This episode of the Revenue Harvest Podcast with Nigel Green features Alice Heiman, Founder & Chief Sales Energizer at Alice Heiman, LLC. Good selling is still good selling even without geographical territories. Alice shares how to transition your sales around the customer and do business the way the market wants to do business. She explains the benefits of aligning your sales people with buying methods and how to use team selling to service larger clients. She shares her process of segmenting prospects and rating and ranking accounts based on metrics other than territory. Alice also discusses the importance of having a CRM and how this can be used to manage relations and measure salespeople on the level of their client relationships. For your sales reps, Alice explains that leaderboards should display how deals come in, perhaps via referrals, to show the quality of the deals coming in. You can connect with Alice in the links below: Website (Alice Heiman) - https://aliceheiman.com/ LinkedIn - https://www.linkedin.com/in/aliceheiman/ Twitter - https://twitter.com/aliceheiman Instagram - https://www.instagram.com/aliceheiman/ To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc. You can also connect with Nigel by visiting the following links: Website (Revenue Harvest) - http://www.therevenueharvest.com/ Website (Nigel Green) - https://nigelgreen.co/ LinkedIn - https://www.linkedin.com/in/revenueharvest/ HIGHLIGHTS 04:10 Adapt to video selling: Communicate with your hands 07:37 Sales is adapting as it veers away from territory 10:36 Segmenting prospects and aligning sales people with buyer buying methods 16:00 Using team selling to create customer trust and continuity 20:59 Transition your sales structure around the customer 24:27 Rating and ranking your current customers 28:07 Rework the book of business during transition 36:03 Measure salespeople with the number of relationships and referrals 43:57 Tips for recruiting in account management versus territory management 47:50 Connect with Alice QUOTES 07:03 "Some things have changed but mostly they haven't changed. Good selling is good selling." 13:09 "What you have to know is how your customers want to buy. That's what you have to know. And you can figure this out by looking at the customers who already buy from you and maybe asking them." 13:47 "The main thing is set it up in a way that works best for your customer, not a way that's easy for you necessarily to track and manage." 22:25 "Rank them by what they spend. But then, I want to rate them also because just because they spend the most, doesn't mean they're the best customer or that they have the most potential to buy more." 28:34 "You could triple or quadruple that 8 million if you would spread those accounts over more people who could actually interface with them and manage them and talk to them because 1 rep cannot touch all of those accounts." 44:15 "In our hiring process, we really have to figure out what the strengths are of each seller and their propensity to figure things out and build their own little business. So they have to treat it more entrepreneurially."
This episode of the Revenue Harvest Podcast with Nigel Green features Alice Heiman, Founder & Chief Sales Energizer at Alice Heiman, LLC. Good selling is still good selling even without geographical territories.
Alice shares how to transition your sales around the customer and do business the way the market wants to do business. She explains the benefits of aligning your sales people with buying methods and how to use team selling to service larger clients.
She shares her process of segmenting prospects and rating and ranking accounts based on metrics other than territory. Alice also discusses the importance of having a CRM and how this can be used to manage relations and measure salespeople on the level of their client relationships.
For your sales reps, Alice explains that leaderboards should display how deals come in, perhaps via referrals, to show the quality of the deals coming in.
You can connect with Alice in the links below:
To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.
You can also connect with Nigel by visiting the following links:
HIGHLIGHTS
04:10 Adapt to video selling: Communicate with your hands
07:37 Sales is adapting as it veers away from territory
10:36 Segmenting prospects and aligning sales people with buyer buying methods
16:00 Using team selling to create customer trust and continuity
20:59 Transition your sales structure around the customer
24:27 Rating and ranking your current customers
28:07 Rework the book of business during transition
36:03 Measure salespeople with the number of relationships and referrals
43:57 Tips for recruiting in account management versus territory management
47:50 Connect with Alice
QUOTES
07:03 "Some things have changed but mostly they haven't changed. Good selling is good selling."
13:09 "What you have to know is how your customers want to buy. That's what you have to know. And you can figure this out by looking at the customers who already buy from you and maybe asking them."
13:47 "The main thing is set it up in a way that works best for your customer, not a way that's easy for you necessarily to track and manage."
22:25 "Rank them by what they spend. But then, I want to rate them also because just because they spend the most, doesn't mean they're the best customer or that they have the most potential to buy more."
28:34 "You could triple or quadruple that 8 million if you would spread those accounts over more people who could actually interface with them and manage them and talk to them because 1 rep cannot touch all of those accounts."
44:15 "In our hiring process, we really have to figure out what the strengths are of each seller and their propensity to figure things out and build their own little business. So they have to treat it more entrepreneurially."