Is this you? As a journalist, you can create a free Muck Rack account to customize your profile, list your contact preferences, and upload a portfolio of your best work.
Claim your profile
Articles by Liz Heiman Categories
7 Steps To Build A Successful Sales Strategy
In my recent webinar, Sales Strategy or Train Wreck, I dug into what happens when sales teams of all sizes forge ahead without a clear plan. (It happens, and it happens a lot.) When Alice and I were talking about the webinar and the great feedback I got from it, she suggested I write a blog post on the topic. Good idea! We have all been in meetings when someone says, “We can sit around planning forever, or we can just get going and do something.” And, rightly so.
4 Reasons Value Props Flop
It’s easy to know when your value prop is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I need that” or “Can you do that for me?” (music to my ears.) When you receive a response like that it means you have identified your customer’s problem or an opportunity that is exciting to them, they understand it and they want it. But, sometimes you don’t hear that, and that’s when you know something is wrong with your value prop.
This is Why Closing Deals is About Strategy, Not Luck
Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you get lucky and will get deals closed without it. You can grow a company on luck and many of you got where you are today without strategy and consistency, but I wonder how much more sales growth you could have had and if you can get to the next level.
How to Grow Your Existing Customers in 2018
When you are planning your sales revenue for next year, how do you decide what it will be? Do you say, “We need to grow X%” and set your revenue goal accordingly? Or, do you look at your revenue sources and figure out how much potential there is for each? Whether you are creating a sales strategy or a business strategy, it is critical to know where your revenue will be coming from.
11 Tips to Make Networking Easier for Introverts
Networking, whether in person or on social media is a critical part of the modern sales process. If you are a sales leader, you have probably realized that while your sales team is primarily staffed with extroverts who are energized by any opportunity to engage, they aren’t the only ones who need to be out networking. Everyone on your team can benefit from our Connecting Your Way to New Business eBook as it provides some great strategies and tactics for better networking.
Warning! These 7 Things Will Make You a Spooky Sales Rep
I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins, vampires, mummies, (oh and princesses), knock on the door trick-or-treating. I love being interrupted by spooky trick-or-treaters. I don’t, however, enjoy being interrupted by spooky salespeople. In fact, maybe Halloween is a good time to talk about how not to be a spooky, creepy salesperson.
This Is Why You Need a Clear Vision
I recently conducted a strategic planning session with the leaders of a consulting firm who wanted to add a retail component to their company. To clearly understand their vision so I could help them build a strategy, I asked them questions such as, “How much revenue will it make? How many people will walk through the door each day?
10 Things You Need To Build A Kick-Ass Sales Strategy
By now, you have probably figured out that developing and using a sales strategy isn’t as simple as determining how much money you want to make. A revenue goal alone won’t get you the long-term strategic sales you need to sustain growth. But, building a great sales strategy will help ensure the success of your team. Here are the 10 key components your sales strategy needs to deliver to get the kick-ass results you want.
Show More
loading
Actions
Is this you?
As a journalist, you can create a free Muck Rack account to customize your profile, list your contact preferences, and upload a portfolio of your best work.Get in touch with Liz Heiman
Contact Liz Heiman, search articles and posts on X, monitor coverage, and track replies from one place.
Learn more about Muck Rack