By Alice Heiman
4.8
1616 ratings
The podcast currently has 143 episodes available.
01:06 Guest Introduction
01:13 Dakota's Dual Business Model
02:39 Origin Story of Dakota
03:10 Transition from Employee to Entrepreneur
05:06 Early Days and Initial Client Acquisition
06:37 Growing the Company and Sales Team Development
07:42 Implementing the 'Dakota Way'
09:01 CEO's Role in Sales Process
10:32 Sales Team Expansion and Developing Leadership
12:07 Introducing AI in Sales
13:14 Utilizing AI for Enhanced Customer Targeting
16:03 Cold Outreach Strategies
18:50 Building a Sales Culture Focused on Belief and Persistence
20:28 Importance of the Human Element in Sales
25:07 Final Insights and Advice for CEOs
About GuestGui Costin is an entrepreneur and thought leader with a track record of success in the field of sales and marketing. He is the founder and CEO of Dakota, a sales and marketing company specializing in investment services. With over 30 years of experience in the industry, Gui possesses an extensive knowledge of the global economy and investment world. Throughout his career, he has successfully launched and managed numerous businesses in the investment space. His expertise lies in sales strategy, business development, market research and product management.
About Guest CompanyDakota is an industry leader when it comes to sales and marketing in the investment services sector. The company was established by Gui Costin with a vision to revolutionize investment sales and marketing efforts through technology. Today, Dakota boasts a comprehensive sales platform – Dakota Marketplace, which is the first-ever search engine for investment strategies. The platform connects asset managers with potential investors. Alongside Dakota Marketplace, the company offers various other services like fund placement, investor research, data sync service that help drive revenues of businesses in capital raising.
LinksConnect with Gui Costin
LinkedIn Profile: https://www.linkedin.com/in/guicostin/
Company Website: https://www.dakota.com/
Gui Costin's book 'Millennials Are Not Aliens' on Amazon: https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429
Gui Costin’s book ‘The Dakota Way’: Stay Tuned - Scheduled to be released in February 2025!
Dakota's YouTube Channel featuring Gui Costin: https://www.youtube.com/@DakotaLivePodcast
Book recommended by Gui : Amazon management systems The Amazon Management System - Ram Charan - Author, CEO Advisor
Podcast recommended by Gui: Chris Lockhead Podcast : Category Pirates (2) Category Pirates 🏴☠️ - YouTube
Connect with Alice Heiman
LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
00:01 Introduction and Importance of Modern Sales Strategies
01:40 Understanding and Organizing Sales Opportunities
03:16 Differentiating Leads from Opportunities
04:47 Tracking and Managing Opportunities
06:13 The Funnel vs. The Pipeline
07:33 Analyzing Pipeline Health and Sales Quotas
09:02 The Significance of Periodic Reviews
10:51 Avoiding Common Pipeline Review Mistakes
12:24 Conducting Effective Funnel and Deal Reviews
Social LinksConnect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
Alice’s Website: https://aliceheiman.com/
Chapters
01:21 Guest Introduction
Introduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business.
01:39 Current Company Operations
Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies.
02:17 Initial Inspiration for Starting a Business
Jay recounts his career journey leading up to entrepreneurship, inspired by personal life challenges and a lack of job opportunities.
03:17 Side Gigs Before Entrepreneurship
Jay discusses managing multiple consulting gigs while holding a full-time job and how that transitioned into his business.
04:02 Transitioning to Full-Time Business
The turning point when Jay decided to focus solely on his business, pursuing an opportunity after being laid off.
05:02 First Steps in Growing Business
Details on how Jay's business acquired its first customers through Upwork and networking in local business groups.
06:21 Building a Team
Jay describes the initial team-building phase, stating the importance of offloading tasks to focus on growth and leadership.
07:34 Addressing Sales Challenges
The struggles and learning curve involved in establishing an effective sales framework and team within the company.
08:43 Utilizing AI and Technology
Discussing how the company integrates AI for enhanced efficiency while focusing on personalized client interactions.
10:11 Sales Strategies and Customer Relationships
Insights into maintaining customer relationships and developing targeted sales strategies through localized networking.
11:54 Importance of a Structured Sales Framework
The critical role of a formal sales framework and accountability in scaling and managing sales efforts effectively.
12:40 Strategic Partnership and Lead Generation
Jay emphasizes the importance of strategic partnerships and localized lead generation in scaling the business.
14:24 Utilizing, Training, and Implementing AI
How AI is utilized for list building and data analysis, providing a competitive edge in personalized marketing.
16:18 Growth Through Strategic Partnerships
Jay elaborates on the future growth strategies focused on forming strategic partnerships within the industry.
19:31 Value of a Podcast in Business Networking
Jay shares the benefits of running a podcast for networking, brand building, and direct business opportunities.
About GuestJay Aigner is the founder and CEO of JDAQA Software Testing, a leading provider of QA solutions for modern software platforms. With over a decade of experience across various software domains, Jay has expertise in development, quality assurance, and product management. He transformed JDAQA from a startup consulting firm into a prominent software testing company operating nationally and internationally. Jay also hosts The First Customer Podcast, interviewing successful software entrepreneurs and leaders. In his free time, he enjoys spending time with his family, astrophotography, flying, skateboarding, and fishing.
Social LinksConnect with Jay on LinkedIn:
(13) Jay Aigner | LinkedIn
The First Customer YouTube Channel:
The First Customer - YouTube
Books recommended by Jay:
Ecosystem Lead Growth. https://a.co/d/bM2siVq
Fanatical Prospecting: Fanatical Prospecting - Jeb Blount
Alice’s Website:https://aliceheiman.com/
Connect with Alice on LinkedIn:
https://www.linkedin.com/in/aliceheiman/
Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Here’s what you need to know about AI to enhance your go-to-market strategy without stretching your team to the limit.
From Pharmacist to Marketing Innovator: Gillian’s JourneyGillian’s story starts in a surprising place—a pharmacy. Transitioning from a pharmacist to a marketer, makes sense right? LOL, I think she has a whole book in that story. She started a firm to do traditional marketing and she quickly realized there were a lot of things she didn’t want to do. That set her on a path to automate those tasks so she could get them off her plate. She was so successful that she realized that her clients might like to do the same. They wanted to automate the repetitive tasks that often bogged down teams. So she built out the tools so that everyone can use them. Now, her company helps clients minimize time on routine activities, allowing CEOs and their teams to focus on growth. As Gillian puts it, “I didn’t build a business around what I loved doing—I built it around what I didn’t want to do, so others wouldn’t have to either.”
Key Insights for CEOs Embracing AI in Marketing and SalesThe real value of AI for CEOs isn’t just about saving time; it’s about allowing you and your team to focus on what matters most—building relationships, strategizing for growth, and driving impactful outcomes. As Alice Heiman notes, “AI is here to stay, and those who embrace it will outpace those who don’t.”
For more on how to apply AI to your business and improve your sales and marketing strategy, tune into the full episode of Sales Talk for CEOs with Alice Heiman.
Episode DetailsChapters00:00 Introduction
01:27 Guest Introduction
02:33 From Pharmacy to Marketing
03:17 Business Challenges and Innovations
04:25 Application of Pharmacist Skills in Marketing
06:10 Changing Workspaces and Marketing Strategies
07:59 Adapting to Global Clientele
10:02 Evolution of Communication and Marketing Tools
11:50 Customization and Personalization in Marketing
13:57 Leveraging AI for Efficient Marketing
17:01 The Impact of AI-Driven Tools on Business Growth
19:45 Automating Interactions and Engagement
23:13 The Crucial Role of CEO in Marketing
26:24 Efficacy of AI in Crafting Genuine Engagement
32:09 Summation and Special Advice for CEOs
39:27 Conclusion
About GuestI come from the ‘lost and found’ marketer bin. At the fourth-grade career fair I didn’t choose Marketing as my field, life chose it for me. Twenty years later (at 29 years-old!) I still love chasing new ideas and reinventing better, smarter, cooler ways to do old things. I live in Raleigh, NC with my little family and 2 silly dogs. I wanted to connect with you about your podcast because as an entrepreneur I was stressed and overwhelmed leading my own company. So in a moment of desperation, I pulled pieces from my creative and technocrat background to create an envelope-pushing proposition: harness artificial intelligence to revolutionize how businesses go-to-market in a human way. I truly had to figure it out, or my business wasn’t going to survive. I needed to design a way to blend the analytical power of AI with the resonant touch of human storytelling. Storytelling is the secret sauce of marketing success. People want to be seen, heard and connected with in a genuine way, but how do you scale that? That single question drove me to design, iterate, break and rebuild until I had created a brand, agency and platform that wasn’t just a business but a manifesto: a marketing renaissance where technology amplifies creativity, and every strategy remains a personalized narrative. I'm trying to dispel any fears folks may have about using AI in their lives + business. AI is just the instrument; the human heart remains the composer.
About Guest CompanyIn a digital age craving innovation, our visionary Founder and SheEO pulled pieces from her creative and technocrat background to create an envelope-pushing proposition: **harness artificial intelligence to revolutionize how businesses go-to-market in a human way**. Broken Glass Ceiling Marketing was born from this dichotomy, and was welcomed into the world with skepticism as we drove to blend the analytical power of AI with the resonant touch of **human storytelling.** Storytelling is the secret sauce of marketing success. People want to be seen, heard and connected with in a genuine way, but how do you scale that? That **single question** drove us to design, iterated, break and rebuild until we had created a brand, agency and platform that wasn’t just a business but a manifesto: **a marketing renaissance where technology amplifies creativity, and every strategy remains a personalized narrative.**
Social LinksGillian’s Website: brokenglassceilingmarketing.com
Follow Gillian’s Facebook Page: https://www.facebook.com/brokenglassceilingmarketing
Connect with Gillian on LinkedIn: https://www.linkedin.com/in/gumoney/
Connect with Gillian’s company page on LI https://www.linkedin.com/company/broken-glass-ceiling-marketing/
Alice’s Website:https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn’t some futuristic fantasy—it’s happening now in today’s AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don’t use AI will be replaced by those who do.”
In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let’s dive into the key takeaways and action steps every CEO should consider.
AI’s Impact on Customer Success and MarketingBefore tackling sales, let’s look at how AI is already transforming customer success and marketing. AI enhances customer interactions by delivering fast, accurate responses, personalizing communication, and even predicting customer needs.
In marketing, AI tools handle content creation, manage social media, and even assist with graphic design. This ensures consistent messaging and saves your team countless hours.
Sales and AI: Navigating the New FrontierIntegrating AI into sales feels like stepping into uncharted territory. There’s enormous potential, but also new challenges. Some CEOs worry AI might dilute their brand’s voice or leak sensitive data. The truth? When used properly, AI is a game-changer.
Action Steps for CEOs: Implementing AI in SalesDevelop Sales Strategies Using AI:
AI can analyze account data, spot new opportunities, and suggest next steps. This helps your team make informed decisions and stay ahead of the competition.
AI is rapidly changing how sales teams operate. By integrating it into your GTM strategy, you can improve efficiency, boost customer engagement, and drive more revenue. As Alice Heiman says, “AI is here; it’s doing great things. We need to use it, but we need to be smart.”
Ready to learn more about using AI in your sales strategy? Tune in to the full episode of Sales Talk for CEOs with Alice Heiman for a deeper dive.
Chapters00:02 Introduction to AI in Sales
01:51 Establishing AI Guidelines and Policies
03:25 AI in Customer Success and Marketing
06:22 Addressing Fears and Misconceptions About AI in Sales
08:53 Training and Implementing AI for Sales Teams
10:06 AI Tools for Sales Coaching
11:28 AI for Sales Research and Prospecting
14:16 AI for Crafting Effective Sales Communication
17:05 AI for Developing Sales Strategies
20:42 Conclusion and Call to Action
Imagine if the key to faster growth and deeper connections was something as simple as being yourself—authentically. In this episode of Sales Talk for CEOs, Erin Hatzikostas reveals how authenticity, when used intentionally, becomes a powerful tool for CEOs to lead with confidence, build trust, and create a lasting impact in their organizations.
Key Insights from the Episode:
1. Authenticity is a Strategic Advantage
Erin Hatzikostas makes a bold claim: authenticity isn’t about just "being yourself"—it's a strategic tool for leadership and business success. She defines authenticity as being genuine, original, and authoritative. By focusing on these traits, leaders can create trust and connection, both internally and externally. Erin explains that many leaders mistakenly believe they are already authentic, but true authenticity is more nuanced and requires intentionality.
“Authenticity isn’t about you; it’s about showing up for others. It’s an absolute fast pass to connection, trust, and differentiation,” Erin explains.
2. The Myth of "Being Yourself"
Erin debunks the common belief that authenticity simply means being yourself. Instead, she explains that authenticity must be in service to others, meaning it’s about how you show up for your team, your customers, and your partners in unexpected ways. It's about being genuine in moments where people least expect it, and knowing that being transparent doesn't always mean oversharing.
“It’s not how you act in a room with your direct staff—that’s easy. The real challenge is showing up authentically in high-stakes situations, like board meetings or client interactions,” Erin points out.
3. Authenticity in Action: Where It Matters Most
For CEOs, the opportunities to be authentic go beyond one-on-one conversations with direct reports. Erin emphasizes that the real challenge lies in high-stakes settings—like board meetings, client interactions, and public communications. It’s in these moments where authentic leadership can truly shine and create a lasting impact.
Erin explains, “CEOs need to focus on what’s needed, not what’s normal. If you're delivering a message and it isn’t genuine and authoritative, you're not going to keep people's attention."
4. The 50% Rule: Innovate Your Way to Success
Erin shares a practical strategy she calls the "50% Rule," which allows leaders to break free from traditional playbooks. Instead of trying to follow every best practice, CEOs should adapt by taking what works and infusing their own originality. By doing this, leaders can create something that is both innovative and authentic to who they are and what their company stands for.
5. Reducing the Zero Moments of Truth
Erin introduces the concept of "zero moments of truth," explaining how CEOs can reduce the time it takes for potential clients to know, like, and trust them. Building authentic connections early through thought leadership and strategic content allows CEOs to build relationships faster and more effectively. Erin encourages leaders to reduce these zero moments through consistent and authentic interactions, both online and offline.
Action Steps for CEOs:
Final Thought:
In today's competitive market, authenticity is more than just a personal trait—it's a powerful strategy for success. Erin Hatzikostas shows us that by being genuine, original, and authoritative, CEOs can not only build trust but also differentiate themselves and their companies.
Listen to the full episode with Erin Hatzikostas to learn more about how you can use authenticity to transform your business.
Chapters00:48 - Introducing Erin Hatzikostas - Erin Hatzikostas is introduced as the guest, with a teaser about the power of authenticity as a strategic advantage.
01:42 - Defining Authenticity - Erin begins to explain what authenticity truly means and how it differs from common misconceptions.
02:08 - Authenticity as a Strategic Advantage - Discussion on how authenticity can set companies apart in a business world where inauthenticity is the norm.
03:30 - The Misconception of Easy Authenticity - Erin challenges the notion that authenticity is a given and explains its complexity.
04:13 - The True Meaning of Authenticity - Authenticity is defined through the Greek root as being genuine, original, and authoritative.
06:00 - Authenticity in Unexpected Places - The importance of displaying authenticity in places like board meetings and public appearances.
08:30 - Genuine, Original, and Authoritative Messaging - How these three elements should guide communication, especially in crises.
10:33 - Zero Moments of Truth - Introduction of the concept of reducing zero moments of truth to build trust more efficiently.
14:46 - Content Creation and Cold Outreach - How CEOs can leverage content creation and cold outreach to reduce zero moments of truth.
16:25 - The 50% Rule - Erin introduces the 50% rule, which encourages leaders to adopt half of established guidelines while bringing their unique approach to the other half.
18:23 - Applying the 50% Rule - Examples of how the 50% rule has been successfully applied in various fields, from Broadway to business development.
22:47 - Juxtaposition for Impact - The power of combining traditional methods with unexpected elements to create memorable and impactful results.
26:20 - The Humans Framework - Erin introduces her "Humans" framework, which includes humility, unexpectedness, modeling, adapting, narrating, and sparking.
28:19 - Final Thoughts and Resources - Erin shares final thoughts on using authenticity as a strategic advantage and recommends books, podcasts, and how to connect with her.
About GuestErin is the best-selling author of You Do You(ish), a TEDx and keynote speaker, coach-sultant, and the co-host of an offbeat career and leadership podcast, b Cause with Erin & Nicole.
Erin's talks have reached hundreds of thousands of people and her thought leadership has been featured on ABC, CBS and published in Business Insider, Fast Company, Well+Good, among several others.
Erin spent her career “first half” working at a Fortune 50 company, where at the age of 42, she became the CEO of their $2bn AUM subsidiary company, PayFlex. In just three years, she took a struggling company and turned it around, tripling earnings and sending employee engagement skyrocketing. Her secret? Radical authenticity.
Erin holds a BBA in Statistics from Western Michigan University and an MBA in Finance and Marketing from the University of Connecticut. She is married to her husband, Manny, who she met while stumbling through (and failing) an early career in the Actuarial field. Erin and Manny have two highly authentic children - Ella (16) and Mick (13). In Erin's free time you can find her coaching basketball, running, skiing, drinking wine in her fat pants, or dancing wherever you're not supposed to dance.
Social LinksConnect with Erin on Linked In: https://www.linkedin.com/in/erin-hatzikostas/
Check out Erin's website: https://www.linkedin.com/company/b-authentic-inc/
Check out Erin's books: The 50% Rule I Sassy Self-Help & Business Innovation Book | Erin Hatzikostas (the50percentrule.com)
Amazon.com: You Do You(ish): Unleash Your Authentic Superpowers to Get the Career You Deserve eBook : Hatzikostas, Erin: Kindle Store
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
What does it take to build a company from the ground up and lead it to success for 16 years? For Vineet Jain, CEO and Co-founder of Egnyte, the answer is a relentless focus on product excellence and customer satisfaction. In a recent episode of Sales Talk for CEOs, Vineet shared how these principles helped him grow Egnyte into a leading cloud-based content collaboration and governance platform, serving over 23,000 customers.
Key Insights from Vineet Jain:Early on, Jain recognized that the best way to scale Egnyte was by building an inside sales team focused on mid-market customers. This strategy allowed them to efficiently acquire customers while maintaining a personalized approach.
“Our inside sales model gave us the ability to scale while keeping acquisition costs low and sales cycles short,” said Vineet.
Action Steps for CEOs:Vineet Jain’s journey with Egnyte highlights the importance of focusing on what truly matters: a great product, happy customers, and long-term success. For more insights, listen to the full episode below.
Chapters01:11 - What Ignite Does - Vineet explains that Ignite provides a cloud-based content collaboration and security platform, targeting mid-market companies.
02:33 - Solving Mid-Market Challenges - Discussion on how Ignite offers a turnkey solution for content management and security, addressing the unique needs of mid-market companies.
04:53 - The Genesis of Ignite - Vineet shares the origins of Ignite, including the transition from their previous company and the early development of the product.
06:57 - The Early Days of Cloud Computing - Insight into how Ignite started as an "on-demand file server" and evolved as the concept of cloud computing emerged.
07:37 - Product-Centric Culture - Vineet discusses Ignite’s strong focus on building a robust product before going to market, a practice rooted in their engineering background.
08:52 - Early Customer Acquisition - The strategy behind Ignite’s initial customer acquisition, relying heavily on search engine marketing and the importance of product-market fit.
11:20 - Identifying Target Industries - How Ignite organically identified its primary industries—AEC, financial services, life sciences, and media—and adapted the product to serve them better.
14:05 - Scaling Sales with Inside Sales - The decision to build an inside sales team early on, focusing on mid-market clients to optimize sales efficiency.
15:19 - Inside Sales Strategy - A closer look at how Ignite’s inside sales team is structured, including geographic territories and industry-specific reps.
17:40 - Combining Direct and Channel Sales - Vineet explains the importance of blending direct and channel sales to drive growth, with a significant investment in channel partnerships.
20:43 - The Role of Channel Partners - The shift in channel partner dynamics, particularly from a perpetual license model to a subscription-based model.
22:53 - Vineet’s Role in Sales as CEO - As CEO, Vineet focuses on relationship management and strategic involvement in key customer interactions, particularly with larger accounts.
About GuestVineet Jain is the Chief Executive Officer (CEO) and co-founder of Egnyte, a leading cloud-based collaboration and governance platform. An entrepreneur at heart, prior to Egnyte, Vineet founded Valdero, a supply chain solution provider that received funding from leading investors like KPCB, MDV, etc. Under Vineet’s leadership, Egnyte has grown exponentially, serving more than 22,000 customers globally and having 1,000+ employees worldwide.
Vineet started his career at Boots Plc in the United Kingdom and has also worked in various senior-level positions at Bechtel Corporation and KPMG in Silicon Valley. He holds a bachelor’s of science in engineering from Delhi College of Engineering and a master’s in business administration (MBA) from Santa Clara University.
Social LinksConnect with Vineet on LinkedIn: https://www.linkedin.com/in/vineetkjain/
Connect with Vineet on Twitter: (1) Vineet Jain (@CloudNotEnough) / X
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel.
In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating scalable, repeatable sales engines, shared insights on how CEOs can optimize their funnels to drive growth.
Key Insights:Hamish Knox advocates for the funnel over the pipeline analogy in managing sales processes. While pipelines suggest a linear progression of leads, a funnel better captures the filtering process necessary to identify the most promising opportunities. As discussed previously, the buyer’s journey can also be visualized as a bow tie, extending beyond the initial purchase.
"A glance at the funnel can tell you what’s gone wrong, what’s happening, and whether the funnel is healthy," says Hamish. This visualization helps CEOs and sales leaders quickly identify issues, such as a funnel clogged with unqualified leads or one that’s too narrow at the top, signaling insufficient lead generation.
Filling the Funnel with Quality LeadsThe foundation of a healthy funnel is a steady flow of ideal customer profile (ICP) leads. Hamish notes that one of the biggest challenges companies face is ensuring that only high-quality leads enter the funnel. "Anybody and everybody is not an ICP," he stresses, underscoring the need for strict adherence to the ICP criteria.
Misalignment between sales and marketing can often lead to a funnel filled with less-than-ideal prospects. CEOs should ensure that both teams are synchronized in their understanding of the ICP and work together to attract and nurture these high-value leads.
Qualifying Leads: The Right WayProperly qualifying leads is crucial for maintaining funnel efficiency. Jumping straight to demos without understanding the lead's needs can result in missed opportunities or wasted resources. "Sellers get paid on the information gathered, not the information given," Hamish reminds us. Effective qualification means thoroughly understanding the lead's requirements before moving them forward.
This disciplined approach prevents the funnel from becoming bloated with unqualified opportunities, which can distort forecasting and lead to frustration within the sales team.
Avoiding the Bloated FunnelA common issue in many sales organizations is the "bloated funnel"—a situation where too many opportunities get stuck in the middle stages of the funnel. Hamish advises that if there isn’t a mutually agreed-upon next step within 45 calendar days, the opportunity should be re-evaluated or even discarded. "This helps maintain a healthy funnel and ensures that salespeople focus on genuine opportunities," says Hamish.
Regular funnel reviews, focused on next actions and mutual agreements, are key to keeping the funnel flowing and ensuring that opportunities are progressing as they should.
Action Steps for CEOs:By understanding and optimizing the sales funnel, CEOs can significantly improve their ability to forecast accurately, leading to more predictable and sustainable business growth.
Ready to transform your sales forecasting? Tune in to the latest episode of Sales Talk for CEOs with Hamish Knox for expert insights on optimizing your sales funnel and driving sustainable growth. Hamish’s expertise in sales leadership and funnel management provides valuable insights for any CEO looking to improve their sales process.
Episode DetailsChapters00:00 Introduction - Welcome to the sales focus and the essence of sustainable growth.
01:45 Hamish Knox Introduction - Alice introduces sales consultant and Full Funnel Freedom podcast host Hamish Knox.
02:16 Hamish's Expertise - A brief on what Hamish offers CEOs for sustainable sales growth.
03:48 Sandler Method and Sales Methodologies - Discussing the Sandler sales technique and the importance of sticking with a single methodology.
06:21 Ideal Client Profile - Emphasizing the necessity for a clear ICP and its significance in forecasting.
08:07 Proactive Prospecting Activities - How proper check-ins and prospective activities can maintain funnel health.
10:57 Ensuring Top Funnel Quality - Strategies for filling the top of the funnel with quality leads.
13:26 Using Events for Lead Generation - Leveraging trade shows and events to garner ideal customer leads.
17:28 Networking Events Strategy - Tips for salespeople to maximize their impact at networking events.
20:17 Email and Cold Outreach - Discussing effective outbound campaigns and contact marketing techniques for today.
22:42 Leveraging Referrals - Utilizing customer referrals as an overlooked yet potent top-of-funnel resource.
27:41 Now Open the Opportunity - Turning qualified leads into concrete opportunities.
30:21 Keeping the Funnel Moving - Avoiding funnel congestion and enforcing next steps for ongoing sales momentum.
33:23 The Funnel Shape Diagnostic - Recognizing and addressing problematic funnel shapes for accurate forecasting.
37:20 Final Takeaways and Farewell - Closing thoughts and how to find more from Hamish Knox.
About GuestPresident of Sandler in Calgary
A member of the global Sandler network, Hamish supports private organizations in Southern Alberta to create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.
Social Media Links
https://linktr.ee/sandleryyc
https://twitter.com/sandlerinyyc
https://www.linkedin.com/company/sandlerincalgary/
https://www.instagram.com/sandler\_yyc/
https://www.facebook.com/sandlerincalgary/
Connect with Hamish on LinkedIn: (11) Hamish Knox | LinkedIn
Check out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
Podcast:
Listen to Alice's appearance on the Full Funnel Freedom Podcast: When to Call in the CEO (fullfunnelfreedom.com)
Books:
Accountability - https://www.hamish.sandler.com/resources/sandler-books/accountability
Change - https://www.hamish.sandler.com/resources/sandler-books/change
One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.
Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it’s about making it easier to be your customer and harder to be your competitor.
“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.
Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.
This involves a variety of activities:
One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.
Final Thoughts: A Call to Action for CEOsIf you’re a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you’re not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.
If you want to discuss improving sales leadership in your organization, feel free to reach out. I’m always happy to chat and offer insights tailored to your needs.
“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”
Episode DetailsChapters00:02 Introduction and Setting the Scene
01:43 Role of Sales Leaders and Customer Experience
05:18 Communicating Needs to Leadership and Building Foundations
08:02 Daily Activities of Sales Managers
11:03 Strategic Planning and Senior Leadership Involvement
13:50 Ongoing Development and Deal Coaching
15:18 Pipeline Management and Effective Reviews
18:02 Development and Coaching for Sales Leaders
20:18 Conclusion and Call to Action
Social LinksCheck out Alice’s website: https://aliceheiman.com/
Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and ensuring long-term success for your sales team.
Creating an Ideal Candidate ProfileKristie emphasizes creating an ideal candidate profile over a generic job description. “We need to start by building out an ideal candidate profile, just like we would build out an ideal customer profile,” Kristie explains. This involves analyzing the traits of past successful hires and defining the necessary skills and experience.
Your Blueprint to Hiring Effectively:Kristie shares her approach to sourcing and screening candidates, ensuring a smooth and efficient hiring process:
Before extending a written offer, Kristie makes a verbal offer and tells them that once the written offer is received it requires a decision within 24 hours. This ensures candidates are committed and ready to join the team promptly.
Smooth Onboarding ProcessKristie highlights the importance of an effective onboarding process. “I stay on and support the first two weeks of the onboarding process,” she says. A structured onboarding plan is essential to ensure new hires receive the necessary support and start contributing quickly.
Action Steps for CEOs:Kristie Jones’ insights provide a clear roadmap for CEOs and sales leaders looking to build a high-performing sales team. Her experience underscores the importance of a structured hiring process and a supportive onboarding program.
To gain deeper insights into Kristie's strategies and how they can transform your hiring process, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for building your dream sales team.
Episode DetailsChapters03:25 Initial Steps in the Hiring Process
04:56 Building Ideal Candidate Profiles
06:46 Gender Decoder for Job Descriptions
09:29 Promoting Job Openings Strategically
12:38 Handling Large Numbers of Applications
14:50 Initial Screening Process
18:16 Behavioral-Based Interview Questions
23:11 Assessment Stage
31:22 Assessment Review and Manager Conversation
34:07 Candidate Engagement
36:53 High-Level Executive Interview
37:38 Verbal and Written Offer
39:37 Onboarding Process
About GuestKristie Jones Principal – Kristiejones.com
Kristie, author of “Selling Your Way IN”, is a speaker, coach, and sales process
consultant. Companies hire Kristie to elevate their sales organization because most
sales leaders and professionals are discouraged and frustrated about anemic pipelines,
low close rates and missed targets.
Kristie’s willingness to get her hands dirty and her “take no prisoners” approach when
helping companies drive more revenue from their Sales and Customer Success teams
is what makes her so valuable to her clients. Her mission is helping companies find top
talent as well as creating a sales accountability culture to ensure revenue growth.
Kristie is passionate about coaching sales teams to leverage their superpowers to reach
their full potential, and she wants representatives and sales leaders to identify and
embody the practices and characteristics of Top Ten Percent achievers.
Social LinksConnect with Kristie on LinkedIn: (16) Kristie K. Jones | LinkedIn
Check out Kristie on YouTube: Kristie Jones - YouTube
Follow Kristie on Instagram: Kristie Jones (@kristiejones.sales) • Instagram photos and videos
Check out Alice’s website: Alice Heiman | Sales Consultant and Strategist for CEOs
Connect with Alice on LinkedIn: (16) Alice Heiman | LinkedIn
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