Sales Talk for CEOs

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:

• Start with Authenticity: Make a conscious effort to show up genuinely in high-stakes settings. Authenticity can be your differentiator.
• Apply the 50% Rule: Don’t feel pressured to follow every rule. Take what works, discard what doesn’t, and add your own unique spin.
• Create Trust through Consistency: Whether it's online content, meetings, or public communication, reduce the zero moments of truth by showing up authentically and consistently.

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.

Chapters

00:48 - 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 Guest

Erin 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 Links 

Connect 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:

1. Product First, Always Vineet credits Egnyte’s success to being a product-centric company. By developing a solution that offers a seamless, turnkey experience for mid-market companies, Egnyte solves the critical challenges of content security and collaboration without complicating user workflows.
   “Our superpower is the product,” Vineet said. “It’s easy to manage, saves time, and reduces costs, which is exactly what mid-market customers need.”
2. Customer Satisfaction Over Revenue From day one, Vineet instilled a culture that prioritizes customer happiness over quick revenue gains. He believes that happy customers are the foundation of long-term success, and he’s made Net Promoter Scores (NPS) a key metric for success at Egnyte. “A happy customer is more important to me than revenue targets,” he explained. “Without happy customers, the rest won’t matter.”
3. Selling with Integrity Jain’s approach to sales is simple: don’t oversell, and don’t treat customers like a quick win. His sales strategy focuses on building trust and long-term relationships, ensuring that customers feel valued well beyond the initial sale. “Integrity matters in sales. It’s not about short-term wins but about building relationships that last,” Vineet shared.

The Power of Inside Sales

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:

• Prioritize Product Excellence: Build a solution that truly solves customer problems.
• Focus on Customer Success: Make customer satisfaction your number one metric.
• Maintain Integrity in Sales: Build long-term trust with your customers.
• Leverage Inside Sales: For mid-market companies, inside sales can be more efficient and cost-effective.

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.

Chapters

01:11 - 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 Guest

Vineet 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 Links 

Connect 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:

• Funnel vs. Pipeline: Hamish emphasizes the importance of viewing the sales process as a funnel rather than a pipeline. This approach provides a clearer picture of potential bottlenecks and ensures a healthy flow of opportunities.
• Ideal Client Profile (ICP): A funnel filled with prospects who don’t match your ICP can drain resources and lower win rates. Ensuring alignment on ICP across your sales and marketing teams is essential.
• Qualifying Leads: Jumping to demos too early can lead to wasted effort. Sales teams should focus on gathering information to ensure leads are genuinely qualified before moving them through the funnel.
• Maintaining Funnel Health: A bloated funnel, with too many opportunities stuck in the middle, can signal inefficiencies. Regular reviews and a focus on mutual next steps help keep the funnel flowing smoothly.

Understanding the Sales Funnel vs. Pipeline

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 Leads

The 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 Way

Properly 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 Funnel

A 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:

• Audit Your Funnel: Regularly review your sales funnel to ensure it’s filled with ICP-aligned leads and has a healthy flow from top to bottom.
• Align Sales and Marketing: Ensure that your sales and marketing teams are working from the same playbook when it comes to defining and targeting the ICP.
• Enforce Qualification Rigor: Train your sales leaders to enforce strict qualification criteria to prevent unqualified leads from clogging the funnel.
• Implement Regular Funnel Reviews: Establish a routine for funnel reviews, focusing on opportunities that are stuck and need attention.
• Leverage Data for Forecasting: Use insights from your funnel reviews to improve your sales forecasting accuracy, which in turn will drive sustainable growth.

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 DetailsChapters

00:00 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 Guest

President 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 Experience

Traditionally, 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 Leadership

Sales 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:

• Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.
• Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.
• Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.

Managing the Managers: Who Coaches the Sales Leaders?

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 CEOs

If 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 DetailsChapters

00:02 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 Links 

Check 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 Profile

Kristie 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:

• Effective Candidate Sourcing: Kristie promotes job postings on LinkedIn, uses paid LinkedIn ads, and leverages Slack channels. “I ask my client to post it on their company page on LinkedIn and promote it,” she says. This multi-channel strategy helps gather a substantial number of qualified applicants.
• Streamlined Screening Process: The initial screening process is critical to filter out unsuitable candidates. Kristie’s assistant conducts phone screens to ask about compensation structure, contributions to past organizations, and reasons for leaving previous jobs. They each get a grade. “If they're a nine or ten, they move forward,” Kristie explains.
• Behavioral-Based Interviews and Assessments: Candidates undergo a formal interview and an assessment to validate their skills. “We do an assessment review,” Kristie says, involving the prospective manager in the process. This helps ensure that the candidate is a good fit for the role and the company culture.

The Verbal Offer 

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 Process

Kristie 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:

1. Develop an Ideal Candidate Profile: Define traits of your best sales performers to guide your hiring process.
2. Leverage Multiple Sourcing Channels: Promote job openings widely to gather a substantial number of qualified applicants.
3. Implement a Structured Screening Process: Use consistent, competency-based interviews and assessments to filter candidates.
4. Ensure Effective Onboarding: Develop a detailed onboarding plan to support new hires and integrate them into the team quickly.

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 DetailsChapters

03:25 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 Guest

Kristie 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 Links 

Connect 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

What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea.

In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.

Here’s what you’ll discover:

• David’s journey from sales training to founding Tenbound.
• The significance of pivoting and niching in business.
• Challenges and strategies in building an effective sales team.
• Insights into the evolving landscape of sales technology.
• David’s advice for CEOs on continuous learning and adaptation.

Finding a Niche in Sales Technology

David Dulany, founder of Tenbound, didn't start his career with a clear path to entrepreneurship. Initially working at Achieve Global, a sales and leadership training company, David always had a passion for the tech industry. "I got my foot in the door at Glassdoor when they first started, and we built up the SDR team there," David recalls. His experience at Glassdoor paved the way for his eventual leap into entrepreneurship.

The Accidental Entrepreneur

David describes his entry into entrepreneurship as accidental. "I was between jobs and a friend needed help with his SDR program," he says. This opportunity led to his first client and the birth of Tenbound. David’s story is a testament to seizing opportunities as they come and being open to new paths. "I was really interested in the predictable revenue model, and a lot of things converged at the same time," he notes.

Building Tenbound

Tenbound initially focused on consulting and training services for SDR teams. "We started doing playbooks, training, and consulting with different companies," David explains. The company's growth was largely driven by word of mouth and referrals. "People I had worked with in the past reached out, and that became a source of business," he says.

Pivoting to Sales Technology

The major pivot for Tenbound came with the realization of the growing demand for sales technology tools. "Everybody wanted to talk about the tools," David observes. This led to the creation of a comprehensive database of over 2,000 sales technology tools on Tenbound's website. "We've compiled this database where you can research and look into the best solutions for your sales problems," he explains.

Overcoming Challenges in Hiring

Hiring the right salespeople was a significant challenge for David. "One person can make such a huge difference to your company," he emphasizes. David's approach involved a lot of trial and error, but ultimately, he found success by hiring individuals with a proven track record in sales.

Action Steps for CEOs

1. Embrace Flexibility: Be open to pivoting your business model based on market demands.
2. Invest in People: Hiring the right talent can make a significant impact on your company’s success.
3. Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency.
4. Build a Community: Foster strong relationships with clients and industry peers to create a robust referral network.

David Dulany’s journey with Tenbound highlights the importance of adaptability, leveraging technology, and the power of community in building a successful business. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.

Episode DetailsChapters

00:52 David's Early Career and Foundational Experience

01:59 Introduction to Ten Bound and Its Current Focus

 02:54 David's Career Ride and Transition to Ten Bound

06:03 Becoming an Accidental Entrepreneur

07:54 Initial Hiring and Overcoming Early Challenges

09:12 Strategies in Growing Ten Bound

12:27 Sources of Early Business and Role of Referrals

16:07 Launching Sales Development Conferences

17:39 Realizing the Shift Towards Sales Technology

19:56 Coping with Industry Shifts and Economic Changes

22:47 Building the Market Map and Creating the Directory

25:23 Interaction with Competitors and Future Plans

29:05 Monetization and Customer Engagement

30:53 Sales Strategy and Future Events

32:59 Final Reflections and Key Takeaways 

About Guest

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused on the Sales Technology industry. Tenbound.com lists over 2500 Sales Technology products and services and offers guidance on the best Sales Tech available.

Social Links 

(39) Tenbound: Posts | LinkedIn

(39) David Dulany | LinkedIn

Main List Signup (tenboundplus.com)

Tenbound - YouTube

Tenbound | Facebook

Tenbound (@Tenbound) / X

Tenbound (@tenbound) • Instagram photos and videos

Podcast Supporter Club 

The Sales Development Podcast (spreaker.com)

Check out Alice’s website: https://aliceheiman.com/

Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are equipped for sustained growth and success. Matthew Toth, CEO of C3 Technology Advisors, shares valuable insights from his 15-year journey in building a successful technology consulting firm. Here’s what he’s learned about hiring, training, and retaining top talent.

Building a Foundation for Success

Matthew emphasizes the importance of laying a solid foundation for business success. "Sales is a lagging indicator of just doing the right things," he says. "If you build the right culture, bring on the right people, and have a good strategy, the numbers will follow." He believes that focusing on long-term goals and creating a strong company culture are essential steps toward sustainable growth.

Effective Hiring Strategies

When Matthew decided to start his own business, he knew he needed to hire the right people to grow. His approach to hiring involved planting seeds early. "I started seeding my network with, 'When this thing works out, I'm going to come for you one day,'" he shares. This proactive strategy allowed him to build a pipeline of potential hires who were already familiar with his vision and values.

Matthew's first hire was someone he saw as a perfect fit for his company culture. Despite the initial challenges, he trained this employee by giving him numerous opportunities to engage in real-world sales activities. "I just decided I'm going to go grind this thing out," Matthew recalls. His emphasis on practical experience and on-the-job training helped his first hire become a successful leader within the company.

Training and Development

Training new hires can be challenging, especially without a formal process in place. Matthew's solution was to provide hands-on training through real-world experiences. By involving new employees in client interactions and sales processes, he ensured they gained practical skills and knowledge. "There's no training manual when you hire your first employee," he admits. "But giving them as many at-bats as possible was a great way to learn."

Retaining Top Talent

Retaining top talent is crucial for long-term success. Matthew believes that treating employees well and investing in their development is key. "I measure my success by year-over-year retention of extraordinary people," he says. By creating a supportive and growth-oriented environment, he has been able to maintain a high level of employee satisfaction and performance.

Action Steps for CEOs

1. Build a Strong Foundation: Focus on creating a positive company culture, hiring the right people, and developing a clear strategy.
2. Proactive Hiring: Continuously build a pipeline of potential hires by networking and keeping in touch with talented individuals.
3. Hands-On Training: Provide new hires with practical experiences and real-world opportunities to develop their skills.
4. Invest in Retention: Treat employees well, invest in their development, and create a supportive work environment to retain top talent.

Matthew Toth’s journey from a solo entrepreneur to the CEO of a successful technology consulting firm offers valuable lessons for any leader. His experience underscores the importance of building a strong foundation, proactive hiring, hands-on training, and investing in employee retention. 

To learn more about Matthew's strategies and insights, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for your business journey.

About Guest

I’m the father of one amazing girl, husband to a police officer and founder of C3 Technology Advisors. When I’m not growing C3 into everything it possibly can be, I like to golf, work out, read, and spend time with my friends and family.

I started C3 Technology Advisors in November of 2008. I’ll never quite forget family and friends questioning the wisdom of starting a company just as the economy started to crumble and stalwarts of the banking industry failing left and right. I just had faith that C3 was what I was meant to do. I didn’t want to continue to work for corporate America and be subject to the whims of whoever my next director, VP, or company acquirer would be.

I started this journey 15+ years ago as a one-man band. Today, I'm lucky to be surrounded by 38 incredible consultants, engineers, marketers, project managers, and more who now service clients on a wide range of technologies. I couldn't be any more blessed. I'm committed to building an enduring company that our employees, clients, and other stakeholders can be proud of.

Social Links 

Check out C3 Technology Advisors' website: https://c3techadvisors.com/

Connect with Matthew on LinkedIn: https://www.linkedin.com/in/c3matthewtoth/

Check out Alice’s website: https://aliceheiman.com/

Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In the complex world of company leadership structures, the role of the Chief Revenue Officer (CRO) has sparked debates on its necessity and timing. In this episode of "Sales Talk for CEOs," Alice Heiman dives into the nuances of the CRO role, helping CEOs determine if and when it might be essential for their company.

Deciphering the CRO Role:

The emergence of the CRO role aims to bridge the gaps between sales, marketing, and customer success. Alice Heiman discusses the strategic integration these departments require, emphasizing that alignment is key to fostering growth and customer retention.

When is a CRO Necessary?

Alice points out that not every company needs a CRO immediately. She suggests that the consideration for a CRO often becomes relevant as companies approach or surpass the $50 million revenue mark. For smaller ventures, the CEO often needs to handle these alignments directly.

Action Steps for CEOs:

• Assess Organizational Needs: Analyze whether your current setup effectively supports growth and customer alignment.
• Understand the CRO’s Impact: Consider how a CRO could influence your strategic outcomes.
• Prepare for Integration: Plan how a CRO would fit within your existing leadership framework.
• Educate Your Team: Ensure your staff understands the potential impact of a CRO on the company’s success.

Why Consider a CRO?

Understanding when a CRO is necessary involves recognizing the potential for better strategic alignment across departments that directly influence revenue generation. "The decision to appoint a CRO should be driven by specific business needs, not just industry trends," Alice explains.

Tune Into the Full Discussion:

For a deeper exploration of whether your company could benefit from a CRO, listen to the full episode of "Sales Talk for CEOs." Alice offers detailed advice that can guide your decision-making process about this pivotal role.

Chapters

00:00 Introduction to Sales Strategies

01:45 Evolution of Sales and Marketing

03:13 The Rise of Customer Success

04:37 The C-Level Conundrum

06:12 The Need for a CRO

07:54 CEO’s Role in Alignment

09:36 Creating Synergy for Customer Success

11:08 Evaluating CRO Readiness

Social Links 

Connect with Alice on LinkedIn:

(40) Alice Heiman | LinkedIn

Check out Alice’s website:

https://AliceHeiman.com

What role does vision play in sales and leadership? John Klymshyn, a Navy veteran turned renowned sales coach, author, and speaker shares his insights on how a clear vision can transform sales teams and inspire individuals to achieve greatness. Join us as John discusses his journey, the importance of vision, and actionable strategies for CEOs to lead their organizations effectively.

Vision Precedes Everything

John emphasizes that a clear vision is the foundation of successful leadership. "The first three words in my book on sales management are 'vision precedes everything.' Without vision, the people perish. Our employees are our precious inventory," John explains. A compelling vision inspires individuals to go the extra mile and fosters a sense of purpose within the organization.

Inspiration Over Motivation

According to John, the role of a CEO is not to motivate but to inspire. "Motivation fades, inspiration feeds," he says. Leaders can drive sustained performance and commitment by understanding individual motivations and creatively inspiring their teams. This approach helps individuals connect with the company's vision and see how their efforts contribute to a larger goal.

Precision of Language

Clear and precise language is essential for communicating vision effectively. John advises leaders to start sentences with "Here's where we're headed" to align their teams' focus. "When the vision can be expressed in one sentence, people either buy into it or they don't," he asserts. Precise language ensures everyone in the organization understands and can articulate the vision, leading to better alignment and execution.

Action Steps for CEOs:

1. Develop a Clear Vision: Spend time defining a concise vision for your organization. Ensure it resonates with your team's values and goals.
2. Inspire, Don’t Just Motivate: Understand what drives your team members and use this knowledge to inspire them towards achieving the vision.
3. Use Precise Language: Communicate the vision clearly and consistently. Use language that resonates and inspires action.

John Klymshyn's insights on vision, inspiration, and leadership offer valuable lessons for CEOs looking to drive their sales teams to new heights. Leaders can align their organizations and achieve lasting success by developing a clear vision, inspiring rather than just motivating, and using precise language. 

Listen to the full episode below to gain deeper insights into John’s strategies and experiences. Whether you're a new CEO or an experienced leader, this episode provides practical advice on inspiring and leading your team effectively.

Chapters

01:22 The Importance of Vision

05:10 Articulating Vision

10:18 Crafting a Vision Statement

15:10 Implementing Vision Throughout the Organization

20:23 Vision and Sales Strategy

25:05 Motivating Enterprise Salespeople

29:42 Overcoming Misconceptions About Salespeople

33:26 Engagement and Contribution

38:50 The Lifelong Learner

41:59 The Importance of Retention and Recruiting

44:08 Closing Remarks and Key Takeaways

About Guest

John Klymshyn spends many of his waking hours Coaching “C” Suite Executives... and

those on the path to those roles. Constructing and Maintaining GREAT Teams is his

Focus.

For John: “It’s all about the language!”

John’s clients include: Indeed.com, Four Seasons Hotels & Resorts, The New York

Times, Colliers International, Rent.com (now Apartments.com). Pinehurst Golf resort,

Fish Richardson Law and many more. As a professional speaker, John has spoken in

Mexico City, Cabo San Lucas, Toronto, Montreal, Honolulu, Dublin, Ireland and every

major city in the United States.

He has written 12 books, which have evolved from addressing and exploring creativity, to executive development and leadership of diverse teams. His sales trilogy led to one of his works being translated and published in Russian.

In 2017 Klymshyn collaborated with noted Inventor and Designer Isaac Naor on a

unique work: | STREAM | an Audio – Book, exploring creativity and flow states.

Klymshyn and Terri (his wife of 39+ years) have two grown children, and currently

divide their time between their home in Southwest Idaho and the world’s great wine

tasting rooms.

Social Links 

John Klymshyn Author Page on AMAZON

Find John’s website here: https://www.klymshyn.com/

Connect with John on LinkedIn here: https://www.linkedin.com/in/johnklymshyn/

Check out Alice’s website: https://aliceheiman.com/

Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Leading his company through both triumphs and challenges, Marko, CEO of Jatheon, delves into his experiences, lessons learned, and the unique insights he's gained along the way.

Complex Sales Require Technical Expertise

Marko emphasizes the need for deep technical understanding when selling intricate compliance solutions. Marko states, “In our industry, sales cycles are very long and involve numerous technical evaluations and integrations. Having a technical lead ensures that we can address any technical concerns that arise during the process, providing confidence to our clients and streamlining the sales journey.”

Adapting Through Economic Turmoil

Facing market turmoil and recession, Marko had to downsize and rebuild, showcasing resilience and adaptability in leadership. He recalls, “We went from 32 people down to six. So it wasn't going according to plan. But we were able to get back to a cash flow positive state by 2013.”

Building the Right Team

The journey to finding the right sales team involved trial and error, emphasizing the need for experienced, senior salespeople who understand the intricacies of the industry. Marko shares, “We arrived at our current setup, which is primarily SEO-based and PPC-based inbound leads. They come to our senior account executives. We do not have SDRs in front of them because we found that young sales executives do not help us at all.”

Action Steps for CEOs:

1. Embrace Technical Expertise in Sales: Ensure your sales team includes technical leads to handle complex details and improve the overall sales process.
2. Focus on Resilience: Prepare for economic challenges by having adaptable strategies and a resilient mindset.
3. Invest in Senior Talent: Hire experienced salespeople who can navigate complex sales environments and provide valuable feedback for product development.

Marko Dinic's journey from engineer to CEO of Jatheon offers invaluable lessons for any leader. His experience underscores the importance of technical expertise in sales, resilience in the face of economic challenges, and the critical role of hiring the right team. 

To gain deeper insights into Marko's story and the strategies that have driven his success, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for your own business journey.

 

Episode DetailsChapters

00:49 Overview of Jatheon Technologies

02:52 Early Career and Joining Jatheon

09:33 Navigating Financial Challenges and Reorganization

09:33 Transitioning to CEO and Sales Department Challenges

14:25 Structuring and Scaling the Sales Team

20:34 Lessons from Trial and Error in Hiring

24:30 Remote Work and Open Communication Culture

30:51 Alignment and Continuous Improvement

42:26 Recommendations and Closing Remarks

About Guest

Marko Dinic is an SaaS B2B entrepreneur, investor, and CEO of Jatheon Technologies, a Toronto-based com tech company that is a leader in the archiving and compliance technology sector.

With a sharp focus on innovation and customer-centric solutions, Marko has spearheaded Jatheon’s transformation into a key player in the data archiving space. His strategic vision centers around providing robust and secure archiving solutions that cater to regulated industries, including financial services, healthcare, and government entities. Marko’s leadership is marked by a commitment to delivering technologies that ensure compliance with evolving regulations and enhance operational efficiency. His expertise and dedication have been pivotal in Jatheon’s growth and its ability to help organizations manage their information governance and compliance challenges effectively.

Social Links 

Connect with Marko on LinkedIn: https://www.linkedin.com/in/markodinic/

Connect with Marko on Twitter: https://twitter.com/mdinic

Check out Jatheon’s website: https://jatheon.com/

Follow Jatheon on LinkedIn: linkedin.com/company/jatheon-technologies

Follow Jatheon on YouTube: https://www.youtube.com/@jatheon

Check out Alice’s website: https://aliceheiman.com/

Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/