Unpacking the Black Box of Sales with Liz Heiman
Liz Heiman's why is rooted in the dreams of entrepreneurs everywhere, dreams of changing the world. But that dream can often turn into a nightmare if they can't sell their idea.
Liz specializes in advising B2B companies increase their revenue through proven, data driven sales strategies. Liz is a catalyst for sales growth.
Today she will be helping to unpack the mystery of sales and developing a process that begins with understanding who you are and end with understanding what your prospect ACTUALLY wants.
On today’s podcast…
0:46 - Can you hear me now?
2:43 - Sales is like a black box of mystery
7:05 - We have to start with understanding our buyers are people
9:40 - Who you are comes before what you do
12:55- Knowing your customer isn't about knowing your target market
15:54 - Qualifying out rather than qualifying in
21:52 - Startup shiny object syndrome
25:02 - Building a sales roadmap for startups
27:53 - What baffles Liz about startup values
32:42 - Liz's why is a dream
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