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with Alice Heiman
“Sales is not magic.” It is a process with defined steps, and Alice Heiman joins me on BizLocker Radio to talk about how you can more effectively communicate that process, drive revenue, and get your sales team on the same page!
Alice spent the first 13 years of her career as a teacher, but later went to work for her parents, who just happened to be part of (then) Miller Heiman, Inc., a world-renowned sales training company. Once upon a time, the books Conceptual Selling and Strategic Selling from Miller-Heiman were the two books that became the cornerstone of my own sales career. I am really excited to talk to Alice about her experiences there, and to discuss the ways in which she develops world-class sales organizations today.
Each and every week, Miles introduces us to yet another great online tool. Make sure you check in this week to see what’s on tap — and make sure you find Miles, the Web Tools Guy at www.fillthefunnel.com.
About Alice Heiman:
Alice is a nationally recognized sales expert. She’s made numerous guest appearances on television and radio broadcasts, in addition to being featured in print publications, including Entrepreneur’s Startups and Selling Power magazines. Alice pairs an innate understanding of selling with the equally important talent for communicating easily with a variety of personalities and backgrounds.
Alice developed her sales expertise while at Miller Heiman, Inc. before striking out on her own and establishing Alice Heiman, LLC, in 1997. In her years at Miller Heiman she sold to and trained some of the company’s largest and most complex accounts, including Coca Cola, Dow Chemical, Merck and Hewlett Packard.
Kelly Riggs is a business performance coach and founder of the Business LockerRoom. A former national Salesperson of the Year and serial entrepreneur, Kelly is a recognized thought leader in the areas of sales, management leadership, and strategic planning. He serves clients ranging from small, privately held companies to Fortune 500 firms. Kelly has written two books: “1-on-1 Management™: What Every Great Manager Knows That You Don’t” and “Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.”