Liz Heiman and the Sales SOS crew reveal why yelling louder and repeating yourself doesn't work. They break down the difference between coaching, training, and mentoring, explain the feedback ratio that actually keeps reps engaged, and discuss why trust has to come before critique. The conversation covers different meeting types and what they're each designed to accomplish, plus a powerful approach to peer-led training that elevates the whole team. If your coaching feels like it's falling flat or your best advice gets ignored, this episode explains what's actually getting in the way.

Liz Heiman and the Sales SOS crew expose why most sales teams ignore their KPIs, and it's not what you think. They discuss the difference between measuring activity versus outcomes, reveal the critical mistake that kills complex deals before they close, and explain why your company values might be contradicting your compensation structure. If your reps are hitting their numbers but you're still losing deals you thought were "in the bag," this episode shows you what's broken in your measurement system.

Liz Heiman and the Sales SOS crew tackle the biggest mistakes in sales compensation plans. They reveal the formula most companies miss, why your targets might be setting your team up to fail, and the critical decision between paying on bookings, revenue, or profit. If your comp plan feels like guesswork or your best reps keep leaving, this episode shows you what to fix.

Liz Heiman and the Sales SOS crew tackle what most sales leaders get wrong about compensation: jumping straight to incentive plans when performance lags. Before comp can work, you need to remove the friction preventing your team from selling, hire for the right skills, and build trust and coaching into your culture. This episode sets the foundation for their compensation series by addressing leadership gaps, toxic management, and the real costs of turnover. It's about creating a selling machine instead of throwing money at a sales prevention department.

Most people get overwhelmed with AI because they try to use it for everything. This episode breaks down how to stay focused by choosing one problem to solve, separating what you can depend on from what you should experiment with, and testing limitations intentionally. It’s a simple, realistic way to use AI without wasting time.

AI is changing how customers discover problems, explore solutions, and evaluate vendors, often without ever touching a company’s website. Buyers can now compare competitors, pull product details, and confirm fit on their own, which means they show up informed, opinionated, and far later in the process. This shift forces companies to rethink marketing, sales, and how they show up in places they don’t directly control.

Most CEOs don’t struggle with decision-making, they struggle with not having the full picture. This episode breaks down how AI can uncover what isn’t getting reported, flag risks earlier, and give you context your team can’t always provide. It’s a practical way to close the gaps you don’t have time to chase down yourself.

In this episode we discuss the real state of AI in sales: who’s using it, who’s resisting it, and why it matters more than ever. Instead of chasing shortcuts, we unpack how top reps use AI to build context, improve research, and move faster without losing core sales fundamentals.

In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen look at what happens when sales methodologies collide with messy CRM data and long buying cycles. From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust.

In this episode of Sales SOS, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen explore the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. The crew goes over how to avoid the “Frankenstein” problem of mixing too many approaches, how to factor in multiple stakeholders and long buying cycles, and why outdated methods often fail to align with today’s buyer journey.