Sales Talk for CEOs

<p>Win more high stakes deals. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Yvonne Lines, a strategic presentation expert, to unpack exactly how B2B sales teams can win their most important, high-stakes sales presentations, the ones that make or break deals.</p><p>Yvonne shares her proven process for creating audience-centric, story-driven presentations that drive decisions and close business. This episode is packed with actionable strategies for CEOs, founders, and sales leaders who want their teams to win by making customer centric presentations. </p><p><br /> Connect With</p><ul><li>Yvonne Lines: <a href="https://www.linkedin.com/in/yvonnelines/">LinkedIn</a> | <a href="https://www.smartlife.tips/p/story-presentation">Website</a></li><li>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website</a></li></ul><p><b><br /></b><br /></p>

<p>Events create demand. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Jonathan Kazarian, Founder & CEO of Accelevents, the all‑in‑one event management platform that’s redefining how organizations run events from 20‑person dinners to 30,000‑attendee conferences.</p><p>Jonathan didn’t start in events tech, he came from finance. But when he couldn’t find software powerful enough to run a 900‑person fundraiser for his cousin, he built his own. That event was a smash success and the demand for the tool he created sparked the beginning of Accelevents.</p><p>Want to get better results from your events? Check out these expert tips from Alice (Our Internal Links)</p><p>📌<a href="https://aliceheiman.com/pre-event-preparations-for-networking-success/"> Pre-Event Preparations for Networking Success<br /></a>📌<a href="https://aliceheiman.com/how-to-make-sure-your-event-follow-up-doesnt-suck/"> How to Make Sure Your Event Follow-Up Doesn’t Suck<br /></a>📌<a href="https://aliceheiman.com/how-to-get-in-front-of-the-people-who-can-buy-from-you/"> How to Get in Front of the People Who Can Buy From You</a></p><p>Books & Podcasts Mentioned:<br /> 📚 <a href="https://www.amazon.com/Unreasonable-Hospitality-Remarkable-Giving-People/dp/0593418573"><em>Unreasonable Hospitality</em></a> by Will Guidara<br /> 🎙️<a href="https://allin.com/episodes">All-In Podcast</a></p><p>💡Advice for CEOs:  “Talk to customers to listen, not to talk.”</p><p><br /> Connect With</p><ul><li>Jonathan Kazarian: <a href="https://www.linkedin.com/in/jkazarian/">LinkedIn</a> | <a href="https://www.accelevents.com/">Website</a></li><li>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website</a></li><li><a href="https://www.trykondo.com/">https://www.trykondo.com/</a></li></ul><p><br /><br /></p>

<p>In this episode of <em>Sales Talk for CEOs</em>, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what <a href="https://aliceheiman.com/how-ceos-can-speed-up-sales/">CEOs, Founders, and Sales Leaders must do instead</a>. Ari argues that trust isn’t a byproduct of selling; it’s the <em>core</em> of it.</p><p>Actionable takeaways for leaders:</p><ul><li>Train your team to <a href="https://aliceheiman.com/what-you-need-to-know-about-asking-questions/">lead with questions</a>, listen until they share the full context of their problem.<br /><br /></li><li>Replace “follow up” emails with “feedback” outreach.<br /><br /></li><li>Always end meetings by scheduling the next appointment, <a href="https://aliceheiman.com/how-to-create-a-mutual-action-plan-map/">don’t leave it to chance</a>.<br /><br /></li></ul><p>Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it <em>is</em> the process. If you found this episode valuable, you’ll also want to hear how other CEOs and experts are scaling by leading with trust:</p><p>👉<a href="https://aliceheiman.com/relationships-before-revenue-barb-betts-system-to-scale-sales-through-trust/"> Barb Betts’ system to scale sales through trust</a></p><p>👉<a href="https://aliceheiman.com/scaling-your-business-with-trusted-partnerships/"> How to scale with trusted partnerships</a></p><p>👉<a href="https://aliceheiman.com/relationships-over-sales-pitches/"> Why relationships win over sales pitches</a></p><p><br />Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust.</p><p><b><br /></b>Rapid‑Fire Picks</p><p>Book: <a href="https://www.perrymarshall.com/8020-book/"><em>80/20 Sales & Marketing</em></a> by <em>Perry Marshall</em></p><p>Podcast: <a href="https://stevenbartlett.com/doac/"><em>The Diary of a CEO</em></a> </p><p>Advice for CEOs to Win Today’s Market: Shift from being the “pharmacist” handing out pills to being the “doctor” diagnosing pain and eliminate any sales behavior that feels salesy or forced.</p><p><br />Connect With<br />Ari Galpert: <a href="https://www.linkedin.com/in/arigalper/">LinkedIn</a> | <a href="https://arigalper.com/">Website</a></p><p>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website<b><br /></b></a><br /></p>

<p>In this episode of <em>Sales Talk for CEOs</em>, Alice Heiman sits down with Adi Klevit, founder and visionary behind Business Success Consulting Group, to expose a powerful truth many CEOs and Founders don’t face, your sales success often lives in someone’s head instead of in a scalable, repeatable system.</p><p>Adi walks through her proven approach of documenting, optimizing, and implementing processes so companies can finally scale sales reliably, empower their teams, and free the founder to work <em>on</em> the business, not <em>in</em> it. By the end of this episode, CEOs will have a clear roadmap to turn messy, inconsistent sales behaviors into a documented playbook that produces consistent results.</p><p><b><br />Rapid‑Fire Picks</b></p><p>Books:</p><p><a href="https://store.grantcardone.com/products/the-10x-rule-book?srsltid=AfmBOorjfAIhajMltsODVV1gwvdmJjQhleAUGoIMbhnwGiqvlDZkLolW"><em>10X</em></a> by Grant Cardone</p><p><a href="https://andrewsobel.com/books/power-questions/"><em>The Power Questions</em></a> by Jerold Panas & Andrew Sobel</p><p><a href="https://thegogiver.com/"><em>The Go-Giver</em> </a>(and <em>The Go-Giver Influencer</em>) by Bob Burg and John David Mann</p><p><b><br /></b>Podcasts: </p><p><a href="https://builttosell.com/podcast/"><em>Built to Sell Radio</em></a></p><p><a href="https://www.inspiredinsider.com/"><em>Inspired Insider</em></a> with Dr. Jeremy Weisz</p><p>Advise to the CEO: Focus on what they can control and let go of what they can’t, like the economy, market fluctuations, or global events. Instead, she recommends channeling energy into how you lead, operate, and continuously improve. Be a lifelong learner. That’s the mindset that keeps you agile, innovative, and successful no matter what the market throws your way.</p><p><b><br /> Connect With</b></p><ul><li>Adi Klevit: <a href="https://www.linkedin.com/in/adiklevit/">LinkedIn</a> | <a href="https://bizsuccesscg.com/">Website</a></li><li>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website</a></li></ul><p><br /><br /></p><p><br /><br /></p>

<p>In this episode of <em>Sales Talk for CEOs</em>, Alice Heiman talks with Gavi Wolf, CEO and Founder of IndieWalls, about how he scaled a creative business, turning an art marketplace into a commercial art consultancy serving major brands. Gavi discusses founder‑led sales, when and how he realized it was time to build a sales leadership function, and the hard lesson about motivating and compensating a high‑performing sales team.<br /><br />Rapid‑fire picks</p><p>Book: <a href="https://www.unreasonablehospitality.com/books"><em>Unreasonable Hospitality</em></a> by Will Guidara.<br /><br />Podcast: <a href="https://freakonomics.com/podcasts/"><em>Freakonomics</em></a><em> with Stephen Dubner.<br /><br /></em>CEO Advice: If you want top sales talent, they need to see a clear path to earning real money. Show them others are winning, give them a comp plan they can believe in and the right people will come and perform.<br /><br /></p><p> Connect With</p><ul><li>Gavi Wolf: <a href="https://www.linkedin.com/in/gavi-wolf-121a4916/">LinkedIn</a> | <a href="https://www.indiewalls.com/">Website</a></li><li>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website</a></li></ul>