In this episode, Liz Heiman discusses the importance of having a sales operating system to bring predictability and structure to sales organizations. She emphasizes the need for founders and business owners to understand their sales process and develop a clear vision, positioning, and value proposition. Liz also highlights the role of AI in prospecting and research, as well as the importance of managing cash flow and understanding profitability. She advises business owners to be actively involved in sales and hold their sales teams accountable.

Takeaways

• Developing a sales operating system brings predictability and structure to sales organizations.
• Understanding the sales process and having a clear vision, positioning, and value proposition are crucial for success.
• AI can be used in prospecting, follow-up messaging, and research to enhance sales effectiveness.
• Business owners need to actively manage cash flow, understand profitability, and be involved in sales to ensure success.

Chapters

00:00 Introduction and Background

02:01 The Need for a Sales Operating System

03:18 Understanding Predictability in Sales

06:06 Building Blocks of a Sales Operating System

09:17 The Importance of Vision, Positioning, and Value Proposition

13:17 Managing the Sales Strategy

17:47 The Impact of Sales on Cash Flow

20:46 Utilizing AI in Sales

26:36 The Blind Spot of Business Owners

28:06 The Role of Business Owners in Sales

29:18 Closing and Contact Information

Connect with Liz

LinkedIn: linkedin.com/in/lizheiman

Website: regardingsales.com 

Connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne  

Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en 

Tiktok- https://www.tiktok.com/@thewesleynewhittaker 

Facebook - https://www.facebook.com/transformedsales  

Youtube- www.youtube.com/@wesleynewhittaker 

Twitter - https://x.com/wesleyne  

Website- TransformedSales.com   

Email- [email protected]