In this solo episode of Sales Talk for CEOs, Alice Heiman breaks down why so many CEOs and sales teams are struggling to generate consistent revenue - and why working harder isn't necessarily the answer.
Alice explains how outdated sales mindsets, the wrong metrics, mismatched team members, and processes built for yesterday's buyers can make selling far more difficult than it needs to be. Instead of measuring activity for activity's sake, leaders need to focus on meaningful customer connections and understand how today's buyers actually want to engage.
She also walks through the importance of mapping the customer journey rather than simply mapping your sales process. By understanding what customers are doing before, during, and after interacting with your team, CEOs can build a sales approach that meets buyers where they actually are.
Alice explains:
◼️ Why believing sales is hard can make selling harder across your organization
◼️ Why sales activity isn't the same thing as sales effectiveness
◼️ How to determine whether you have the right people on your sales team
◼️ Why your sales process needs to evolve as buyer behavior changes
◼️ How to map the customer journey instead of only mapping your sales process
◼️ Why email, phone, LinkedIn, and other channels work differently depending on your buyers
◼️ How targeting the wrong customers makes sales unnecessarily difficult
◼️ Why defining and continually refining your ideal customer profile is essential
◼️ How the right target, methodology, team, and mindset can make sales easier
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