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. He’s coached hundreds of B2B sellers, teaching them the art of closing mega deals. Jamal has also cultivated a thriving community of more than 600 sellers, all dedicated to supporting and elevating each other’s success. About Guest Company Enterprise Sellers is a company that is dedicated to helping sales professionals close mega deals. This company offers training and mentorship to B2B SaaS sellers. They aim to help sales professionals navigate and understand the best strategies to secure large deals with potential customers. The Enterprise Sellers focuses on strategies that have been tested and proven to be effective by experienced industry professionals.Outboundless, where Jamal is a co-founder, focuses on helping companies scale their sales operations. By offering services like on-demand sales teams and tailor-made growth plans to suit each client. Social Links Episode Social Links LinkedIn: https://www.linkedin.com/in/jamal-reimer/ Company Website: <a href='https://www.enterprisesellers.com/'>https://www.enterprisesellers.com/</a> https://jamalreimer.com/ Company LinkedIn (Enterprise Sellers): https://www.linkedin.com/company/enterprise-sellers/ Company LinkedIn (Outboundless): https://www.linkedin.com/company/outboundless/ Link to Mega Deal Secrets: <a href='https://www.megadealsecretsbook.com/order-587089631679443322419'>https://www.megadealsecretsbook.com/order-587089631679443322419</a> Book recommended by Jamal: <a href='https://heathbrothers.com/books/the-power-of-moments/'>https://heathbrothers.com/books/the-power-of-moments/</a> Podcast recommended by Jamal: <a href='https://www.npr.org/podcasts/510318/up-first'>https://www.npr.org/podcasts/510318/up-first</a>Connect with Alice Heiman LinkedIn Profile:  https://www.linkedin.com/in/aliceheiman/ Alice’s Website: https://aliceheiman.com/

<description>&lt;p&gt;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.&lt;br/&gt;&lt;br/&gt;&lt;br/&gt;About Guest&lt;br/&gt;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. He’s coached hundreds of B2B sellers, teaching them the art of closing mega deals. Jamal has also cultivated a thriving community of more than 600 sellers, all dedicated to supporting and elevating each other’s success.&lt;/p&gt;&lt;p&gt;&lt;br/&gt;&lt;/p&gt;&lt;p&gt;About Guest Company&lt;br/&gt;Enterprise Sellers is a company that is dedicated to helping sales professionals close mega deals. This company offers training and mentorship to B2B SaaS sellers. They aim to help sales professionals navigate and understand the best strategies to secure large deals with potential customers. The Enterprise Sellers focuses on strategies that have been tested and proven to be effective by experienced industry professionals.&lt;/p&gt;&lt;p&gt;Outboundless, where Jamal is a co-founder, focuses on helping companies scale their sales operations. By offering services like on-demand sales teams and tailor-made growth plans to suit each client.&lt;/p&gt;&lt;p&gt;&lt;br/&gt;&lt;/p&gt;&lt;p&gt;Social Links &lt;br/&gt;Episode Social Links&lt;br/&gt;LinkedIn: https://www.linkedin.com/in/jamal-reimer/&lt;br/&gt;Company Website: &lt;a href='https://www.enterprisesellers.com/'&gt;https://www.enterprisesellers.com/&lt;/a&gt;&lt;br/&gt;https://jamalreimer.com/&lt;br/&gt;Company LinkedIn (Enterprise Sellers): https://www.linkedin.com/company/enterprise-sellers/&lt;br/&gt;Company LinkedIn (Outboundless): https://www.linkedin.com/company/outboundless/&lt;br/&gt;Link to Mega Deal Secrets: &lt;a href='https://www.megadealsecretsbook.com/order-587089631679443322419'&gt;https://www.megadealsecretsbook.com/order-587089631679443322419&lt;/a&gt;&lt;br/&gt;Book recommended by Jamal: &lt;a href='https://heathbrothers.com/books/the-power-of-moments/'&gt;https://heathbrothers.com/books/the-power-of-moments/&lt;/a&gt;&lt;br/&gt;Podcast recommended by Jamal: &lt;a href='https://www.npr.org/podcasts/510318/up-first'&gt;https://www.npr.org/podcasts/510318/up-first&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Connect with Alice Heiman&lt;br/&gt;LinkedIn Profile:  https://www.linkedin.com/in/aliceheiman/&lt;br/&gt;Alice’s Website: https://aliceheiman.com/&lt;/p&gt;&lt;p&gt;&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;</description>

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 GuestJamal 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. ...

Ep144 How the CEO can insure their team wins Mega Deals

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: <a href='https://www.google.com/url?q=https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/&amp;sa=D&amp;source=docs&amp;ust=1733940771885573&amp;usg=AOvVaw3GJkXI8I_-f88I5_AUXPsZ'>https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/</a>

<description>&lt;p&gt;Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.&lt;br/&gt;&lt;br/&gt;Connect with Alice Heiman&lt;br/&gt;LinkedIn Profile:  https://www.linkedin.com/in/aliceheiman/&lt;br/&gt;Alice’s Website: https://aliceheiman.com/&lt;br/&gt;Alice Blog: &lt;a href='https://www.google.com/url?q=https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/&amp;amp;sa=D&amp;amp;source=docs&amp;amp;ust=1733940771885573&amp;amp;usg=AOvVaw3GJkXI8I_-f88I5_AUXPsZ'&gt;https://aliceheiman.com/want-more-sales-hiring-more-salespeople-may-not-be-the-answer/&lt;/a&gt;&lt;br/&gt;&lt;br/&gt;&lt;/p&gt;</description>

Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.Connect with Alice HeimanLinkedIn 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/

Ep143 Before You Hire More Salespeople, Check This First

<h2>Chapters</h2>01:54 Dave Brock&apos;s EntryIntroducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales.02:07 The CEO&apos;s Role in SalesUnderstanding the strategic involvement of CEOs in sales, particularly in early-stage companies.02:46 Current Roles and InsightsDave illustrates his current role advising large companies and the unique challenges of early-stage companies.04:04 The Sustainable Role of CEOsDiscussion on how CEOs should balance their involvement in sales to ensure sustainability and growth.05:22 Leveraging Executive PresenceStrategies on how and when CEOs should intervene in sales processes to leverage their authority and experience.06:57 Opening Doors in SalesAnecdotes on how executive titles can accelerate business development and client engagement.07:45 Transition in CEO InvolvementExploring why CEOs might reduce their direct involvement in sales over time and the importance of empowering sales teams.09:56 Effective Use of Executive InfluenceDave shares how CEOs should be strategically used in sales, not just for authority but for significant business impact.10:01 Anecdote: CEO as a Symbolic PresenceHighlighting a quirky yet strategic use of a CEO&apos;s presence in international negotiations.11:29 CEO Missteps in Sales InterventionsA discussion on the potential risks and pitfalls when CEOs overstep in sales situations.16:17 The Importance of Strategic Executive InvolvementUnderlining when and why sales teams should leverage their CEOs, with a focus on access and displaying commitment.19:43 CEO Preparedness and CoordinationInsights into how sales teams should prepare and justify the involvement of senior executives in sales discussions.23:15 Establishing Organizational Support StructuresHow companies should structure executive support to ensure agility and efficacy in sales support.27:06 Long-term Strategic EngagementEncouraging CEOs to engage deeply with sales processes to drive organizational success and growth.44:59 Closing RemarksRecapping the essential points of CEO involvement in sales and the benefits of strategic executive participation.<h2>About Guest</h2>Provided:  Dave is author of the Sales Manager Survival Guide and the upcoming Sales Executive Survival Guide. He is CEO of Partners In EXCELLENCE, boutique consulting company working with Global 500 technology, industrial product, and professional services company.  He is also a highly sought after coach to CEOs, CROs and other executives. AI: Dave Brock is a seasoned professional with a knack for helping businesses navigate the fast-paced and often complex world of sales. He operates as the CEO of Partners in EXCELLENCE, a consulting firm that aids companies in becoming top performers in their fields. Known for his remarkable ability to analyze data and implement strategies that yield tangible results, Brock is admired by many in the industry. Brock carries with him a rich experience and deep understanding of the corporate environment, which allows him to provide effective solutions to companies struggling to cope with change. His forte lies in simplifying the intricacies of the business world, enabling organizations to seize opportunities and launch effective action plans with ease.<h2>About Guest Company</h2>Partners In EXCELLENCE is a consulting firm renowned for its solutions that help business leaders and sales teams deal with today&apos;s intricate and dynamic corporate landscape. Their primary aim is to work closely with their clients, helping them innovate, transform and eventually emerge as leaders in their respective fields. Their team of experts provide invaluable coaching and design customized solutions based on the individual needs of each business. According to te

<description>&lt;h2&gt;Chapters&lt;/h2&gt;&lt;p&gt;01:54 Dave Brock&amp;apos;s Entry&lt;/p&gt;&lt;p&gt;Introducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales.&lt;/p&gt;&lt;p&gt;02:07 The CEO&amp;apos;s Role in Sales&lt;/p&gt;&lt;p&gt;Understanding the strategic involvement of CEOs in sales, particularly in early-stage companies.&lt;/p&gt;&lt;p&gt;02:46 Current Roles and Insights&lt;/p&gt;&lt;p&gt;Dave illustrates his current role advising large companies and the unique challenges of early-stage companies.&lt;/p&gt;&lt;p&gt;04:04 The Sustainable Role of CEOs&lt;/p&gt;&lt;p&gt;Discussion on how CEOs should balance their involvement in sales to ensure sustainability and growth.&lt;/p&gt;&lt;p&gt;05:22 Leveraging Executive Presence&lt;/p&gt;&lt;p&gt;Strategies on how and when CEOs should intervene in sales processes to leverage their authority and experience.&lt;/p&gt;&lt;p&gt;06:57 Opening Doors in Sales&lt;/p&gt;&lt;p&gt;Anecdotes on how executive titles can accelerate business development and client engagement.&lt;/p&gt;&lt;p&gt;07:45 Transition in CEO Involvement&lt;/p&gt;&lt;p&gt;Exploring why CEOs might reduce their direct involvement in sales over time and the importance of empowering sales teams.&lt;/p&gt;&lt;p&gt;09:56 Effective Use of Executive Influence&lt;/p&gt;&lt;p&gt;Dave shares how CEOs should be strategically used in sales, not just for authority but for significant business impact.&lt;/p&gt;&lt;p&gt;10:01 Anecdote: CEO as a Symbolic Presence&lt;/p&gt;&lt;p&gt;Highlighting a quirky yet strategic use of a CEO&amp;apos;s presence in international negotiations.&lt;/p&gt;&lt;p&gt;11:29 CEO Missteps in Sales Interventions&lt;/p&gt;&lt;p&gt;A discussion on the potential risks and pitfalls when CEOs overstep in sales situations.&lt;/p&gt;&lt;p&gt;16:17 The Importance of Strategic Executive Involvement&lt;/p&gt;&lt;p&gt;Underlining when and why sales teams should leverage their CEOs, with a focus on access and displaying commitment.&lt;/p&gt;&lt;p&gt;19:43 CEO Preparedness and Coordination&lt;/p&gt;&lt;p&gt;Insights into how sales teams should prepare and justify the involvement of senior executives in sales discussions.&lt;/p&gt;&lt;p&gt;23:15 Establishing Organizational Support Structures&lt;/p&gt;&lt;p&gt;How companies should structure executive support to ensure agility and efficacy in sales support.&lt;/p&gt;&lt;p&gt;27:06 Long-term Strategic Engagement&lt;/p&gt;&lt;p&gt;Encouraging CEOs to engage deeply with sales processes to drive organizational success and growth.&lt;/p&gt;&lt;p&gt;44:59 Closing Remarks&lt;/p&gt;&lt;p&gt;Recapping the essential points of CEO involvement in sales and the benefits of strategic executive participation.&lt;/p&gt;&lt;h2&gt;About Guest&lt;/h2&gt;&lt;p&gt;Provided:  Dave is author of the Sales Manager Survival Guide and the upcoming Sales Executive Survival Guide. He is CEO of Partners In EXCELLENCE, boutique consulting company working with Global 500 technology, industrial product, and professional services company.  He is also a highly sought after coach to CEOs, CROs and other executives. &lt;/p&gt;&lt;p&gt;AI: Dave Brock is a seasoned professional with a knack for helping businesses navigate the fast-paced and often complex world of sales. He operates as the CEO of Partners in EXCELLENCE, a consulting firm that aids companies in becoming top performers in their fields. Known for his remarkable ability to analyze data and implement strategies that yield tangible results, Brock is admired by many in the industry. Brock carries with him a rich experience and deep understanding of the corporate environment, which allows him to provide effective solutions to companies struggling to cope with change. His forte lies in simplifying the intricacies of the business world, enabling organizations to seize opportunities and launch effective action plans with ease.&lt;/p&gt;&lt;h2&gt;About Guest Company&lt;/h2&gt;&lt;p&gt;Partners In EXCELLENCE is a consulting firm renowned for its solutions that help business leaders and sales teams deal with today&amp;apos;s intricate and dynamic corporate landscape. Their primary aim is to work closely with their clients, helping them innovate, transform and eventually emerge as leaders in their respective fields. Their team of experts provide invaluable coaching and design customized solutions based on the individual needs of each business. According to te&lt;/p&gt;</description>

Chapters01:54 Dave Brock's EntryIntroducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales.02:07 The CEO's Role in SalesUnderstanding the strategic involvement of CEOs in sales, particularly in early-stage companies.02:46 Current Roles and InsightsDave illustrates his current role advising large companies and the unique challenges of early-stage companies.04:04 The Sustainable Role of CEOsDiscussion on how CEOs should balance th...

Should CEOs Close Deals with David Brock

<h2>Chapters</h2>01:06 Guest Introduction01:13 Dakota&apos;s Dual Business Model02:39 Origin Story of Dakota03:10 Transition from Employee to Entrepreneur05:06 Early Days and Initial Client Acquisition06:37 Growing the Company and Sales Team Development07:42 Implementing the &apos;Dakota Way&apos;09:01 CEO&apos;s Role in Sales Process10:32 Sales Team Expansion and Developing Leadership12:07 Introducing AI in Sales13:14 Utilizing AI for Enhanced Customer Targeting16:03 Cold Outreach Strategies18:50 Building a Sales Culture Focused on Belief and Persistence20:28 Importance of the Human Element in Sales25:07 Final Insights and Advice for CEOs<h2>About Guest</h2>Gui Costin is an entrepreneur and thought leader with a track record of success in the field of sales and marketing. He is the founder and CEO of Dakota, a sales and marketing company specializing in investment services. With over 30 years of experience in the industry, Gui possesses an extensive knowledge of the global economy and investment world. Throughout his career, he has successfully launched and managed numerous businesses in the investment space. His expertise lies in sales strategy, business development, market research and product management.<h2>About Guest Company</h2>Dakota is an industry leader when it comes to sales and marketing in the investment services sector. The company was established by Gui Costin with a vision to revolutionize investment sales and marketing efforts through technology. Today, Dakota boasts a comprehensive sales platform – Dakota Marketplace, which is the first-ever search engine for investment strategies. The platform connects asset managers with potential investors. Alongside Dakota Marketplace, the company offers various other services like fund placement, investor research, data sync service that help drive revenues of businesses in capital raising.<h2>Links </h2>Connect with Gui CostinLinkedIn Profile: <a href='https://www.linkedin.com/in/guicostin/'>https://www.linkedin.com/in/guicostin/</a>Company Website: <a href='https://www.dakota.com/'>https://www.dakota.com/</a>Gui Costin&apos;s book &apos;Millennials Are Not Aliens&apos; on Amazon: <a href='https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429'>https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429</a>Gui Costin’s book ‘The Dakota Way’: Stay Tuned - Scheduled to be released in February 2025!Dakota&apos;s YouTube Channel featuring Gui Costin: <a href='https://www.youtube.com/@DakotaLivePodcast'>https://www.youtube.com/@DakotaLivePodcast</a>Book recommended by Gui : Amazon management systems <a href='https://ram-charan.com/books/the-amazon-management-system/'>The Amazon Management System - Ram Charan - Author, CEO Advisor</a>Podcast recommended by Gui: Chris Lockhead Podcast : Category Pirates <a href='https://www.youtube.com/@categorypirates'>(2) Category Pirates 🏴‍☠️ - YouTube</a>Connect with Alice HeimanLinkedIn Profile: <a href='https://www.linkedin.com/in/aliceheiman/'>https://www.linkedin.com/in/aliceheiman/</a>Alice’s Website: <a href='https://aliceheiman.com/'>https://aliceheiman.com/</a>

<description>&lt;h2&gt;Chapters&lt;/h2&gt;&lt;p&gt;01:06 Guest Introduction&lt;/p&gt;&lt;p&gt;01:13 Dakota&amp;apos;s Dual Business Model&lt;/p&gt;&lt;p&gt;02:39 Origin Story of Dakota&lt;/p&gt;&lt;p&gt;03:10 Transition from Employee to Entrepreneur&lt;/p&gt;&lt;p&gt;05:06 Early Days and Initial Client Acquisition&lt;/p&gt;&lt;p&gt;06:37 Growing the Company and Sales Team Development&lt;/p&gt;&lt;p&gt;07:42 Implementing the &amp;apos;Dakota Way&amp;apos;&lt;/p&gt;&lt;p&gt;09:01 CEO&amp;apos;s Role in Sales Process&lt;/p&gt;&lt;p&gt;10:32 Sales Team Expansion and Developing Leadership&lt;/p&gt;&lt;p&gt;12:07 Introducing AI in Sales&lt;/p&gt;&lt;p&gt;13:14 Utilizing AI for Enhanced Customer Targeting&lt;/p&gt;&lt;p&gt;16:03 Cold Outreach Strategies&lt;/p&gt;&lt;p&gt;18:50 Building a Sales Culture Focused on Belief and Persistence&lt;/p&gt;&lt;p&gt;20:28 Importance of the Human Element in Sales&lt;/p&gt;&lt;p&gt;25:07 Final Insights and Advice for CEOs&lt;/p&gt;&lt;h2&gt;About Guest&lt;/h2&gt;&lt;p&gt;Gui Costin is an entrepreneur and thought leader with a track record of success in the field of sales and marketing. He is the founder and CEO of Dakota, a sales and marketing company specializing in investment services. With over 30 years of experience in the industry, Gui possesses an extensive knowledge of the global economy and investment world. Throughout his career, he has successfully launched and managed numerous businesses in the investment space. His expertise lies in sales strategy, business development, market research and product management.&lt;/p&gt;&lt;h2&gt;About Guest Company&lt;/h2&gt;&lt;p&gt;Dakota is an industry leader when it comes to sales and marketing in the investment services sector. The company was established by Gui Costin with a vision to revolutionize investment sales and marketing efforts through technology. Today, Dakota boasts a comprehensive sales platform – Dakota Marketplace, which is the first-ever search engine for investment strategies. The platform connects asset managers with potential investors. Alongside Dakota Marketplace, the company offers various other services like fund placement, investor research, data sync service that help drive revenues of businesses in capital raising.&lt;/p&gt;&lt;h2&gt;Links &lt;/h2&gt;&lt;p&gt;Connect with Gui Costin&lt;/p&gt;&lt;p&gt;LinkedIn Profile: &lt;a href='https://www.linkedin.com/in/guicostin/'&gt;https://www.linkedin.com/in/guicostin/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Company Website: &lt;a href='https://www.dakota.com/'&gt;https://www.dakota.com/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Gui Costin&amp;apos;s book &amp;apos;Millennials Are Not Aliens&amp;apos; on Amazon: &lt;a href='https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429'&gt;https://www.amazon.com/Millennials-Are-Not-Aliens-Everything/dp/1946633429&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Gui Costin’s book ‘The Dakota Way’: Stay Tuned - Scheduled to be released in February 2025!&lt;/p&gt;&lt;p&gt;Dakota&amp;apos;s YouTube Channel featuring Gui Costin: &lt;a href='https://www.youtube.com/@DakotaLivePodcast'&gt;https://www.youtube.com/@DakotaLivePodcast&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Book recommended by Gui : Amazon management systems &lt;a href='https://ram-charan.com/books/the-amazon-management-system/'&gt;The Amazon Management System - Ram Charan - Author, CEO Advisor&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Podcast recommended by Gui: Chris Lockhead Podcast : Category Pirates &lt;a href='https://www.youtube.com/@categorypirates'&gt;(2) Category Pirates 🏴‍☠️ - YouTube&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Connect with Alice Heiman&lt;/p&gt;&lt;p&gt;LinkedIn Profile: &lt;a href='https://www.linkedin.com/in/aliceheiman/'&gt;https://www.linkedin.com/in/aliceheiman/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Alice’s Website: &lt;a href='https://aliceheiman.com/'&gt;https://aliceheiman.com/&lt;/a&gt;&lt;/p&gt;</description>

Chapters01:06 Guest Introduction01:13 Dakota's Dual Business Model02:39 Origin Story of Dakota03:10 Transition from Employee to Entrepreneur05:06 Early Days and Initial Client Acquisition06:37 Growing the Company and Sales Team Development07:42 Implementing the 'Dakota Way'09:01 CEO's Role in Sales Process10:32 Sales Team Expansion and Developing Leadership12:07 Introducing AI in Sales13:14 Utilizing AI for Enhanced Customer Targeting16:03 Cold Outreach Strategies18:50 Building a Sales Cultur...

The Dakota Way: Why it Matters with Gui Costin

<h1>Episode Details</h1><h2>Chapters</h2>00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking and Managing Opportunities06:13 The Funnel vs. The Pipeline07:33 Analyzing Pipeline Health and Sales Quotas09:02 The Significance of Periodic Reviews10:51 Avoiding Common Pipeline Review Mistakes12:24 Conducting Effective Funnel and Deal Reviews<h2>Social Links </h2>Connect with Alice on LinkedIn:  <a href='https://www.linkedin.com/in/aliceheiman/'>https://www.linkedin.com/in/aliceheiman/</a>Alice’s Website: <a href='https://aliceheiman.com/'>https://aliceheiman.com/</a>

<description>&lt;h1&gt;Episode Details&lt;/h1&gt;&lt;h2&gt;Chapters&lt;/h2&gt;&lt;p&gt;00:01 Introduction and Importance of Modern Sales Strategies&lt;/p&gt;&lt;p&gt;01:40 Understanding and Organizing Sales Opportunities&lt;/p&gt;&lt;p&gt;03:16 Differentiating Leads from Opportunities&lt;/p&gt;&lt;p&gt;04:47 Tracking and Managing Opportunities&lt;/p&gt;&lt;p&gt;06:13 The Funnel vs. The Pipeline&lt;/p&gt;&lt;p&gt;07:33 Analyzing Pipeline Health and Sales Quotas&lt;/p&gt;&lt;p&gt;09:02 The Significance of Periodic Reviews&lt;/p&gt;&lt;p&gt;10:51 Avoiding Common Pipeline Review Mistakes&lt;/p&gt;&lt;p&gt;12:24 Conducting Effective Funnel and Deal Reviews&lt;/p&gt;&lt;h2&gt;Social Links &lt;/h2&gt;&lt;p&gt;Connect with Alice on LinkedIn:  &lt;a href='https://www.linkedin.com/in/aliceheiman/'&gt;https://www.linkedin.com/in/aliceheiman/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Alice’s Website: &lt;a href='https://aliceheiman.com/'&gt;https://aliceheiman.com/&lt;/a&gt;&lt;/p&gt;</description>

Episode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking and Managing Opportunities06:13 The Funnel vs. The Pipeline07:33 Analyzing Pipeline Health and Sales Quotas09:02 The Significance of Periodic Reviews10:51 Avoiding Common Pipeline Review Mistakes12:24 Conducting Effective Funnel and Deal ReviewsSocial Links Connect with Alice on LinkedIn: &nbs...

Sales Funnel vs. Sales Pipeline: Key Differences for Better Sales Strategies

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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