Sales Talk for CEOs

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Sales Talk for CEOs

Alice Heiman

168 episodes

6 days ago

In this episode of Sales Talk for CEOs, Prospect Desk CEO Jim Weldon shares how he grew his latest venture by applying lessons from decades of experience, without relying on VC funding. Jim unpacks the leverage strategies, founder-led sales tactics, and innovation models that drive results. His approach? Build from insight, match customers with value, and use early wins to open doors. This conversation is packed with actionable strategies for B2B SaaS leaders navigating today’s fast-moving la...

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Entrepreneurship

All content for Sales Talk for CEOs is the property of Alice Heiman and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

In this episode of Sales Talk for CEOs, Prospect Desk CEO Jim Weldon shares how he grew his latest venture by applying lessons from decades of experience, without relying on VC funding. Jim unpacks the leverage strategies, founder-led sales tactics, and innovation models that drive results. His approach? Build from insight, match customers with value, and use early wins to open doors. This conversation is packed with actionable strategies for B2B SaaS leaders navigating today’s fast-moving la...

Show more...

Entrepreneurship

Episodes (20/168)

Sales Talk for CEOs

Ep 157 When the Exit Isn’t the End: Reinvention, Resilience, and Motherhood with Amanda Kahlow

Amanda Kahlow shares her story of stepping away from her company, navigating IVF and adoption, and launching her new venture, 1mind. A candid look at reinvention, leadership, and what really matters. About Guest Amanda Kahlow is a confident, brave, positive, passionate, and spiritual individual with an abundance of energy, love, empathy, and enthusiasm for life. Amanda is a serial entrepreneur. She is the founder and former CEO of 6sense. She started her first company at 21 ...

4 days ago

34 minutes

Sales Talk for CEOs

Ep156 Crack the C-Suite Code: 5 Sales Meeting Strategies with Caryn Kopp

Every CEO wants their sales team talking to decision-makers — but getting in front of the C-suite isn’t easy. Caryn Kopp has been opening high-level doors for 26+ years, and in this episode, she reveals her 5-plank framework for landing executive meetings. You’ll learn how to build smarter prospect lists, craft messaging that gets noticed, and develop an outreach rhythm that actually works. If you're tired of cold calls and email blasts falling flat, don’t miss this conversation. Social Lin...

3 weeks ago

43 minutes

Sales Talk for CEOs

Ep155 The One-Hour-a-Week LinkedIn Strategy Every CEO Needs with Expert Brandon Lee

Most CEOs are missing out on millions in potential revenue simply because they’re invisible online. In this episode, branding and LinkedIn expert Brandon Lee joins Alice Heiman to reveal how CEOs can build their reputation, attract sales opportunities, and grow their business in just one hour a week. Brandon shares how he learned—through failure—that traditional sales methods no longer work, and why personal branding is the new demand generation. Learn the five biggest myths CEOs believe abou...

1 month ago

42 minutes

Sales Talk for CEOs

Ep154 How to Fix Your Go-to-Market Workflow for Faster Sales with Alice Heiman

Your go-to-market workflow might be costing you sales without you even realizing it. Many companies still rely on outdated workflows that don’t align with the way customers buy today—creating friction instead of closing deals. In this episode, Alice Heiman breaks down what’s broken in most GTM workflows and how to fix it so your sales team can move faster and convert more leads. If you want to streamline your marketing-to-sales handoff, eliminate bottlenecks, and boost revenue, this episode i...

1 month ago

20 minutes

Sales Talk for CEOs

Ep153 Chocolate in Space? How This CEO is Innovating Food, AI & Human Performance with Shahreen Reza

Could chocolate and AI hold the key to peak human performance? Shahreen Reza, founder of Astreas, explains how a chance conversation about pizza with an astronaut led to NASA-approved chocolate truffles infused with nutrients designed to boost mental clarity and endurance. Now she's taking performance coaching to the next level by combining wearable tech data with AI-driven insights. Shahreen shares how CEOs can use these cutting-edge approaches to stay at the top of their game. Connect with...

1 month ago

26 minutes

Sales Talk for CEOs

Ep152 How to Turn Average Sellers into Top Performers with Tania Doub

Every CEO wants a team of top-performing sellers—but is it actually possible? Sales expert Tania Doub reveals why most sales teams struggle and how to fix it. Discover the key framework that helps sellers gain confidence, build momentum, and consistently exceed quotas. If you're ready to transform your sales team, this episode is a must-listen. About Guest Tania Arakelian Doub is the CEO and Founder of Mindful Quadrant, a groundbreaking sales enablement company. With a passion for guiding ...

1 month ago

42 minutes

Sales Talk for CEOs

Ep151 Why This Co-founder Took Back Sales—and Grew Revenue by 40% with Russ Macumber

After struggling to hire the right sales team, Russ Macumber made a bold decision—he returned to founder-led sales. The result? A 40% increase in revenue. In this episode, he shares the hard lessons learned from scaling a startup, hiring salespeople, and building a high-retention client base. Tune in for real-world insights on what it takes to grow a sales-driven company. About Guest Russ Macumber is a seasoned entrepreneur and digital marketing expert known for his innovative approaches and ...

2 months ago

35 minutes

Sales Talk for CEOs

Ep150 Why Most CEOs Fail at Thought Leadership (and How to Fix It) with Alice Heiman

Most CEOs think they’re doing thought leadership, but the truth? They’re doing it wrong—if they’re doing it at all. In this solo episode, Alice Heiman breaks down the biggest mistakes CEOs make when it comes to thought leadership and why those missteps are costing them sales. She reveals why most CEOs struggle to build their personal brand, how it impacts their sales team, and what they should be doing instead to drive revenue. If you’re a CEO who wants to make sales easier, attract high-valu...

2 months ago

14 minutes

Sales Talk for CEOs

Ep149 Building a $1.2 Billion Enterprise: Katherine Kostereva on Scaling and Sales

How does a CEO turn a passion for solving business challenges into a billion-dollar company? Katherine Kostereva, CEO of Creatio, shares her inspiring entrepreneurial journey, from her beginnings at IBM to building a globally recognized no-code platform. Discover how she bootstrapped her company for six years, secured $200 million in funding, and created a collaborative culture that fuels growth. Learn actionable strategies on prioritization, building strong sales teams, and leveraging partne...

2 months ago

29 minutes

Sales Talk for CEOs

Ep148 From Beer to Idea and How the Accelerator and a Network Made the Difference with Ivan Barajas Vargas

What happens when two QA professionals turn their frustrations with the industry into a groundbreaking solution? In this episode, Alice Heiman sits down with Ivan Barajas Vargas, co-founder of MuukTest, to explore how he and his partner transformed the QA automation process using AI. Ivan shares his journey from bootstrapping to landing funding, his pivot to a top-down sales strategy, and the lessons learned from building a thriving startup. If you’re a CEO looking to scale smarter, embrace i...

2 months ago

45 minutes

Sales Talk for CEOs

Ep147 Use the Power of Referrals to Close More Deals with Alice Heiman

Referrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention. With real-world statistics and practical advice, you’ll gain the tools to build a referral system that consistently delivers results for your sales team. Connect with Alice Heiman Lin...

3 months ago

14 minutes

Sales Talk for CEOs

Ep146 How CEOs Can Build Better Workplaces with Dan Pontefract

Dan Pontefract, author of Work-Life Bloom, joins Sales Talk for CEOs to share a groundbreaking approach to leadership. Key takeaways include redefining CEO responsibilities to include care, balancing humanity with execution, and fostering engagement through positive reinforcement. Dan also introduces a unique framework for navigating work-life cycles, offering practical advice for CEOs to inspire their teams and drive sustainable success. About Guest My new book, WORK-LIFE BLOOM is a ...

3 months ago

45 minutes

Sales Talk for CEOs

Ep145 Lessons in Founder-Led Sales and the Power of Specialization with Jamon Holmgren

Meta DescriptionDiscover the journey of a CTO turned co-founder who mastered founder-led sales and embraced the power of niche specialization to scale a thriving business. Learn how strategic focus and teamwork drive success.About GuestJamon is a software developer, business owner, husband, father of four, and new grandpa, located in southwest Washington state. He is co-founder of Infinite Red, Inc., a fully remote React Native app consultancy located across the USA and Canada. He learned to ...

3 months ago

45 minutes

Sales Talk for CEOs

Ep144 How the CEO can insure their team wins Mega Deals with Jamal Reimer

Discover how CEOs can lead their teams to secure larger corporate deals, transition upmarket, and build strategies for landing transformative accounts with expert insights from Jamal Reimer. About Guest Jamal Reimer is an experienced coach, best-selling author, product developer, and ambitious multi-million-dollar Enterprise Seller with more than 2 decades of experience in the field. After closing three 50-million-dollar deals at Oracle, he found his passion in helping others achieve the sa...

3 months ago

35 minutes

Sales Talk for CEOs

Ep143 Before You Hire More Salespeople, Check This First

Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team. Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/ Alice Blog: https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/

4 months ago

16 minutes

Sales Talk for CEOs

Should CEOs Close Deals with David Brock

Chapters01:54 Dave Brock's Entry Introducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales. 02:07 The CEO's Role in Sales Understanding the strategic involvement of CEOs in sales, particularly in early-stage companies. 02:46 Current Roles and Insights Dave illustrates his current role advising large companies and the unique challenges of early-stage companies. 04:04 The Sustainable Role of CEOs Discussion on how CEOs should bal...

4 months ago

45 minutes

Sales Talk for CEOs

The Dakota Way: Why it Matters with Gui Costin

Chapters01:06 Guest Introduction 01:13 Dakota's Dual Business Model 02:39 Origin Story of Dakota 03:10 Transition from Employee to Entrepreneur 05:06 Early Days and Initial Client Acquisition 06:37 Growing the Company and Sales Team Development 07:42 Implementing the 'Dakota Way' 09:01 CEO's Role in Sales Process 10:32 Sales Team Expansion and Developing Leadership 12:07 Introducing AI in Sales 13:14 Utilizing AI for Enhanced Customer Targeting 16:03 Cold Outreach Strategies 18:50 Building a ...

4 months ago

28 minutes

Sales Talk for CEOs

Sales Funnel vs. Sales Pipeline: Key Differences for Better Sales Strategies

Episode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies 01:40 Understanding and Organizing Sales Opportunities 03:16 Differentiating Leads from Opportunities 04:47 Tracking and Managing Opportunities 06:13 The Funnel vs. The Pipeline 07:33 Analyzing Pipeline Health and Sales Quotas 09:02 The Significance of Periodic Reviews 10:51 Avoiding Common Pipeline Review Mistakes 12:24 Conducting Effective Funnel and Deal Reviews Social Links Connect with Alice on Linke...

5 months ago

13 minutes

Sales Talk for CEOs

Scaling Your Business Through Founder-Led Sales and the Power of Partnerships

Chapters01:21 Guest Introduction Introduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business. 01:39 Current Company Operations Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies. 02:17 Initial Inspiration for Starting a Business Jay recounts his career journey leading up to entrepreneurship, inspired by personal life challenges and a lack ...

5 months ago

28 minutes

Sales Talk for CEOs

Streamline, Personalize, Grow: How AI is Transforming Sales Teams

Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Here’s what you need to know about AI to enhance your go-to-market strategy without stretching your team to the li...

5 months ago

39 minutes