aligning the structure of the sales team with customer acquisition and growth strategies'23:17 'Adapting to customer buying preferences and servicing key accounts'25:03 'Ongoing growth and hiring for the sales team at Challenger'26:01 'Training focus for sellers on understanding and addressing customer indecision'27:24 'Real-world impact of Challenger selling philosophy beyond sales'28:20 'Looking forward and recognizing the power of partnerships and integrations'32:33 'How the new Salesforce app will enhance the sales process with Challenger methodology cues'About GuestAndee Harris is the CEO of Challenger. A proven leader, Harris brings more than two decades of experience in growing and scaling service and technology businesses. She has previously led multiple companies, both as CEO and Senior Vice President, through periods of rapid revenue growth, critical fundraising and successful acquisition. She is an unstoppable, successful business builder, right brain thinker in a left-brain world. She is known for clearing pathways by connecting data and people. Andee is an Adjunct Professor at Kellogg School of Management, sharing her entrepreneurial wisdom in the course, Launching and Leading Startups. She is a highly regarded technology thought leader with broad expertise in market share growth, business development, multi-channel marketing and revenue management. Andee is a member of YPO Chicago and a board member to Bonfire, Chicago Ideas Week, Lyft Community Board and The Lurie Children’s Hospital Strategic Founders. She lives in Lincoln Square with her husband, two teenagers and black lab. She is an avid traveler and loves to cook and be outdoors.Social Links You can learn more about and connect with Andee Harris in the links below.Challenger:The Challenger Sale | Sales, Marketing, & CS Approach (challengerinc.com)Winning The Challenger Sale podcast:Winning the Challenger Sale - Sales Podcast | Challenger IncAndee on LinkedIn:(99+) Andee (Weissman) Harris | 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 | Sales Consultant and Strategist for CEOs

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: https://twitter.com/rhymetecFacebook: https://www.facebook.com/RhymetecCyberSolutionsConnect with AliceLinkedIn: (3) Alice Heiman | LinkedInWebsite: Alice Heiman | Sales Consultant and Strategist for CEOs 

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

Forget the traditional sales pitch; it's all about relationships and networks. This was the sage advice from Eduardo Coll, when he talked with Alice on "Sales Talk for CEOs." His innovative approach to business growth, focusing on conversational selling and leveraging networks, provides a fresh perspective for CEOs and entrepreneurs.Embrace Conversational SellingRelationships Over Sales Pitches: Eduardo's team showcases the effectiveness of building connections first, without immediately pushing for a sale. This approach fosters trust and opens doors for genuine business opportunities.Solving, Not Just Selling: Focus on understanding and solving client problems rather than just selling a product or service. This shift in approach can create more impactful and lasting client relationships.Leverage Your Network for ExpansionTap into Personal Connections: Eduardo stressed the significance of utilizing personal and professional networks, particularly in a business's early stages, as a more effective strategy than traditional sales methods.Empower Your Team in Sales: Encourage every team member to see themselves as potential contributors to sales, utilizing their unique networks and connections.Key Takeaways for CEOs1. Prioritize Relationship-Building: Train your sales team to focus on establishing relationships first.2. Maximize Your Network: Use your personal and professional networks to identify potential clients and opportunities.3.Encourage Team-Wide Sales Contribution: Foster a culture where all team members can aid in sales through their networks."Forget that you need to sell and start focusing more on the relationship... that's a better start," Eduardo advised, highlighting a pivotal shift in sales strategy.Eduardo's methods remind us that in today's business landscape, success is as much about how you connect and whom you know as what you sell.Chapters01:18 The importance of sales-driven growth and funding through growth   03:23 Importance of building relationships and focusing on problem-solving   11:57 The importance of having a team of partners with complementary skills   15:17 Initial sales strategies, focusing on referrals and leveraging contacts   18:34 The value of a strong network in generating leads   22:30 Transitioning from founders doing all the selling to hiring salespeople   24:08 Having a lead flow before hiring salespeople   26:31 Hiring salespeople through personal connections and trust   32:17 Discussion on when to involve senior executives in sales process   36:08 Challenges of finding clients through digital marketing for service companies   About GuestEduardo, or Edu, as he prefers to be called, is a Systems Engineer specialized in business and agile methodologies and has 22 years of experience in the IT industry as a developer, a manager, a director and most recently, as co-founder of 2 companies, Incutex and Exomindset. In 2019, he founded exomindset.co with a partner to provide local and international clients with software engineering and development services, his belief was that teamwork and agile methodologies could overcome any cultural and language barriers, that coding is universal. He speaks Spanish and English fluently as well as some Portuguese and while he’s immensely proud of his home country, Argentina, his knowledge of the culture of other countries makes him perfectly suited to run a company that works with clients from many different parts of the world.Connect with Eduardo on LinkedIn(99+) Eduardo Coll | LinkedInhttps://www.linkedin.com/company/exo-mindsetAbout CompanySoftware Development Company | ExoMindsethttps://clutch.co/profile/exomindsetAbout AliceConnect with Alice on LinkedIn(99+) Alice Heiman | LinkedInAlice's WebsiteAlice Heiman | Sales Consultant and Strategist for CEOs

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, Limitless, and Mission-Driven. Laura’s 30-year resume is defined by her entrepreneurial edge. She served as a Presidential Appointee in Bill Clinton’s White House, helping shape AmeriCorps; left a leadership role at respected national search firm to expand a tech start-up; and founded, ran, and sold her own global search firm, partnering with the full gamut of mission driven corporate and nonprofit executives. Laura is turned on by the audacity of The Big Idea and that larger-than-life goal you just can’t seem to shake. She’s an instigator, motivator, and provocateur, and she’s never met a revolution she didn’t like. Just ask her enduringly patient husband, two almost-grown sons, and two troublesome pups with whom she lives outside of Boston, MA.Social Links You can learn more about and connect with Laura Gassner Otting in the links below.Connect with Laura on LinkedIn:(99+) Laura Gassner Otting | LinkedInCheck out Laura's website:Laura Gassner OttingYou can learn more about and connect with Alice Heiman in the links below.Laura's TED talk:Laura Gassner Otting: Why doesn't success bring happiness? | TED TalkWonderhell and Limitless:Books — Laura Gassner OttingConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

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

Imagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he’s here to share his groundbreaking journey with us. In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights. This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making and innovative business growth.Why CEOs Should Listen:Strategic Utilization of Consumer Data: Embrace the transformative power of consumer data in shaping business strategies.Business Agility: Learn from Jonathan’s journey about the importance of agility and responsiveness in today’s business world.Sales Team Optimization: Gain insights into assembling a sales force that resonates with your company’s mission and market needs.The Essence of Entrepreneurial Spirit: Discover the significance of resilience and creative thinking in driving business growth. Chapters00:03 The Changing Face of Sales in Business01:29 The Genesis of Affinity Solutions04:21 From Inflatable Potties to Data Pioneers08:04 Pivoting to a Winning Strategy13:06 The Rise of Card-Linked Offers22:05 Building a Robust Sales Team29:54 Achieving Product-Market Fit39:14 Verticalizing for SuccessListen to the full podcast for an in-depth understanding of each chapter. Listen NowAbout GuestJonathan Silver is the Founder and CEO of Affinity Solutions, the leading consumer purchase insights company focused on outcome-based solutions. Affinity provides comprehensive purchase insights and media measurement via exclusive, fully permissioned real-time, consumer purchase data, integrated with key ecosystem partners. This allows for seamless, privacy-centric, data access at an unprecedented scale. Affinity powers solutions for financial institutions, marketers, investment firms, consulting firms, and media & marketing enterprises by providing real-time demand signals and insights on consumer spending which drive high-value decisions that lead to better business outcomes.Silver’s vision for Affinity is to transform data insights into experiences that improve people’s lives. He is a graduate of Wharton and the University of Pennsylvania School of Engineering. Social Links Connect with Jonathan Silver on Affinity Solutions official website:Consumer Purchase Data Tools - Affinity SolutionsConnect with Jonathan on LinkedIn:https://www.linkedin.com/in/jonathan-silver-33b456/Link to CNBC Squawk Box https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new-cnbc/nrf-retail-monitor-tracking-card-transactions.htmlYou 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

Have you ever wondered why, despite having amazing products, customers still struggle to understand your company's value?April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, leading to misalignment and missed opportunities. April highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player.The episode underscores the common disconnect between how companies perceive their products and how customers understand them. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. And describes in her second book, Sales Pitch, how to translate the marketing work done for positioning into sales speak. April advises CEOs to routinely reassess their company's positioning, even if it seems satisfactory, to ensure alignment with market realities. She stresses the need for a cross-functional team approach to redefine positioning involving sales, marketing, and product teams. The episode serves as a crucial reminder for CEOs and sales leaders of the importance of clear and strategic positioning in today's competitive market. April Dunford's insights offer valuable guidance on how to approach this process thoughtfully and effectively to drive business growth and customer satisfaction.This podcast is a must listen and her books are both must reads. Chapters05:26 Lack of methodology and squishiness surrounding positioning in marketing0:09:02 Naming of April Dunford's books: "Obviously Awesome" and "Sales Pitch"11:12 Importance of aligning positioning with customer perception14:01 Components of positioning: competition, differentiation, value, customer, market19:07 Example of a company positioned as Enterprise CRM but found success in investment banking22:36 Shifting positioning to target specific industries led to success25:51 Understanding the buyer's perspective and guiding them through the buying process31:20 Buyers are overwhelmed with information and struggle to make decisions33:56 Poor positioning and difficult buying process on websites.39:07 Cross functional team approach to positioning.42:45 Leveraging product knowledge to identify unique value propositions.44:59 Characteristics of a Best Fit customer and market categories46:13 Mapping positioning to a sales narrative for effective storytellingSocial Links You can learn more about and connect with April Dunford in the links below.Connect with April on LinkedIn:(99+) April Dunford | LinkedInCheck out April's website:April Dunford - Positioning for B2B Tech CompaniesCheck out April's Podcast:Positioning With April DunfordCheck out April's NewsletterPositioning with April Dunford | SubstackYou 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 HeimanAbout GuestI spent the first 25 years of my career as a startup executive, running marketing, product, and sales teams. I led teams at seven successful B2B technology startups. Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. The total of those acquisitions is more than two billion dollars. Across that journey, I positioned, re-positioned, and launched 16 products, and created dozens of sales pitches.I have a deep curiosity about what makes the difference between a winning product and a loser. Developing a systematic way of positioning technology products and companies has become my life's work. As a consultant, I have had the privilege of working with more than 200 companies, allowing me to go even deeper and broaden my positioning expertise. The bulk of my work is with growth-stage startups and larger technology companies. Companies where the stakes are high - and weak positioning can mean the difference between success or failure.My first book, Obviously Awesome - How to Nail Product Positioning so Customers Get it, Buy it, Love it (aprildunford.com), captures my ideas about positioning and a methodology for doing it that any startup can follow. It's become a best-seller and popular among entrepreneurs, product, and marketing folk. My second book, Sales Pitch, was designed to teach a step-by-step way of building a sales pitch that reflects that positioning, and helps make a clear compelling case for why prospects should pick you over the competition.I studied Engineering at the University of Waterloo. If you had told me back then that someday I would be an author, I would have said you were nuts. It turns out my grade 6 English teacher was wrong about the importance of grammar. I'm at the stage of my career where I'm trying to give back as much as I can. I am a mentor and advisor to dozens of startups and folks that work in them. I am also an enthusiastic board member at a handful of startups. I live in Toronto, Canada. I have kids, a small dog, and a cabin in the woods.

Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn’t have any other option than starting this business and seeing where I could go with it.”The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her Go To Market experience, it’s different when you start a category and Prelay did that. She started small with some beta customers and about a year later she was really able to go sell. Her Go To Market background made her know she should be on the frontlines. It allowed her to continue gathering information to shape the product. “You can’t lose touch with the customers.” This keeps her close to her customers today, even though she has a sales team. The first sellers she brought on covered the deals end to end and soon after she brought on customer success and a head of sales keeping herself in the game as the subject matter expert. It was challenging to find the right people for an early stage company. Finding the right people who were ok with the ambiguity and who were utility players and product aware. ”Because of this we’re very focused on knowledge sharing.”Her biggest challenge, becoming a “household name.” Gabriella is excited about having Prelay become a name in the market. She feels it is important to stay focused on awareness. “It’s a space that is just being created.. There’s no team selling product like Prelay.” She stays involved on the product side and has directed her sellers to insert her where she is needed. Listen to her tell the story of starting a company and a category and growing her sales. Chapters00:04 Selling is a team sport, lone wolf sellers are outdated.03:22 Gabriella's background in scaling startups led to creating Prelay.10:54 Thoughtful R&D and user-centric approach in the beginning.13:04 The importance of CEOs staying close to the customer16:20 Challenges of scaling and growing the team22:30 CEO involvement in complex workflows and strategic deals23:49 Balancing involvement in deals with the sales team's capabilities25:03 Discussing the growth of the SE organization26:17 Importance of in-person connections and LinkedIn presence27:36 Building an advisory council for networking and supportAbout GuestIn a past life, Gabriella was an Olympic Trials hopeful and a competitive D1 cross country & track athlete at the University of Michigan. During her competitive running career, 7 leg surgeries failed to keep her off the D1 stage, reinforcing her core approach to life – persistence and perseverance can lead you to achieve feats that may seem impossible at first. Gabriella leveraged the same mindset when entering the tech industry, where she discovered a similar spark of excitement and passion in scaling companies. Taking on Silicon Valley, she helped scale core go-to-market at Fountain (YC W15) and at Truework (Sequoia-backed).Now at Prelay, she is building the future of revenue team collaboration.To learn more about Prelay, you can get in touch via gabriella (@) prelay.comSocial Links You can learn more about and connect with Gabriella DeFlorio in the links below.Connect with Gabriella on LinkedIn:(99+) Gabriella DeFlorio | LinkedInCheck out Prelay's website:Prelay | Drive Revenue Faster as a TeamYou 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