Is YOUR CEO Preventing Sales? w/ Alice Heiman | Ep 031

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  • CEOs can unintentionally block sales by not aligning with modern sales methods and impeding the sales process.
  • Understanding the customer journey is crucial for effective sales strategies.
  • Building a sales team should involve hiring a customer success person and a sales coordinator before bringing in salespeople.
  • Referrals are a powerful prospecting tool that can lead to more successful sales.
  • Demand generation is essential in marketing to generate interest and conversations with potential buyers.
  • Recommended books for sales professionals include 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie.


In this conversation, Alice Heiman, Chief Sales Energizer and host of Sales Talk for CEOs podcast, discusses the challenges CEOs face in blocking sales and the need for CEOs to adapt to modern sales methods. She emphasizes the importance of understanding the customer journey and aligning sales strategies accordingly.

Alice also provides insights on building a sales team, prospecting through referrals, and the significance of demand generation in marketing. She recommends books such as 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie for sales professionals to read.