What if your anxiety could make you a better leader? In this episode, David H. Rosmarin Phd., Harvard professor and founder of Center for Anxiety, shows CEOs how to transform anxiety into a hidden advantage. He breaks down his proven four-step framework to move from paralyzing fear to powerful action and why ignoring your anxiety might be the most dangerous move you can make as a leader. Listen to learn how to stop fighting your anxiety and start using it to fuel growth and innovation. If you wa...
Jul 15, 2025•36 min•Ep. 169
Is your sales team struggling to hit quota? Feeling like your entire sales approach is broken? In this solo episode of Sales Talk for CEOs , Alice Heiman calls out the outdated tactics holding B2B companies back and reveals how CEOs can completely rethink sales for today's complex buying environment. 🔗 Connect with Alice Heiman: LinkedIn: Alice Heiman Website: aliceheiman.com...
Jul 08, 2025•38 min•Ep. 168
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 land...
Jun 30, 2025•51 min•Ep. 167
From rookie agent to revenue powerhouse, Barb Betts built her business on one thing—relationships. In this episode, she shares with Alice Heiman the exact system CEOs can use to turn their network into a sales engine. Stop chasing leads and start building trust that scales. 📚 Barb's Book Recommendation: How to Win Friends and Influence People by Dale Carnegie 🎧 Podcast Pick: The Ed Mylett Show and The School of Greatness by Lewis Howes 💡 Advice to CEOs: “Relationships before revenue. Always.”...
Jun 24, 2025•48 min•Ep. 166
How do you turn a simple insight, “that warm introductions close more deals”, into a high-growth tech company? In this episode of Sales Talk for CEOs , Drew Sechrist shares the journey from being a top enterprise seller at Salesforce (working under Marc Benioff in the early days) to co-founding Connect The Dots. He reveals the selling motion that consistently helped him win big deals and how he transformed it into a powerful sales tool that helps teams get to the right people, faster. 🎧 If your...
Jun 17, 2025•38 min•Ep. 165
Negotiation isn’t about who wins, it’s about reaching agreement. But for CEOs and sales teams under pressure, the idea of hearing “no” can feel like failure. In this episode, Alice Heiman talks with Jim Camp Jr. and Vladimir Bushin of Camp Negotiations about how a mindset shift can change everything. They share the foundational system used by top dealmakers to negotiate calmly, clearly, and with respect. Negotiation happens all day, every day. This episode shows you how to lead it well....
Jun 10, 2025•54 min•Ep. 164
Should your B2B sales team be using social media to sell? Alice Heiman says - no. The “Connect and Pitch Slap” needs to die a sudden death. In this episode, Alice Heiman breaks down why LinkedIn outreach is failing and what CEOs must change now. Stop the pitch. Start building real connections. Alice shares how to equip your sales team to engage authentically, spark real conversations, and earn buyer trust. If you’re a CEO or sales leader wondering why your “social selling” isn’t working, start h...
Jun 04, 2025•13 min•Ep. 163
Manuj Aggarwal hit a wall: too much work, too little time, and no content writer who could capture his vision. That’s when he turned to OpenAI—and everything changed. In this episode, hear how the founder of TetraNoodle Technologies used AI not just to scale, but to differentiate. Drawing on his backgrounds in neuroscience and cybersecurity, Manuj created a private, secure AI platform focused on storytelling, content synthesis, and control. This is the episode for CEOs ready to scale smarter and...
May 28, 2025•41 min•Ep. 162
Sales teams keep losing deals not because of product—it's how they frame value. Messaging expert Tim Riesterer shares research-backed insights on how today’s B2B buyers make decisions, and how CEOs can guide their teams to win more by reducing risk and aligning with real buying behavior. Connect with Tim Riesterer https://www.linkedin.com/in/tim-riesterer/ Learn more about Tim's Podcast, The Emblazers Show here https://www.emblazegrowth.com/podcast Connect with Alice Heiman https://www.linkedin....
May 20, 2025•41 min•Ep. 161
Samantha McKenna didn’t just start a sales consultancy—she launched it with customers waiting in line. In this episode, she reveals how building an authentic presence on LinkedIn before starting #samsales set her up for immediate success. Learn how she transitioned from being a top rep at LinkedIn to bootstrapping a fast-growing company and how CEOs can do the same. Listen to how one founder defied convention, ditched traditional sales tactics, and built a business on human connection, one Linke...
May 14, 2025•38 min•Ep. 160
Most GTM strategies miss the mark—and CEOs are often the reason why. In this episode, Garrett Mehrguth reveals the critical mistake leaders make and how to align sales, marketing, and messaging around the right buyers . Connect with Garrett Mehrguth https://www.linkedin.com/in/garrettmehrguth/ (25) Directive: Posts | LinkedIn Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/...
May 06, 2025•47 min•Ep. 159
Sales training alone isn’t enough. In this solo episode, Alice Heiman explains why coaching is the missing link that turns average sellers into top performers—and what CEOs must do to fix the gap. Connect with Alice Heiman LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/
Apr 29, 2025•19 min•Ep. 158
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 and is now working on...
Apr 11, 2025•35 min•Ep. 157
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 Links ht...
Mar 21, 2025•44 min•Ep. 156
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 about L...
Mar 11, 2025•43 min•Ep. 155
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 is f...
Mar 04, 2025•20 min•Ep. 154
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 space-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 Sh...
Feb 25, 2025•27 min•Ep. 153
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 sales ...
Feb 18, 2025•43 min•Ep. 152
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 tho...
Feb 12, 2025•35 min•Ep. 151
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-value c...
Feb 05, 2025•15 min•Ep. 150
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 partnersh...
Jan 29, 2025•30 min•Ep. 149
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 inno...
Jan 22, 2025•45 min•Ep. 148
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 LinkedI...
Jan 15, 2025•14 min•Ep. 147
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 Thinkers50...
Jan 07, 2025•45 min•Ep. 146
Meta Description Discover 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 Guest Jamon 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 ...
Jan 02, 2025•46 min•Ep. 145
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 same. H...
Dec 20, 2024•36 min•Ep. 144
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/...
Dec 11, 2024•17 min•Ep. 143
Chapters 01:54 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 balan...
Nov 26, 2024•45 min•Ep. 142
Chapters 01:06 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 Sa...
Nov 19, 2024•29 min•Ep. 141
Episode DetailsChapters 00:01 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 LinkedIn: ht...
Nov 12, 2024•14 min•Ep. 140
