In this episode of Sales Talk for CEOs, 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 core of it.Actionable takeaways for leaders:<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. </li><li>Replace “follow up” emails with “feedback” outreach. </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>. </li></ul>Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it is 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:👉<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>👉<a href='https://aliceheiman.com/scaling-your-business-with-trusted-partnerships/'> How to scale with trusted partnerships</a>👉<a href='https://aliceheiman.com/relationships-over-sales-pitches/'> Why relationships win over sales pitches</a> Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust. Rapid‑Fire PicksBook: <a href='https://www.perrymarshall.com/8020-book/'>80/20 Sales &amp; Marketing</a> by Perry MarshallPodcast: <a href='https://stevenbartlett.com/doac/'>The Diary of a CEO</a> 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. Connect With Ari Galpert: <a href='https://www.linkedin.com/in/arigalper/'>LinkedIn</a> | <a href='https://arigalper.com/'>Website</a>Alice Heiman:<a href='https://www.linkedin.com/in/aliceheiman'> LinkedIn</a> | <a href='http://www.aliceheiman.com'>Website </a>

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

In this episode of Sales Talk for CEOs, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what CEOs, Founders, and Sales Leaders must do instead. Ari argues that trust isn’t a byproduct of selling; it’s the core of it. Actionable takeaways for leaders: Train your team to lead with questions, listen until they share the full context of their problem.  Replace “follow up” emails with “feedback” outreach.  A...

Ep188 Trust‑Based Selling: How Ari Galper Accelerated Complex B2B Deals by Earning Trust - Not Chasing Them

In this episode of Sales Talk for CEOs, 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.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 on the business, not in 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. Rapid‑Fire PicksBooks:<a href='https://store.grantcardone.com/products/the-10x-rule-book?srsltid=AfmBOorjfAIhajMltsODVV1gwvdmJjQhleAUGoIMbhnwGiqvlDZkLolW'>10X</a> by Grant Cardone<a href='https://andrewsobel.com/books/power-questions/'>The Power Questions</a> by Jerold Panas &amp; Andrew Sobel<a href='https://thegogiver.com/'>The Go-Giver </a>(and The Go-Giver Influencer) by Bob Burg and John David Mann Podcasts: <a href='https://builttosell.com/podcast/'>Built to Sell Radio</a><a href='https://www.inspiredinsider.com/'>Inspired Insider</a> with Dr. Jeremy WeiszAdvise 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.  Connect With<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>

<description>&lt;p&gt;In this episode of &lt;em&gt;Sales Talk for CEOs&lt;/em&gt;, 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.&lt;/p&gt;&lt;p&gt;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 &lt;em&gt;on&lt;/em&gt; the business, not &lt;em&gt;in&lt;/em&gt; 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.&lt;/p&gt;&lt;p&gt;&lt;b&gt;&lt;br/&gt;Rapid‑Fire Picks&lt;/b&gt;&lt;/p&gt;&lt;p&gt;Books:&lt;/p&gt;&lt;p&gt;&lt;a href='https://store.grantcardone.com/products/the-10x-rule-book?srsltid=AfmBOorjfAIhajMltsODVV1gwvdmJjQhleAUGoIMbhnwGiqvlDZkLolW'&gt;&lt;em&gt;10X&lt;/em&gt;&lt;/a&gt; by Grant Cardone&lt;/p&gt;&lt;p&gt;&lt;a href='https://andrewsobel.com/books/power-questions/'&gt;&lt;em&gt;The Power Questions&lt;/em&gt;&lt;/a&gt; by Jerold Panas &amp;amp; Andrew Sobel&lt;/p&gt;&lt;p&gt;&lt;a href='https://thegogiver.com/'&gt;&lt;em&gt;The Go-Giver&lt;/em&gt; &lt;/a&gt;(and &lt;em&gt;The Go-Giver Influencer&lt;/em&gt;) by Bob Burg and John David Mann&lt;/p&gt;&lt;p&gt;&lt;b&gt;&lt;br/&gt;&lt;/b&gt;Podcasts: &lt;/p&gt;&lt;p&gt;&lt;a href='https://builttosell.com/podcast/'&gt;&lt;em&gt;Built to Sell Radio&lt;/em&gt;&lt;/a&gt;&lt;/p&gt;&lt;p&gt;&lt;a href='https://www.inspiredinsider.com/'&gt;&lt;em&gt;Inspired Insider&lt;/em&gt;&lt;/a&gt; with Dr. Jeremy Weisz&lt;/p&gt;&lt;p&gt;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.&lt;/p&gt;&lt;p&gt;&lt;b&gt;&lt;br/&gt; Connect With&lt;/b&gt;&lt;/p&gt;&lt;ul&gt;&lt;li&gt;Adi Klevit: &lt;a href='https://www.linkedin.com/in/adiklevit/'&gt;LinkedIn&lt;/a&gt; | &lt;a href='https://bizsuccesscg.com/'&gt;Website&lt;/a&gt;&lt;/li&gt;&lt;li&gt;Alice Heiman:&lt;a href='https://www.linkedin.com/in/aliceheiman'&gt; LinkedIn&lt;/a&gt; | &lt;a href='http://www.aliceheiman.com'&gt;Website&lt;/a&gt;&lt;/li&gt;&lt;/ul&gt;&lt;p&gt;&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;&lt;p&gt;&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;</description>

In this episode of Sales Talk for CEOs, 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. 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 on the ...

Ep187 From Founder Chaos to Scalable Sales: Adi Klevit’s System to Turn Sales Know‑How Into Company Growth

In this episode of Sales Talk for CEOs, 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. Rapid‑fire picksBook: <a href='https://www.unreasonablehospitality.com/books'>Unreasonable Hospitality</a> by Will Guidara. Podcast: <a href='https://freakonomics.com/podcasts/'>Freakonomics</a> with Stephen Dubner. 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.  Connect With<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>

<description>&lt;p&gt;In this episode of &lt;em&gt;Sales Talk for CEOs&lt;/em&gt;, 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.&lt;br/&gt;&lt;br/&gt;Rapid‑fire picks&lt;/p&gt;&lt;p&gt;Book: &lt;a href='https://www.unreasonablehospitality.com/books'&gt;&lt;em&gt;Unreasonable Hospitality&lt;/em&gt;&lt;/a&gt; by Will Guidara.&lt;br/&gt;&lt;br/&gt;Podcast: &lt;a href='https://freakonomics.com/podcasts/'&gt;&lt;em&gt;Freakonomics&lt;/em&gt;&lt;/a&gt;&lt;em&gt; with Stephen Dubner.&lt;br/&gt;&lt;br/&gt;&lt;/em&gt;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.&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;&lt;p&gt; Connect With&lt;/p&gt;&lt;ul&gt;&lt;li&gt;Gavi Wolf: &lt;a href='https://www.linkedin.com/in/gavi-wolf-121a4916/'&gt;LinkedIn&lt;/a&gt; | &lt;a href='https://www.indiewalls.com/'&gt;Website&lt;/a&gt;&lt;/li&gt;&lt;li&gt;Alice Heiman:&lt;a href='https://www.linkedin.com/in/aliceheiman'&gt; LinkedIn&lt;/a&gt; | &lt;a href='http://www.aliceheiman.com'&gt;Website&lt;/a&gt;&lt;/li&gt;&lt;/ul&gt;</description>

In this episode of Sales Talk for CEOs, 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.  Rapid‑fire picks Book: Unreasonable Hospitality by Will Guidara.  Podcast...

Ep186 From Cafe Marketplace to Commercial Art Powerhouse, Gavi Wolf’s Sales Journey

Stop wasting money on lead generation that doesn’t work. In this solo episode of Sales Talk for CEOs, Alice Heiman delivers a powerful, no-nonsense rant every B2B CEO needs to hear. She challenges the outdated playbook of cold calling and SDR-driven outreach, revealing why it&apos;s costing you more than it’s delivering and what to do about it.Alice shares real examples and modern strategies to generate high-quality leads that fill your pipeline without burning out your sales team. From leveraging marketing properly, to holding the right kind of events, to mining your customer base for referrals, this is the wake-up call CEOs need to redesign their go-to-market motions.Connect with Alice Heiman: LinkedIn:<a href='https://www.linkedin.com/in/aliceheiman'> https://www.linkedin.com/in/aliceheiman </a>Website:<a href='https://aliceheiman.com'> https://aliceheiman.com</a>

<description>&lt;p&gt;Stop wasting money on lead generation that doesn’t work. In this solo episode of &lt;em&gt;Sales Talk for CEOs&lt;/em&gt;, Alice Heiman delivers a powerful, no-nonsense rant every B2B CEO needs to hear. She challenges the outdated playbook of cold calling and SDR-driven outreach, revealing why it&amp;apos;s costing you more than it’s delivering and what to do about it.&lt;/p&gt;&lt;p&gt;Alice shares real examples and modern strategies to generate high-quality leads that fill your pipeline &lt;em&gt;without&lt;/em&gt; burning out your sales team. From leveraging marketing properly, to holding the right kind of events, to mining your customer base for referrals, this is the wake-up call CEOs need to redesign their go-to-market motions.&lt;/p&gt;&lt;p&gt;Connect with Alice Heiman: &lt;/p&gt;&lt;p&gt;LinkedIn:&lt;a href='https://www.linkedin.com/in/aliceheiman'&gt; https://www.linkedin.com/in/aliceheiman&lt;br/&gt;&lt;/a&gt;Website:&lt;a href='https://aliceheiman.com'&gt; https://aliceheiman.com&lt;/a&gt;&lt;/p&gt;&lt;p&gt;&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;</description>

Stop wasting money on lead generation that doesn’t work. In this solo episode of Sales Talk for CEOs, Alice Heiman delivers a powerful, no-nonsense rant every B2B CEO needs to hear. She challenges the outdated playbook of cold calling and SDR-driven outreach, revealing why it's costing you more than it’s delivering and what to do about it. Alice shares real examples and modern strategies to generate high-quality leads that fill your pipeline without burning out your sales team. From leveragin...

Ep185 Stop Burning Your Budget: Modern Lead Gen Tactics Every CEO Should Know

What happens when a math major turned cold-caller gets frustrated with broken sales systems? He builds a better one, then builds a company around it.In this episode of Sales Talk for CEOs, Alice Heiman sits down with Ryan Reisert, the co- founder of Outbound Operators and CallBlitz, to trace his journey from burned-out rep to process-driven founder. Ryan reveals how years of trial, error, and dialing taught him that sales doesn’t scale on brute force, it scales with math, process, and precision.This is the inside story of how a rep-turned-CEO rebuilt outbound from the ground up - more than once. Connect With Ryan Reisert: <a href='https://www.linkedin.com/in/salesdevelopmentrepresentative/'>LinkedIn</a> | <a href='https://callblitz.com/'>CallBlitz</a> | <a href='https://www.outboundoperators.com/'>Outbound Operators</a>Alice Heiman:<a href='https://www.linkedin.com/in/aliceheiman'> LinkedIn</a> | <a href='http://www.aliceheiman.com'>Website</a>

<description>&lt;p&gt;What happens when a math major turned cold-caller gets frustrated with broken sales systems? He builds a better one, then builds a company around it.&lt;/p&gt;&lt;p&gt;In this episode of &lt;em&gt;Sales Talk for CEOs&lt;/em&gt;, Alice Heiman sits down with Ryan Reisert, the co- founder of Outbound Operators and CallBlitz, to trace his journey from burned-out rep to process-driven founder. Ryan reveals how years of trial, error, and dialing taught him that sales doesn’t scale on brute force, it scales with math, process, and precision.&lt;/p&gt;&lt;p&gt;This is the inside story of how a rep-turned-CEO rebuilt outbound from the ground up - more than once.&lt;/p&gt;&lt;p&gt;&lt;br/&gt;Connect With&lt;br/&gt;Ryan Reisert: &lt;a href='https://www.linkedin.com/in/salesdevelopmentrepresentative/'&gt;LinkedIn&lt;/a&gt; | &lt;a href='https://callblitz.com/'&gt;CallBlitz&lt;/a&gt; | &lt;a href='https://www.outboundoperators.com/'&gt;Outbound Operators&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Alice Heiman:&lt;a href='https://www.linkedin.com/in/aliceheiman'&gt; LinkedIn&lt;/a&gt; | &lt;a href='http://www.aliceheiman.com'&gt;Website&lt;/a&gt;&lt;/p&gt;</description>

What happens when a math major turned cold-caller gets frustrated with broken sales systems? He builds a better one, then builds a company around it. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Ryan Reisert, the co- founder of Outbound Operators and CallBlitz, to trace his journey from burned-out rep to process-driven founder. Ryan reveals how years of trial, error, and dialing taught him that sales doesn’t scale on brute force, it scales with math, process, and precis...

Ep184 Cracking the Sales Code: How Ryan Reisert Built a System That Outsells Entire Teams

Welcome to Sales Talk for CEOs, a show where Alice Heiman interviews successful CEOs who have successfully scaled their B2B sales organizations. In each episode, we get to know the sales background of each CEO, dig into the strategies they've used to build their sales organization and wrap it up with what the future holds. We cover the good, the bad and the ugly of scaling a sales organization in order to deliver to you: value and insights.

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