In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. A recent conversation between Alice Heiman and Scott Gillum on "Sales Talk for CEOs" podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can't afford to ignore. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape.

The CEO's Role in Social Media: A Strategic Imperative

The conversation with Scott Gillum reveals a critical insight: "There is a correlation between your online presence and revenue." This simple yet profound statement underscores the importance of a strategic social media presence, not just for the brand but for the CEO personally. It's about being where your customers are, engaging in meaningful conversations, and showcasing the human side of leadership.

Embracing Training and Defining Roles

One of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, "They want training...they want to know how to do it right." This calls for a structured approach to social media engagement, where CEOs and senior management are clear on their roles - be it as content producers, sharers, or supporters. It's about empowering leaders with the skills and confidence to engage effectively, without risking the brand's reputation.

The Power of Authentic Engagement

Gillum's work with a global law firm illustrates the tangible benefits of executive involvement in social media, highlighting "a direct correlation between revenue billings and their online presence and activities." This evidence supports the notion that when CEOs engage online, it not only enhances their personal brand but also contributes significantly to the company's bottom line.

Strategic Content Creation and Distribution

In discussing content strategies, the importance of planning cannot be overstated. Gillum emphasizes the shift towards "planning a quarter out," allowing for higher production quality and more strategic content dissemination. This approach ensures that social media efforts are aligned with overall business goals, making every post part of a larger narrative that drives engagement and leads.

Choosing the Right Platforms and Frequency

The digital landscape is vast, with each platform offering unique advantages. From LinkedIn's professional network to Instagram's visually engaging stories, CEOs need to identify where their audience is most active. However, Gillum warns against over-posting, suggesting that "less is more" when it comes to frequency. The focus should be on quality, relevance, and strategic timing, ensuring that each post adds value to the conversation.

The CEO as a Brand Ambassador

Finally, the discussion touches on the CEO's role as the ultimate brand ambassador. Whether it's championing STEM programs or highlighting community involvement, CEOs have the opportunity to use social media as a platform for sharing what they and their companies stand for. This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike.

In Conclusion

The insights from Alice Heiman and Scott Gillum's conversation serve as a roadmap for CEOs navigating the social media landscape. By embracing training, defining roles, engaging authentically, and strategically planning content, CEOs can leverage social media to enhance their personal brand, amplify their company's message, and ultimately drive business success. The key is to be strategic, authentic, and always aligned with the company's values and goals. In the ever-evolving digital world, the CEO's voice can be a powerful catalyst for growth, innovation, and connection.

Chapters

00:00 Introduction - Dive into the evolution of sales strategies and the need for innovation in today's markets with Scott Gillum.

01:01 Challenges in Sales & Marketing - Scott discusses ongoing issues in sales and marketing, underscoring the importance of continuous improvement.

01:20 Ever-Present Marketing Problems - Revelations on the persistent challenges in the field despite decades of progress.

02:52 Founding Carbon Design - Scott shares the unique inception of Carbon Design, highlighting its people-focused and flexible work ethos.

04:05 Value Proposition Creation - Anecdotes on developing effective value propositions using challenger marketing techniques.

06:29 The Essence of Sales & Marketing - Discussion on the critical gaps between sales and marketing efforts and customer acquisition processes.

08:04 Social Media Strategy for Leads - Insights into using social media for lead generation and the common mistakes CEOs make.

09:56 Executive Reluctance on Social Media - Exploring the challenges CEOs face with personal branding on social media platforms.

11:25 Training Executives for Social Media - The benefits of social media training for senior management and their impact on corporate branding.

12:33 Importance of Online Presence - Highlighting the direct correlation between an online presence and revenue generation.

14:01 High-Quality Social Media Content - The shift toward strategic planning for content creation and distribution on social media.

17:10 Platform-Specific Strategies - Unravel the nuances of different social media platforms for B2B engagement, from LinkedIn to Instagram and beyond.

22:04 Social Media as a Strategic Tool - Advice for CEOs on the strategic importance of social media and tips on content categorization.

25:44 Employee Role in Social Media - Encouraging a company-wide approach to social media participation and the specific roles employees can play.

31:58 CEO Directions on Social Media - Suggestions for CEOs on how to effectively use social media for personal branding and promoting company values.

About Guest

Scott is the Founder and CEO of Carbon Design, a Personality Based Marketing firm. Prior to founding Carbon Design, he was the President of the Washington, DC office for gyro (a Dentsu agency), the world’s largest B2B agency.

His career follows the pipeline. Starting at the bottom closing deals as a sales rep. Then as a management consultant after graduate school, helping clients build sales and marketing channels. Advertising broadened his knowledge and experience in building brands and creating awareness.

Along the way, he’s been the head of marketing for an Inc. 500 company, and an interim CMO for a Fortune 500 company. Today, Scott helps clients improve the effectiveness of their marketing efforts up and down the funnel. From transitioning to digital to finding new ways to communicate, connect, and motivate audiences.

Scott has been a member of the Gartner for Marketing Leaders Council and he writes a monthly column for several publications on business marketing.  In the past, he has been a regular contributor to publications such as Forbes, Fortune, Adage, the Huffington Post and he has contributed to various books on marketing. Currently he writes a monthly column for MarTech. 

Finally, his work on sales and marketing integration was made into a Harvard Business School Case Study and is taught at leading business schools across the nation. 

Connect with Scott on Linked In

(99+) Scott Gillum | LinkedIn

Carbon Design

(99+) Carbon Design LLC: Overview | LinkedIn

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman | Sales Consultant and Strategist for CEOs

In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business. Schmidt's transition from a sustainability advocate to a tech entrepreneur offers invaluable lessons on the intersection of technology, procurement, and sustainable business practices, making her path a beacon for CEOs and leaders aiming to navigate the complexities of modern industries.

A Journey of Resilience and Innovation

At the heart of Schmidt's story is her unwavering commitment to sustainability, which led her to challenge the traditional cost-centric models in procurement. Her philosophy, "What we want to do is to put the right data and insights in front of the strategic buyer...including the quality of what you buy, how it has been produced, and of course, to the right price," reflects a holistic approach to business that balances economic, environmental, and social factors.

Kodiak Hub's utilization of technology to foster transparency and drive change is a testament to Schmidt's forward-thinking leadership. She emphasizes the importance of not just collecting data but using it to identify and act on opportunities for improvement, stating, "One thing is to report and to measure. But if those data points are not used to drive and identify opportunities for change...then what use is it to just report?" This approach underscores the role of technology as a catalyst for meaningful change, beyond mere efficiency gains.

Schmidt's leadership journey is also marked by resilience, particularly in the face of challenges such as the COVID-19 pandemic. Her ability to lead Kodiak Hub to double its growth consecutively highlights the significance of agility and customer-centric innovation in overcoming obstacles. This resilience, coupled with a strategic focus on growth, offers a blueprint for CEOs navigating uncertain times.

Emphasizing Creativity and Innovation in Leadership

A distinctive feature of Schmidt's leadership style is her emphasis on creativity in hiring. By exploring candidates' personal journeys and thought processes, Schmidt seeks to uncover their innovative potential, ensuring that Kodiak Hub's team is not only technically adept but also capable of thinking outside the box to drive sustainable solutions and innovation. This approach to building a team underscores the critical role of creativity in fostering innovation and navigating the complexities of technology and sustainability.

Key Insights for CEOs

Schmidt's journey and leadership at Kodiak Hub offer several key takeaways for CEOs and business leaders:

• Sustainability as a Core Business Strategy: Schmidt's emphasis on sustainability highlights its importance as a competitive advantage and a pillar for long-term business success.
• The Power of Technology for Change: Leveraging technology for transparency and to drive actionable change is crucial for modern businesses aiming to stay ahead.
• Resilience Through Innovation: Schmidt's ability to guide her company through challenges underscores the importance of innovation and customer-centric approaches in ensuring business continuity and growth.
• Creativity in Leadership: Valuing creativity in the hiring process ensures a team capable of innovative thinking and problem-solving, key components for addressing today's complex business challenges.

For CEOs and business leaders looking to embrace sustainable business practices and navigate the complexities of modern supply chains, Malin Schmidt's insights provide a roadmap for leveraging technology, understanding buyer needs, and prioritizing sustainability to drive business growth and innovation. Her journey from a sustainability advocate to a leading CEO in the tech space is not just inspiring but also offers practical strategies for leadership in the 21st century.

About Guest

Malin Schmidt, a seasoned SaaS B2B entrepreneur, seamlessly blends her expertise in Operations, Supply Chain Management, and SustainTech to reshape global business collaborations. Malin stands at the forefront of innovation in the realm of Supplier Relationship Management (SRM) software as the Founder and CEO of Kodiak Hub. Recognized as one of the Top 100 most influential Women in Supply Chain, Malin has carved an indelible mark in the industry by steering Kodiak Hub to unprecedented success. 

For Malin, the creation of Kodiak Hub represents the most rewarding and enjoyable venture in her career. With a mission to assist brands in developing sustainable supply chains at scale, Kodiak Hub, under Malin’s guidance, has become synonymous with innovation and excellence in the industry. She emphasizes the importance of balancing expansion with consolidation in her business building, to ensure organizational scalability and sustainable modes of operating.

Her continuous mission is to develop the Kodiak Hub platform to consistently surprise and delight users, delivering top-line value for large enterprises and solving the challenges residing in global supply chains.

Social Links 

Connect with Malin on Linked In

(99+) Malin Schmidt | LinkedIn

Check out Kodiak Hub's Website:

Kodiak Hub | Supplier Relationship Management Platform

(99+) Kodiak Hub: Overview | LinkedIn

Kodiak Hub on YouTube:

Kodiak Hub - YouTube

Connect with Alice on LinkedIn:

(4) Alice Heiman | LinkedIn

Check out Alice's website:

Alice Heiman | Sales Consultant and Strategist for CEOs

In an insightful episode, Alice welcomed influence expert Matt Brown to explore how CEOs can leverage their influence for meaningful change. Having founded 14 companies and hosted over 850 podcast episodes, Brown shared his profound insights on leveraging influence to drive positive change within and beyond your organization.

The True Essence of Influence

"Influence is the current and future currency of business leadership," Matt Brown said, challenging the term's misconceptions. Unlike influencer marketing, which often lacks authenticity, Brown emphasized that genuine influence is about elevating others, not yourself. Your influence should aim to build better teams, enhance business operations, and scale brand presence in ethically responsible ways.

Navigating the Digital Influence Landscape

Social media has transformed how CEOs can use influence to create change and excel in business. Brown highlighted the importance of creating a credible digital presence, describing it as a collection of "credibility signals" that potential clients, partners, and top talent seek when evaluating a leader's trustworthiness.

Thought Leadership’s Impact:

Brown delved into true thought leadership, urging CEOs to share non-obvious, evidence-based insights. "True thought leadership is where you paint a nonobvious, evidence-based view on a problem," he explained, encouraging leaders to solve real-world problems and share those solutions to establish authority and influence in their industries.

Key Takeaways for CEOs

• Start with Authenticity: Influence should be ethical and authentic; focus on uplifting others, not self-promotion.
• Leverage Thought Leadership: Share unique, evidence-based insights on relevant topics to assert authority and foster trust within your industry.
• Take Action and Improve: Brown's parting advice to CEOs is straightforward yet powerful: "Choose to start today." Whether writing a book, starting a podcast, or enhancing internal communications, the key is to take decisive action and continuously strive to improve.

Start Today

Matt's parting message is clear: "Choose to start today." Whether it's enhancing digital presence, sharing thought leadership, or improving internal communications, the key is taking action.

Discover how to harness the power of influence to drive positive change within your organization and beyond; watch the full episode below, and don’t forget to hit that subscribe button! 

Chapters

0:03:26 Definition of influence and the difference between positive and negative influence   

0:09:57 The impact of digital influence on sales and trust   

0:12:57 The importance of using assets as a CEO to influence prospects and employees   

0:13:50 The significance of internal communication in maintaining a strong company culture   

0:16:00 The value of telling the company's story internally and externally   

0:18:42 The impact of onboarding and internal communication on driving culture   

0:21:11 Additional strategies for CEOs to improve their digital influence   

0:25:25 The significance of solving a problem and offering proof to influence others   

0:26:26 Utilizing podcasts and writing a book to increase influence   

0:28:46 Focus on doing things more and better

About Guest

Matt Brown is a veteran founder and entrepreneur zealously dedicated to aiding, entrepreneurs, CEOs, business leaders and the broader business community in fostering positive change. A veteran founder of 14 companies across a span of 25 years, successfully exiting multiple businesses.

In the limelight as the host of the globally celebrated Matt Brown Show, Matt has steered over 850 episodes to success, making it a powerhouse of insights with millions of downloads. Recognized for his superpower of compelling business leaders to reveal their well-guarded secrets, he has crafted a network unmatched in depth and diversity, hosting a sterling array of guests including billionaires from six continents, New York Times best-selling authors, navy seals, prominent professors, scientists, and a legion of business thought leaders.

The show has now grown into a repository of high-value content, syndicated on platforms like Amazon Prime and the Roku Streaming TV Network.

Matt is a 3x Amazon Best Selling author, with accolades including, “Your Inner Game", “Secrets of #Fail”, and “Secrets of Influence” which have established him as a significant voice in the entrepreneurial world, a reputation cemented by recognitions such as being named among the Top 25 Most Influential People in Technology by CIO Views magazine and finding a place in Fast Company Magazine's list of Most Influential People in Business.

Matt is also known for his leadership interventions, where through professional speaking, master classes and personalized coaching sessions, he shares the wealth of knowledge accumulated over years of hands-on experience. All these initiatives stem from a driven desire: to usher a positive change in the business world, one startup, one leader at a time.

The mission is clear— to facilitate the growth of aspiring entrepreneurs and business leaders, steering them towards creating a meaningful impact in the world.

Social Links 

Connect with Matthew Brown on LinkedIn:

(3) Matt Brown | LinkedIn

Link to the Matt Brown Show:

Telling the stories of influencers and business thought leaders, one conversation at a time. - The Matt Brown Show

Link to Secret of Influence:

Amazon.com: Secrets of Influence - Proven Strategies for Business Leaders to Unlock Genuine Digital Influence eBook : Brown, Matthew: Kindle Store

Link to Secret of #Fail:

Secrets of #Fail - Stories, Insights, and Lessons from the Hidden Failures of Entrepreneurs: Brown, Matt: 9798861989114: Amazon.com: Books

Link to Your Inner Game: 

Your Inner Game - 12 Principles For High Impact Entrepreneurs: Brown, Matt: 9780639955803: Amazon.com: Books

Connect with Alice on LinkedIn:

(4) Alice Heiman | LinkedIn

Check out Alice's website:

Alice Heiman | Sales Consultant and Strategist for CEOs

In a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways:

1. Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future.
2. Greatness Breeds Success: Acknowledging past achievements is the true measure of success. Reflecting on the times when you've outdone yourself helps predict future success.
3. Leadership and Appreciation: As leaders, appreciating ourselves and our teams is crucial. It sets an example for others and drives sales, scales businesses, and focuses on what truly matters—customer satisfaction and employee engagement.
4. It's Simple and Cost-Effective: Appreciation doesn't have to be grand gestures. Simple acts like handwritten notes, thoughtful gifts, or spending quality time can go a long way in showing appreciation.
5. Building a Culture of Appreciation: To foster a culture of appreciation, start with yourself, appreciate your team, and encourage others to do the same. It creates a positive atmosphere that benefits everyone involved.

Alice Heiman's insights highlight the transformative power of appreciation in business. Take the time to appreciate yourself, help others do the same, and share appreciation with those around you. It's a simple yet powerful practice that can elevate your business to new heights.

If you found these insights valuable, be sure to listen to the full podcast for a deeper understanding of the topic. Don't forget to like and subscribe for more thought-provoking discussions on "Sales Talk for CEOs."

Chapters

01:27 Importance of taking time to appreciate and celebrate successes   

02:47 Deep appreciation helps build momentum and confidence   

03:56 Recommendation to read the book "Ten X is Easier Than Two X"   

05:29 Being great as a leader benefits others and brings success   

06:46 Need to appreciate and celebrate team achievements   

08:05 Ways to appreciate oneself and others in the company   

09:31 Understanding how individuals like to be appreciated   

10:50 Suggestions for showing appreciation: handwritten notes, asking preferences   

Connect with Alice on LinkedIn:

(2) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman | Sales Consultant and Strategist for CEOs

Imagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that. Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.

The Catalyst for Change: Pivoting in a Pandemic

Harris's tenure at Challenger began amidst the pandemic. She was met with the daunting task of revitalizing a company that was "dead in the water" due to the pandemic-induced halt in its traditional training services. Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger's training could be met despite the constraints of the global crisis.

One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. This included optimizing the company's website for SEO, engaging in social selling, and rebranding Challenger as an innovative tech company, thereby widening its appeal to include SMB and mid-market customers alongside its enterprise clientele.

Strategic Sales Team Restructuring

Harris didn't stop at marketing transformations. She meticulously restructured the sales team to better align with customer segments, differentiating between new logo acquisition and existing account management. This strategic segmentation enabled Challenger to tailor its approach to various customer needs more effectively, showcasing Harris's keen understanding of the nuances in customer buying processes.

Key Takeaways for CEOs:

Andee Harris's journey with Challenger Sales Training Company offers invaluable lessons for CEOs navigating their businesses through uncertainty:

1. Embrace Agility: The swift pivot to virtual and e-learning platforms was a testament to the importance of agility in business. CEOs should be ready to adapt their product delivery to meet customer needs, regardless of external pressures.
2. Demand Generation is Key: Harris's focus on building a demand generation engine highlights the critical role of marketing in driving growth. CEOs should ensure their companies have robust strategies for lead generation and brand positioning.
3. Strategic Sales Team Structure: Tailoring sales strategies to customer segments can significantly enhance effectiveness. CEOs should consider how their sales teams are structured to best meet the diverse needs of their clientele.
4. Customer-Centric Approach: Above all, Harris's strategies were rooted in a deep understanding of customer needs and buying behaviors. CEOs should maintain a laser focus on serving their customers in the manner they prefer, ensuring success and satisfaction.

Andee Harris's CEO journey, is a compelling case study on leading with resilience, innovation, and an unwavering focus on customer needs. Her success in transforming Challenger amidst unprecedented challenges offers inspiration and practical advice for CEOs looking to navigate their companies through turbulent times.

For a deeper dive into her strategies, challenges, and the innovative steps she took to transform Challenger, watch the full episode and subscribe to our channel!

Chapters

02:55 'Andee's decision to become CEO of Challenger after selling High Ground'

06:17 'Transition of Challenger's founders and how opportunity came Andee's way'

08:43 'Overcoming the absence of demand generation and marketing at Challenger'

10:42 'Andee's strategy for developing lead generation and hiring new sales talent'

13:19 'Fastest path to lead generation and impact on sales processes'

16:25 'Upscaling sales talent and adapting to remote selling during Covid'

17:08 'Recruiting the right salespeople and providing sales training under unique circumstances'

18:52 'Segmenting the sales team according to customer needs and buying processes'

21:06 'Finding the right sellers to handle segmented customer groups'

22:47 'Aligning the structure of the sales team with customer acquisition and growth strategies'

23:17 'Adapting to customer buying preferences and servicing key accounts'

25:03 'Ongoing growth and hiring for the sales team at Challenger'

26:01 'Training focus for sellers on understanding and addressing customer indecision'

27:24 'Real-world impact of Challenger selling philosophy beyond sales'

28:20 'Looking forward and recognizing the power of partnerships and integrations'

32:33 'How the new Salesforce app will enhance the sales process with Challenger methodology cues'

About Guest

Andee Harris is the CEO of Challenger. A proven leader, Harris brings more than two decades of experience in growing and scaling service and technology businesses. She has previously led multiple companies, both as CEO and Senior Vice President, through periods of rapid revenue growth, critical fundraising and successful acquisition. 

She is an unstoppable, successful business builder, right brain thinker in a left-brain world. She is known for clearing pathways by connecting data and people. Andee is an Adjunct Professor at Kellogg School of Management, sharing her entrepreneurial wisdom in the course, Launching and Leading Startups. She is a highly regarded technology thought leader with broad expertise in market share growth, business development, multi-channel marketing and revenue management. 

Andee is a member of YPO Chicago and a board member to Bonfire, Chicago Ideas Week, Lyft Community Board and The Lurie Children’s Hospital Strategic Founders. She lives in Lincoln Square with her husband, two teenagers and black lab. She is an avid traveler and loves to cook and be outdoors.

Social Links 

You can learn more about and connect with Andee Harris in the links below.

Challenger:

The Challenger Sale | Sales, Marketing, & CS Approach (challengerinc.com)

Winning The Challenger Sale podcast:

Winning the Challenger Sale - Sales Podcast | Challenger Inc

Andee on LinkedIn:

(99+) Andee (Weissman) Harris | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman | Sales Consultant and Strategist for CEOs

Growing your business by doing an exceptional job is something that Alice’s guest Justin Rende knows well. This may be overlooked by those companies with a race to land new logos. Having referenceable customers can help you grow your sales. In fact when you do an exceptional job, without prompting, your customers will tell others. But that won’t fuel all the growth you need. You might have to become a bike messenger and start dropping off packages. When Justin decided to branch out he focused on startups.  Learn how Justin messengered his way into startups all over New York City and how that grew his sales before hiring a team of sellers.

Chapters

02:38 Justin's journey from a consulting firm to starting his own business, Rhymetec

03:24 The concept and process of penetration testing

04:35 How successful penetration tests led to a referral and the start of Rhymetec

05:34 The opportunity that prompted Justin to start his own business

06:35 Justin's steps to become a CEO practically overnight

07:03 Gaining the first prominent client and the growth following that

08:57 The importance of doing a great job and how it led to a snowball effect in business growth

10:40 Justin's strategies for scaling the company, hiring new talent, and the responsibilities they brought in

17:39 The transition from bike deliveries to a global sales approach

18:23 The training and responsibilities of hired CSOs and their role in sales and customer success

20:05 Outreach strategies to engage technology startups

23:30 Justin's unique approach using personal touches in sales outreach and its impact

26:58 The evolution of sales tasks and hiring a sales team to support business growth

32:06 Discussion on the growth of the go-to-market team beyond initial outreach methods

34:49 Key takeaways on the importance of hiring people with the right mindset in sales

About Guest

Justin Rende is the Founder and CEO of Rhymetec, a cybersecurity firm providing cybersecurity, compliance and data privacy needs to SaaS companies. With over 20 years of experience in cybersecurity, Justin has focused exclusively on developing the most innovative and customizable cybersecurity solutions for modern SaaS-based companies.

Social Links 

Connect with Justin

• LinkedIn: https://www.linkedin.com/in/justin-rende/
• Twitter: https://twitter.com/rhymetec
• Facebook: https://www.facebook.com/RhymetecCyberSolutions

Connect with Alice

• LinkedIn: (3) Alice Heiman | LinkedIn
• Website: Alice Heiman | Sales Consultant and Strategist for CEOs

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Alice Heiman’s latest guest, Gretchen Gordon, author of "Happy Sales Manager" and President of Braveheart Sales Performance, shares her profound insights on empowering sales teams to excel in any economic climate.

Episode’s Key Takeaways:

Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust plans to adapt and thrive regardless of market conditions.

Strategic Sales Planning: It's not just about the numbers; it's about understanding the market, retaining customers, and fostering growth through value-driven relationships.

Mindset and Skills: A winning sales team is built on a foundation of confidence, business acumen, and the ability to act as trusted advisors to their customers.

Curious about transforming your sales team and leading them to new heights Watch the full episode below for a deep dive into Gretchen's strategies for stellar sales leadership.

Chapters

02:17 - Anticipating 2024's Economy: Evaluating economic predictions for 2024's potential challenges and opportunities.

08:35 - Gaining More Market Share: Tactics for sales leaders to expand market share in fluctuating economic conditions.

14:29 - Effective Market Positioning: Discussing strategies to stand out in the market for enhanced sales results.

18:29 - Customer Retention Strategies: Techniques for retaining customers by showcasing value and differentiation.

25:35 - Elevating Sales Roles: Transforming sales teams into trusted advisors and industry peers.

28:20 - Boosting Sales Confidence: Overcoming confidence barriers in sales through practice and support.

32:13 - Sales Attitude and Impact: The influence of mindset on sales effectiveness and client interactions.

38:05 - Leveraging Referrals: Using existing networks for referrals to new customer segments.

40:56 - Responsive Sales Planning: Adapting sales goals and methods to align with economic shifts.

42:47 - Leadership in Sales: Balancing tactical skills and mindset for optimal sales leadership.

When it comes to leading sales teams, it's about balancing the trio of acquiring new customers, ensuring customer retention, and driving growth. As Gretchen eloquently puts it, being a sales leader is about "driving sales and leading teams with ease and fun."

For more insights on sales leadership and how to empower your team for success, subscribe to The Sales Talk with CEO’s podcast.

About Guest

Gretchen Gordon is the author of "Happy Sales Manager" and the President of Braveheart Sales Performance. With over 14 years of experience, she helps salespeople and leaders excel in any economy.

I am an author, keynote speaker and I lead a team of experts who cultivate sales teams so sellers can sell and leaders can lead. 

We focus on People, Processes, and Pipeline to accelerate sales and profits and transform organizations permanently.

You can learn more about and connect with Gretchen Gordon in the links below.

Connect with Gretchen on LinkedIn:

(99+) Gretchen Gordon | LinkedIn

Check out Braveheart's website:

Braveheart Sales

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman | Sales Consultant and Strategist for CEOs

Forget the traditional sales pitch; it's all about relationships and networks. This was the sage advice from Eduardo Coll, when he talked with Alice on "Sales Talk for CEOs." His innovative approach to business growth, focusing on conversational selling and leveraging networks, provides a fresh perspective for CEOs and entrepreneurs.

Embrace Conversational Selling

• Relationships Over Sales Pitches: Eduardo's team showcases the effectiveness of building connections first, without immediately pushing for a sale. This approach fosters trust and opens doors for genuine business opportunities.
• Solving, Not Just Selling: Focus on understanding and solving client problems rather than just selling a product or service. This shift in approach can create more impactful and lasting client relationships.

Leverage Your Network for Expansion

• Tap into Personal Connections: Eduardo stressed the significance of utilizing personal and professional networks, particularly in a business's early stages, as a more effective strategy than traditional sales methods.
• Empower Your Team in Sales: Encourage every team member to see themselves as potential contributors to sales, utilizing their unique networks and connections.

Key Takeaways for CEOs

1. Prioritize Relationship-Building: Train your sales team to focus on establishing relationships first.

2. Maximize Your Network: Use your personal and professional networks to identify potential clients and opportunities.

3.Encourage Team-Wide Sales Contribution: Foster a culture where all team members can aid in sales through their networks.

"Forget that you need to sell and start focusing more on the relationship... that's a better start," Eduardo advised, highlighting a pivotal shift in sales strategy.

Eduardo's methods remind us that in today's business landscape, success is as much about how you connect and whom you know as what you sell.

Chapters

01:18 The importance of sales-driven growth and funding through growth   

03:23 Importance of building relationships and focusing on problem-solving   

11:57 The importance of having a team of partners with complementary skills   

15:17 Initial sales strategies, focusing on referrals and leveraging contacts   

18:34 The value of a strong network in generating leads   

22:30 Transitioning from founders doing all the selling to hiring salespeople   

24:08 Having a lead flow before hiring salespeople   

26:31 Hiring salespeople through personal connections and trust   

32:17 Discussion on when to involve senior executives in sales process   

36:08 Challenges of finding clients through digital marketing for service companies   

About Guest

Eduardo, or Edu, as he prefers to be called, is a Systems Engineer specialized in business and agile methodologies and has 22 years of experience in the IT industry as a developer, a manager, a director and most recently, as co-founder of 2 companies, Incutex and Exomindset. 

In 2019, he founded exomindset.co with a partner to provide local and international clients with software engineering and development services, his belief was that teamwork and agile methodologies could overcome any cultural and language barriers, that coding is universal. He speaks Spanish and English fluently as well as some Portuguese and while he’s immensely proud of his home country, Argentina, his knowledge of the culture of other countries makes him perfectly suited to run a company that works with clients from many different parts of the world.

Connect with Eduardo on LinkedIn

(99+) Eduardo Coll | LinkedIn

https://www.linkedin.com/company/exo-mindset

About Company

Software Development Company | ExoMindset

https://clutch.co/profile/exomindset

About Alice

Connect with Alice on LinkedIn

(99+) Alice Heiman | LinkedIn

Alice's Website

Alice Heiman | Sales Consultant and Strategist for CEOs

This week Alice shares her reflections after having time to think during the holidays. 

In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do.

She talks about how CEOs need to stay in their genius zone and find others to do the rest. It’s tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best. 

As CEOs you always have so much going on and most of you are still heavily involved in sales as well. Alice points out that you need to start to think differently about your time. 

In this episode she recommends that you drink your coffee while it’s hot.

Chapters

00:53 Importance of using time effectively as a CEO   

01:34 Being a better leader and supporting sales strategies   

02:23 Metaphor of drinking coffee while it's hot  

03:36 Taking time to enjoy and savor the moment   

04:45 Tips for keeping coffee hot and writing things down   

06:00 Importance of morning rituals and self-care   

Social Links 

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman | Sales Consultant and Strategist for CEOs

Summary

Laura Gassner Otting, TEDx speaker and author of Wonderhell: Why Success Doesn’t Feel like it Should . . . and What to do About it, had an insightful conversation with Alice. Her career has spanned from a pivotal role in Bill Clinton's White House to achieving entrepreneurial heights. Laura and Alice discussed the concept of "Wonderhell," which most CEOs know well, it’s where the exhilaration of success is entwined with the challenges it brings and the feeling of wanting more. 

This episode offers a unique opportunity to gain insights from Laura's diverse experiences, shedding light on the complex dynamics of ambition, success, and the resilience required to thrive in leadership roles.

Exploring "Wonderhell"

Laura's journey through the highs of achievement and the lows of pressure showcases the duality at the heart of success. "Wonderhell" is not just about reaching the peak; it's about thriving amidst the challenges and relishing the journey. 

Laura shares, "I wrote Wonderhell because I found myself in it.” She reveals, “I was filled with imposter syndrome and anxiety and uncertainty and doubt and envy and exhaustion and burnout. And I was like, it's kind of horrible. Now, I'm stuck with the burden of my potential." 

She knew she had to figure it out and the book is the result of that.

Key Insights from this episode:

• Embracing Ambition: Laura encourages CEOs to see ambition as a catalyst, not a flaw. It's the fuel that drives us towards greater heights. She states, "Embrace your ambition... It's okay for me to want more, that's totally cool."
• Success Beyond Finances: Success isn't just measured in dollars. Laura places immense value on personal relationships and internal fulfillment. She remarks, "I am proudest of the relationships that I built and deepened with my kids, my husband, and my friends."
• Emotional Balance: Achieving success brings a spectrum of emotions. Laura's approach is about finding an equilibrium between excitement and the anxieties that come with leadership. She advises, "Get comfortable being uncomfortable... understand that this is not the now; it's actually the new normal."
• Strategic Focus and Delegation: As a CEO, Laura highlights the importance of focusing on tasks unique to your skillset and delegating to others to enhance efficiency and satisfaction. Laura elaborates, "The highest and best use of your time is to do what only you can do."

Embracing the Journey

Laura Gassner Otting teaches us that success is more than a destination; it's a continuous process of growth, challenge, and self-discovery. Her journey from the White House to entrepreneurship exemplifies the nuanced nature of leadership and the importance of embracing every part of the journey.

Have you experienced your own version of "Wonderhell"? I’d love to hear from you. Join the discussion in the comments below.

Chapters

08:18 - Valuing Achievements Before Chasing Next Goals

11:47 - Shifting Leadership Mindset to Positivity

14:47 - Leveraging Intentional Focus for Opportunities

18:12 - Prioritizing Culture for Business Success

22:31 - Empowering Teams with Strategic Questions

23:57 - Scaling Insights from '10x is Easier Than 2x'

26:13 - Balancing CEO Ego with Effective Leadership

30:28 - Importance of CEO-Audience Engagement

34:07 - Embracing Ambition and Overcoming Doubts

38:06 - Focusing on Long-term Business Trajectory

42:57 - Balancing Business and Personal Life Priorities

About Guest

Laura’s secret superpower is seeing your greatness and reflecting it back on you, so that you can get “unstuck” — and achieve extraordinary results. 

A frequent contributor to Good Morning America, the TODAY Show, Harvard Business Review, and Oprah Daily, Laura is the Wall Street Journal Bestselling Author of three books, Wonderhell, Limitless, and Mission-Driven. Laura’s 30-year resume is defined by her entrepreneurial edge. 

She served as a Presidential Appointee in Bill Clinton’s White House, helping shape AmeriCorps; left a leadership role at respected national search firm to expand a tech start-up; and founded, ran, and sold her own global search firm, partnering with the full gamut of mission driven corporate and nonprofit executives. 

Laura is turned on by the audacity of The Big Idea and that larger-than-life goal you just can’t seem to shake. She’s an instigator, motivator, and provocateur, and she’s never met a revolution she didn’t like. Just ask her enduringly patient husband, two almost-grown sons, and two troublesome pups with whom she lives outside of Boston, MA.

Social Links 

You can learn more about and connect with Laura Gassner Otting in the links below.

Connect with Laura on LinkedIn:

(99+) Laura Gassner Otting | LinkedIn

Check out Laura's website:

Laura Gassner Otting

You can learn more about and connect with Alice Heiman in the links below.

Laura's TED talk:

Laura Gassner Otting: Why doesn't success bring happiness? | TED Talk

Wonderhell and Limitless:

Books — Laura Gassner Otting

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

In the ever-evolving world of B2B sales, few stories are as compelling as that of Guillaume Moubeche, CEO of Lempire. Guillaume or “G” as his friends call him is one of the happiest, most friendly CEOs you will come across. But don’t let that fool you, he’s one determined founder. 

When he realized how hard it was going to be to raise money he completely changed his focus to the customer and it worked. But that’s not all, he got out there and made himself known. Using a live show on Facebook and his LinkedIn profile, he connected, helped and collected fans. 

His innovative tactics drove so much interest that he didn’t miss that investor money he decided to quit chasing. 

In this episode G tells Alice about the innovative ideas and unique approach he took to B2B sales. He practices what he preaches and is a living example that what he sells works. 

Why CEOs Should Listen:

• Blueprint for Bootstrapping Success: Discover Moubeche's strategies for starting from scratch and scaling to millions without external funding.
• Personalized Sales Tactics: Learn how personalization and building trust can transform your sales approach.
• Entrepreneurial Insights: Gain insights on how to nurture an entrepreneurial spirit within your sales team for unparalleled results.

Episode Chapters:

[02:12] The Genesis of Lempire: Charting the Birth of a Sales Revolution

[06:02] The Power of Personalization: Shaping a Human-Centric Sales Approach

[14:20] Building a Dynamic Sales Team: From Solo Efforts to Collaborative Success

[20:58] Scaling Sales Operations: Evolving Strategies for Business Growth

[35:47] The Inbound Advantage: Mastering the Art of Customer Attraction

[41:30] Fostering Customer Trust: The Core of Successful Sales

For a comprehensive understanding of each chapter, tune in to the full podcast.

—-------------------------

About Guest

👋 I'm G., and here's my story in a nutshell:

\- Founded 2 businesses: one sold at $600k ARR, the other valued at $150M+

\- Authored a book - "The $150M Secret"

\- Featured in 200+ media outlets

📈 $0-$20M ARR in 5 yrs without funding with lempire (lemlist, lemwarm, taplio, tweethunter, lemcal)

💸 Sharing my learnings on Profit-led Growth: the only resource you need to grow a profitable SaaS business

What you'll get by following me:

🚀 Actionable tips to grow a profitable SaaS business

🔥 Transparent & actionable advice, no fluff

💼 Exclusive updates on lempire’s growth

Ready to adopt a profit-led growth approach and bootstrap the SaaS of your dream? 

I’ll be posting business growth tips and tricks - so hit that “Follow” button!

Peace, love & profit ✌️

Social Links 

Connect with Guillaume Moubeche On Lempire's official website:

lempire - Building the Future of Relationships

Connect with Guillaume on LinkedIn:

(99+) Guillaume Moubeche | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

Every CEO's journey is unique, but few are as eye-opening as moving from the structured world of corporate to the unpredictable realm of startups. This is the path William Gilchrist, CEO of Konsyg, shares on Sales Talk for CEOs with Alice Heiman. His experience unveils not just the challenges but also the vital strategies he learned for thriving in a startup environment.

In this episode, you’ll learn:

• Adaptability: Gilchrist's shift from corporate to startup highlights the need for flexibility and a diverse skill set.
• Honesty in Sales: A straightforward approach to client communication builds trust and long-term relationships.
• Networking: Effective networking is key to opening doors and driving growth.
• Team Building: The importance of assembling a team that shares your vision and commitment.
• Client Management: Strategies for successfully onboarding and managing clients to ensure continuous success.

Episode Chapters:

• [00:01:22] From Corporate to Startup: Embracing New Challenges
• [00:05:24] Laying the Groundwork: Overcoming Early Hurdles
• [00:10:19] The Power of Connections: Networking for Success
• [00:24:49] The Trust Factor: Fostering Honest Client Relationships
• [00:29:33] Scaling New Heights: The Growth of Konsyg

Curious about how Gilchrist navigated these critical steps in his journey? Listen to the full podcast for an in-depth understanding of each chapter.

About Guest

With an expansive career spanning over 15 years in technology sales across North America, Europe, the Middle East, and Asia-Pacific, William stands as a global authority in the field. He possesses a B.A. in International Relations from Bowdoin College, a TEFL Certification from GLV Zhuhai / 平和英语学院, and dual Mandarin certifications from Cornell University and Beijing University / 北京大学.

William's journey began in Shanghai's bustling corporate scene, serving as a Media Relations Manager for Wai White Dragon, a distinguished publication for the city's crème de la crème. Subsequently, he shifted gears, taking on the mantle of Director of Admissions and College Planning at Chicago's Hales Franciscan High School. Here, he was instrumental in rejuvenating the admissions department, crafting strategies to enhance enrollment from a specific demographic within the Chicago region. His next endeavor led him back to Asia, where he bolstered business development efforts in Singapore for TSL Marketing, orchestrating lead generation campaigns in both English and Mandarin for elite tech enterprises across J-APAC.

William's prowess was soon recognized by tech giant, Google. As their Regional New Business Sales Manager for Asia-Pacific. He transitioned to the APAC Knowledge Manager role, emphasizing training and quality assurance for regional and international endeavors. William's sales spirit later propelled him to oversee Outbound Sales Teams for TradeGecko (acquired by QuickBooks) and MyDoc, both trailblazing startups based in Singapore.

Currently, as the visionary Founder of Konsyg, William oversees comprehensive sales processes for Enterprises and SMEs on a global scale.

Social Links 

Connect with William Gilchrist On Konsyg's official website:

On-Demand Sales Solutions for Global Businesses | Konsyg

Connect with William on LinkedIn:

(99+) William Gilchrist | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

Imagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he’s here to share his groundbreaking journey with us. 

In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights. 

This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making and innovative business growth.

Why CEOs Should Listen:

• Strategic Utilization of Consumer Data: Embrace the transformative power of consumer data in shaping business strategies.
• Business Agility: Learn from Jonathan’s journey about the importance of agility and responsiveness in today’s business world.
• Sales Team Optimization: Gain insights into assembling a sales force that resonates with your company’s mission and market needs.
• The Essence of Entrepreneurial Spirit: Discover the significance of resilience and creative thinking in driving business growth.

Chapters

00:03 The Changing Face of Sales in Business

01:29 The Genesis of Affinity Solutions

04:21 From Inflatable Potties to Data Pioneers

08:04 Pivoting to a Winning Strategy

13:06 The Rise of Card-Linked Offers

22:05 Building a Robust Sales Team

29:54 Achieving Product-Market Fit

39:14 Verticalizing for Success

Listen to the full podcast for an in-depth understanding of each chapter. Listen Now

About Guest

Jonathan Silver is the Founder and CEO of Affinity Solutions, the leading consumer purchase insights company focused on outcome-based solutions. 

Affinity provides comprehensive purchase insights and media measurement via exclusive, fully permissioned real-time, consumer purchase data, integrated with key ecosystem partners. This allows for seamless, privacy-centric, data access at an unprecedented scale. Affinity powers solutions for financial institutions, marketers, investment firms, consulting firms, and media & marketing enterprises by providing real-time demand signals and insights on consumer spending which drive high-value decisions that lead to better business outcomes.

Silver’s vision for Affinity is to transform data insights into experiences that improve people’s lives. He is a graduate of Wharton and the University of Pennsylvania School of Engineering. 

Social Links 

Connect with Jonathan Silver on Affinity Solutions official website:

Consumer Purchase Data Tools - Affinity Solutions

Connect with Jonathan on LinkedIn:

https://www.linkedin.com/in/jonathan-silver-33b456/

Link to CNBC Squawk Box 

https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new-cnbc/nrf-retail-monitor-tracking-card-transactions.html

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

Have you ever wondered why, despite having amazing products, customers still struggle to understand your company's value?

April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. 

Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, leading to misalignment and missed opportunities. April highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player.

The episode underscores the common disconnect between how companies perceive their products and how customers understand them. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. And describes in her second book, Sales Pitch, how to translate the marketing work done for positioning into sales speak. 

April advises CEOs to routinely reassess their company's positioning, even if it seems satisfactory, to ensure alignment with market realities. She stresses the need for a cross-functional team approach to redefine positioning involving sales, marketing, and product teams. 

The episode serves as a crucial reminder for CEOs and sales leaders of the importance of clear and strategic positioning in today's competitive market. April Dunford's insights offer valuable guidance on how to approach this process thoughtfully and effectively to drive business growth and customer satisfaction.

This podcast is a must listen and her books are both must reads. 

Chapters

05:26 Lack of methodology and squishiness surrounding positioning in marketing

0:09:02 Naming of April Dunford's books: "Obviously Awesome" and "Sales Pitch"

11:12 Importance of aligning positioning with customer perception

14:01 Components of positioning: competition, differentiation, value, customer, 

market

19:07 Example of a company positioned as Enterprise CRM but found success in investment banking

22:36 Shifting positioning to target specific industries led to success

25:51 Understanding the buyer's perspective and guiding them through the buying process

31:20 Buyers are overwhelmed with information and struggle to make decisions

33:56 Poor positioning and difficult buying process on websites.

39:07 Cross functional team approach to positioning.

42:45 Leveraging product knowledge to identify unique value propositions.

44:59 Characteristics of a Best Fit customer and market categories

46:13 Mapping positioning to a sales narrative for effective storytelling

Social Links 

You can learn more about and connect with April Dunford in the links below.

Connect with April on LinkedIn:

(99+) April Dunford | LinkedIn

Check out April's website:

April Dunford - Positioning for B2B Tech Companies

Check out April's Podcast:

Positioning With April Dunford

Check out April's Newsletter

Positioning with April Dunford | Substack

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

About Guest

I spent the first 25 years of my career as a startup executive, running marketing, product, and sales teams. I led teams at seven successful B2B technology startups. Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. The total of those acquisitions is more than two billion dollars. Across that journey, I positioned, re-positioned, and launched 16 products, and created dozens of sales pitches.

I have a deep curiosity about what makes the difference between a winning product and a loser. Developing a systematic way of positioning technology products and companies has become my life's work. As a consultant, I have had the privilege of working with more than 200 companies, allowing me to go even deeper and broaden my positioning expertise. The bulk of my work is with growth-stage startups and larger technology companies. Companies where the stakes are high - and weak positioning can mean the difference between success or failure.

My first book, Obviously Awesome - How to Nail Product Positioning so Customers Get it, Buy it, Love it (aprildunford.com), captures my ideas about positioning and a methodology for doing it that any startup can follow. It's become a best-seller and popular among entrepreneurs, product, and marketing folk. My second book, Sales Pitch, was designed to teach a step-by-step way of building a sales pitch that reflects that positioning, and helps make a clear compelling case for why prospects should pick you over the competition.

I studied Engineering at the University of Waterloo. If you had told me back then that someday I would be an author, I would have said you were nuts. It turns out my grade 6 English teacher was wrong about the importance of grammar. 

I'm at the stage of my career where I'm trying to give back as much as I can. I am a mentor and advisor to dozens of startups and folks that work in them. I am also an enthusiastic board member at a handful of startups. 

I live in Toronto, Canada. I have kids, a small dog, and a cabin in the woods.

Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. 

“I really didn’t have any other option than starting this business and seeing where I could go with it.”

The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her Go To Market experience, it’s different when you start a category and Prelay did that. 

She started small with some beta customers and about a year later she was really able to go sell. 

Her Go To Market background made her know she should be on the frontlines. It allowed her to continue gathering information to shape the product. 

“You can’t lose touch with the customers.” This keeps her close to her customers today, even though she has a sales team. 

The first sellers she brought on covered the deals end to end and soon after she brought on customer success and a head of sales keeping herself in the game as the subject matter expert. 

It was challenging to find the right people for an early stage company. Finding the right people who were ok with the ambiguity and who were utility players and product aware. ”Because of this we’re very focused on knowledge sharing.”

Her biggest challenge, becoming a “household name.” Gabriella is excited about having Prelay become a name in the market. She feels it is important to stay focused on awareness. “It’s a space that is just being created.. There’s no team selling product like Prelay.” 

She stays involved on the product side and has directed her sellers to insert her where she is needed. 

Listen to her tell the story of starting a company and a category and growing her sales. 

Chapters

00:04 Selling is a team sport, lone wolf sellers are outdated.

03:22 Gabriella's background in scaling startups led to creating Prelay.

10:54 Thoughtful R&D and user-centric approach in the beginning.

13:04 The importance of CEOs staying close to the customer

16:20 Challenges of scaling and growing the team

22:30 CEO involvement in complex workflows and strategic deals

23:49 Balancing involvement in deals with the sales team's capabilities

25:03 Discussing the growth of the SE organization

26:17 Importance of in-person connections and LinkedIn presence

27:36 Building an advisory council for networking and support

About Guest

In a past life, Gabriella was an Olympic Trials hopeful and a competitive D1 cross country & track athlete at the University of Michigan. During her competitive running career, 7 leg surgeries failed to keep her off the D1 stage, reinforcing her core approach to life – persistence and perseverance can lead you to achieve feats that may seem impossible at first. 

Gabriella leveraged the same mindset when entering the tech industry, where she discovered a similar spark of excitement and passion in scaling companies. Taking on Silicon Valley, she helped scale core go-to-market at Fountain (YC W15) and at Truework (Sequoia-backed).

Now at Prelay, she is building the future of revenue team collaboration.

To learn more about Prelay, you can get in touch via gabriella (@) prelay.com

Social Links 

You can learn more about and connect with Gabriella DeFlorio in the links below.

Connect with Gabriella on LinkedIn:

(99+) Gabriella DeFlorio | LinkedIn

Check out Prelay's website:

Prelay | Drive Revenue Faster as a Team

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

How do you wind up being a business broker after a luxurious career in the high-end wine business?

Funny story. 

After working in the corporate world around 2008 and 2009 Jessica Fialkovich and her husband saw her friend who had a luxurious wine business brokering really high-end wines around the world. They thought how fun it would be to taste wine and travel for a living so with the help of their friend started their own wine business. 

Three years later, it turns out that tasting wine all day was exhausting and they decided to return to something more corporate.    

They hired a business broker to help them sell the wine business and as they say, the rest is history. 

Jessica and her husband now own Transworld Business Advisors, a thriving company offering M&A services and Exit Factor, helping small and midsize businesses to increase their valuation for an eventual sale. 

They’ve grown tremendously over the 10 years and how did they do it? At first, networking, door-knocking, and becoming a valued resource in her local business community. More recently she’s authored a very useful book called, Getting the Most for Selling Your Business and she and her husband have acquired several businesses. 

Jessica shares her secrets to making acquisitions. Successful acquisitions require patience, relationship-building, and a knack for spotting opportunities. As Transworld Business Advisors continues to grow, their commitment to community service and client relationships ensures a promising future.

Join us in exploring Jessica's remarkable journey and uncover the secrets to thriving through strategic acquisitions!

Chapters

02:25 Jessica's transition from the wine business to business brokerage

04:08 Decision to join a franchise model for business brokerage

08:18 Challenges of hiring salespeople and the importance of cultural fit

12:00 Growth of sellers and team expansion in recent years

14:17 Researching and selecting new markets for expansion

18:51 Writing a book as a lead generator

23:07 Reasons for growing through acquisition: people, market share, services

23:56 Importance of timing and readiness for acquisition deals

25:25 Acquiring "fixer upper" businesses for strategic growth

28:02 Learning and adapting to the acquired organization's operations

31:33 Jessica's company culture and growth

About Guest

As a business exit expert and speaker, Jessica Fialkovich helps small businesses owners with under $10 million in revenue who desire to build a legacy.

She provides insights and guidance around the overwhelming world of buying and selling a business, giving peace of mind throughout the decision-making process.

Jessica Fialkovich offers 10 years of thought leadership within small business M&A and has personally bought and sold multiple companies.

Social Links 

You can learn more about and connect with Jessica Fialkovich in the links below.

https://jessicafialkovich.com/

https://www.tworld.com/locations/colorado/

https://exitfactor.com/

Connect with Jessica on LinkedIn:

https://www.linkedin.com/in/jessicafialkovich/

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

https://www.linkedin.com/in/aliceheiman/

Check out Alice’s website:

https://AliceHeiman.com

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. 

For Tom Lavery at Jiminny, compromising on customer success or culture were not options. 

Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader. 

Tom understands that effective sales leadership starts with data. Jiminny's platform records, transcribes, and analyzes video, voice, and email communications, providing valuable insights for sales leaders.

From the beginning he did the selling and his first hires for sales were not sellers, but customer success managers. This was pivotal to his growth because customers had high user adoption and because of that renewed and told others. 

His entire team is focused on customer success because of his strong culture. 

In seven short years, his team has grown tremendously, and they work as a team to retain customers, find new prospects and guide buyers through to a decision. 

Even with his amazing team, he plays an important role in sales. 

Listen to Tom share his growth story with Alice and his passion for maintaining a great culture. 

Chapters

02:52 Tom Lavery's background and inspiration for starting Jiminny

09:49 Getting the first sales through networking and local interactions

12:22 User adoption and expanding the use of Jiminny

12:29 Product market fit is tricky and takes time to achieve.

15:22 Customer success was a priority and received more investment than sales.

20:19 A formal referral process was implemented to drive referrals.

24:55 Customer success and sales must work together in a team.

27:14 CEO's involvement in sales is based on deal management and support.

30:36 Importance of data mining and insights in sales and marketing.

37:14 Changing players in the team as the company grows and matures.

38:04 Tom Lavery talks about never giving up and offering support

About Guest

Tom has over 15 years of experience in high-growth VC/PE-backed SaaS companies.  Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue.  Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.

Social Links 

You can learn more about and connect with Tom Lavery in the links below.

Connect with Tom on LinkedIn:

(99+) Tom Lavery | LinkedIn

Check out Jiminny's website:

Revenue & Conversation Intelligence Software | Jiminny

(99+) Jiminny: Overview | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

In a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth.

Tiffani underscores the undeniable connection between employee and customer experiences. She asserts that happy employees lead to happy customers, emphasizing the need for a supportive work environment. She states, "To win customer love, you must first earn employee affection." This highlights the pivotal role of the employee experience in driving customer satisfaction.

To enhance the employee experience, CEOs should align KPIs for both customer and employee satisfaction. Tiffani recommends questions like, "What are your top customer experience KPIs?" and "Is leadership success tied to these KPIs?" Harmonizing metrics and compensation ensures equal importance for both customer and employee satisfaction. What impacts one will impact the other

Improving the employee experience doesn't require massive changes. Tiffani advises CEOs to begin with one aspect at a time, addressing pain points and streamlining processes. Conducting pulse surveys and seeking employee feedback initiate a culture 

Tiffani Bova's insights highlight the pivotal role of employee experience in company success. CEOs must prioritize employee well-being, align metrics, and make incremental changes. Embracing modern tech and ensuring it is making jobs easier not harder is vital. CEOs must balance employee experience with customer experience for lasting success.

Chapters

01:35 Tiffani Bova's background and book "The Experience Mindset".

04:55 The research on the impact of employee experience on customer experience.

08:07 CEOs acknowledging the lack of ownership of employee experience.

12:27 The disconnect between customer-centricity and employee experience.

15:23 Employee experience impacts customer experience in the long run.

18:19 Process alignment and technology integration improve employee experience.

21:02 Simplify tasks and processes to improve employee experience.

26:47 Importance of ongoing conversations and employee input

30:18 Happy customers don't always mean happy employees

34:41 Outdated technology is a major challenge for employees

About Guest

Tiffani Bova is a renowned business strategist, speaker, and author known for her expertise in sales, growth, and innovation. She has held prominent positions at leading technology companies, including Salesforce, where she served as the Global Customer Growth and Innovation Evangelist. Tiffani is recognized for her insights into customer-centricity, digital transformation, and the future of business.

Throughout her career, Tiffani has been a sought-after keynote speaker and thought leader, sharing her knowledge on topics such as sales and marketing strategies, customer experience, and the impact of emerging technologies. She is also the author of the book "Growth IQ," which explores various strategies for driving business growth.

Tiffani Bova's work has made her a respected voice in the business world, and she continues to inspire and educate professionals through her speaking engagements, writings, and consulting work.

Social Links 

Connect with Tiffani Bova on her official website:

Tiffani Bova

Find Tiffani Bova's books, The Experience Mindset and Growth IQ on her website

Tiffani Bova - The Experience Mindset

Tiffani Bova - Growth IQ

Connect with Tiffani on LinkedIn:

(99+) Tiffani Bova | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

Twenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in.  Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. 

Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. It's not just about closing deals; it's about forging meaningful connections.

But that's not all! Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Their journey to becoming an authority in their field is both inspiring and enlightening.

And what sets Noble Studios apart isn't just their business success – it's their commitment to giving back. Jarrod delves into the heartwarming impact of their philanthropic program, Noble Deeds, and how it's not just about profit but also about making a difference in the communities where they live.

This podcast episode underscores the profound importance of sales in fueling business growth. It's also a heartwarming reminder of the value of giving back to the community, making it an episode that's not to be missed. So, join Alice and Jarrod on this captivating journey as they share insights, stories, and the passion that drives Noble Studios to new heights.

Chapters

05:29 Starting the company and background of the founders

10:31 Founder-led sales and the value of effective communication

13:37 Investing in a high-octane sales person to scale.

19:14 Expanding in the Bay Area through referrals and relationships.

22:10 Growth and finding a niche

23:00 Asking what success looks like for clients

26:43 Decision to focus on travel and tourism industry

31:46 Starting Noble Deeds to give back to the community

35:30 CEO's role in sales as the company matures

38:23 CEO's involvement with existing accounts and triggers for involvement

42:30 Importance of proactive CEO involvement

About Guest

Jarrod Lopiccolo is the CEO of Noble Studios, a creative digital performance marketing agency. With over 20 years of experience, Jarrod has led Noble Studios to become a global company with a focus on building digital infrastructure and providing creative and performance marketing services. He is known for his leadership skills and his commitment to giving back to the community.

Social Links 

Connect with Jarrod Lopiccolo on Noble Studios official website:

Noble Studios | Creative Digital Performance Marketing Agency

Connect with Jarrod on LinkedIn:

(99+) Jarrod Lopiccolo | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

After building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out.

"It's important to know what you want to do, but even more important to know what you don't want to do. And I had two startups, as you mentioned, that were quite painful in the sense that I didn't think I was very smart or very strategic in choosing the actual idea and choosing the product. But these aren't things that you just know right off the bat. You have to learn these things through experience.”

She and her partner built eWebinar in a way that required little overhead and allowed them to travel and work from anywhere. 

With no one to sell but herself she picked up the phone and called the people she knew and that got her started, but it wasn’t enough. She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone. She recognized that her story would help others. I’m not talking about a little self-promotional post here; I’m talking about taking hours to determine the right content and write and edit it before posting to ensure the maximum impact. It worked. 

Along with that she learned that appearing on podcasts to tell her story would be a great way to get the word out and she’s now been on over 100 podcasts. She also hosts her own podcast called, ProfitLed. 

Melissa's journey is a testament to innovation and adaptability. It's a reminder that success lies in solving real problems. 

Chapters

01:22 Melissa explains what eWebinar does

07:41 Melissa's strategy of introducing a validated business model in a blue ocean market

09:43 The skills needed to build a successful business can be acquired

12:12 Building a better product by improving existing solutions

17:28 Founder-led sales to get initial customers

19:56 Transitioning to marketing and SEO for growth

24:11 Using the eWebinar software as the demo experience

26:21 Attribution is difficult due to dark social, multiple strategies required

28:39 Podcasts as a marketing strategy for building brand and exposure

30:22 Initial experience with podcast agency and decision to self-place

36:40 SEO and content generation as the top lead generation method

39:16 Lack of high-quality leads in companies

42:37 Rethinking sales strategies to adapt to changing buyer behavior

About Guest

You know webinars right? They're amazing and people love them. It's the only way to get in front of all your customers without hopping on a plane.

But there's a massive problem: someone has to be there to do them live. 

Which makes them completely unscalable, especially if you have customers in different time zones. 

eWebinar automates this process by taking a video and delivering it like a webinar, so you can do hundreds of the same webinar without ever needing to actually be there in front of a camera to do the webinar. 

Our chat feature lets attendees ask you questions even if you're not there. You can hop in to respond live if you want, but if you're not there, you can respond later via email. This works just like any support chat system (chat bubble you see when you land on a website).

eWebinar saves people from doing the same boring demo, onboarding, and training webinar over and over again by turning any video into an interactive webinar that they can set on a recurring schedule or make available on-demand. 

Companies are using eWebinar to deliver hundreds of webinars to customers and prospects every month without a live host. Resulting in happier team members and most importantly, delightful customers.

"On live webinars, it's hard to answer every question before the session ends. Now we run over 100 webinars a month and only spend an hour a day answering every message." - Anett Vándor, Customer Engagement Lead, Later.com

I'm a 3rd time bootstrapped founder. My previous company, Spacio (real estate tech) was acquired in 2019. 

eWebinar was the product I always dreamt about because I was drowning in customer webinars every day for 5 years.

I'm now on a mission to give people their time back so they can do something else more fun, because that's what life is about.

We don't need to work harder, we need to work more creatively ❤️

Social Links 

Connect with Melissa Kwan on the eWebinar website:

Automated Webinar Platform, Engaging, Interactive, Scalable | eWebinar

Connect with Melissa on LinkedIn:

(99+) Melissa Kwan | LinkedIn

Listen to Melissa's podcast ProfitLed:

ProfitLed Podcast | Growth strategies for bootstrapped startups (ewebinar.com)

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman