In this episode (#35), we talk about The Sales Leader’s Role in the Complex Sale. I think this is an important conversation because it seems to me that you want a balance. Reps have a job to do, which includes closing the business, and at certain points in big deals they may need to bring in bigger guns to help move the opportunity along.
My guest today is Alice Heiman CEO and Founder of Alice Heiman, LLC. Alice and her team helps SMB companies drive sales growth by incorporating the newest research and the best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.
As with so many of my guests, I asked Alice what led her to pursue a career in sales?
Then we discussed the following questions:
- Alice you have a different role in the sales world than most of the people we talk to. Alice told me more about what she does.
- What are the struggles that company leaders are having with sales?
- What is the role of a company leader in sales?
- How can a company leader determine if they have a sales culture that will produce the result they need?
- How can a company leader build a great sales culture?
- What’s the number one thing that a company leader can do to ensure their company gets the sales growth they need?
Another insight packed interview, which I encourage you to listen to and enjoy!
Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.
The Alice Heiman, LLC team helps small and midsize companies drive sales growth by incorporating the newest research and best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.
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