Alice Heiman

Alice Heiman, LLC

High growth companies dealing with a complex B2B sale that want rapid exponential growth to keep investors happy, dominate the market or increase the valuation for an exit. We provide the strategy and tactics to get you there. 

We bring world class sales strategy and tactics to owner lead companies from startups to maturity. Formerly with Miller Heiman, Inc (Now the Miller Heiman Group) 

Clients:  Basis Technology, Kalisher|Soho Myriad, Clarity Voice, Modus, Gemline, SPMB, Donsuemor, LiveRamp, Rehearsal, Marketing Evolution, Dorinda's Chocolates

Working at Miller Heiman, Inc., I was fortunate to work with Coca Cola, Fidelity Investments, John Deere, Hewlett Packard, Install Shield, Kimball International and other Fortune 500 companies.  I now bring the knowledge I gained to smaller high growth companies. 

Sales Strategist: 
Guiding CEOs and sales leaders to build the strategy they need to increase their sales is fun and challenging.  As a catalyst for change, I help leadership see where they have been and where they are going and provide winning strategies and tactics they are excited to execute.

Sales Leadership Coach: 
Coaching sales leadership teams to stay focused on sales is one of the most rewarding things I do.  As an entrepreneur myself, I know how hard it is to do everything needed to keep your business going and maintain the sales needed. We all know what to do, but when it comes to doing it, everyone needs a coach.

Founder & Chief Sales Energizer

Host of Sales Talk for CEOs www.salestalkforceos.biz

Listen for lessons from great CEOs, valuable insights from experts and my ideas on how to elevate your sales to increase your valuation.

Podcast Host

Participants leave my programs motivated and ready to make changes in the way they approach sales. They get immediate results when implementing the ideas I share. I motivate and inform my audience to take action. Other speakers tell you what to do, I show you how to do it so it works for you. Participants leave with strategies they feel comfortable using immediately.

As a keynote presentation or an event, the BizTalk Blender is my way of helping business people get connected to people they can do business with, collaborate with and develop into a referral source.  Most networking events are full of people standing around talking to the people they know.  The BizTalk Blender facilitates introductions in a comfortable and fun way.  The BizTalk gets participants into lively discussions about business topics that helps them get to know each other and share great ideas.

Some of the organizations I have done presentations for:  Zebra Technologies, AIA, Women Sales Pros, ASI Show, PRSSA, NAIFA, Colliers International, Northern Nevada Chamber, San Francisco Chamber, Northern Nevada Chamber, UTC Fire & Security sales conference, ORCA, PSN, University of Nevada, eWomen, East Bay Women in Business, FastWrap Franchise Conference, Nevada Inventors, NCET Biz Expo, AFP Sierra Chapter, IMC NorCal, Sierra Nevada ATD

Member of the National Speakers Association

Speaker

JS Boss - Oracle NetSuite Partner

Strategic Advisor

TEDx_Reno

Organizing Committee Member

ProActivate

If you are hiring revenue generating talent you need ProActivate. We partner globally with forward thinking leaders like you to achieve your revenue goals. We provide the top-shelf  talent you need to strategically amplify your message, leverage your position, and expand your customer base. 

Our unique model is the next generation of talent acquisition. We qualify talent through an in-depth, precise methodology based on behavioral modeling, digging deep into both skill-set, mindset and simulation evaluations. This allows us to offer ONLY the most qualified professionals for your growth.

Advisor

Women Sales Pros

Women Sales Pros has two primary roles, one being non-profit and one being for profit. 

First, the non-profit purpose is to gather the women in business who provide support to companies who want to increase their sales through training, coaching, assessments and consulting. We highlight these members on our website www.womensalespros.com. 

Second, the for profit side of Women Sales Pros is the virtual community championing more women in sales and sales leadership in companies with "male majority"​ sales teams - SaaS, tech, manufacturing, distribution, Fintech, financial services, utilities, and telecom.  We host live events around the country to show women what a great role professional sales can be, and we help companies learn where to find, how to hire, and ways to retain top female reps. Find us on Twitter, IG, Facebook and follow the WSP blog and podcast.

Member

Market Ready Index® 

Advisory Board Member

Vengreso | Type Less. Do More.

Vengreso (a minority and female owned business), has had an incredible track record of success as a service company over the last five years. I now have the honor of guiding them and their visionary leaders as they pivot into a SaaS company with FlyMSG, serving the 1 billion knowledge workers worldwide. 

Vengreso is the creator of FlyMSG®, the free text expander and personal writing assistant. FlyMSG helps individuals and teams automate the written word by removing the time drain it takes to find, copy, paste or write messages. 

Vengreso’s cloud-based productivity platform saves users 1-hour+ a day by expanding text of any length - anywhere online - with just a few short keystrokes. 

Talk about a time saver for any business professional!  

Best of all… there is a free plan, and it works! 

Who should use FlyMSG?

If you work behind a computer all day… then, regardless of your role (HR, Sales, Marketing, Customer Service, Customer Success, Business Owners, Accounts Payable, Recruiting, or…), you likely can use FlyMSG.
 
Today, professionals around the globe, in companies like Uber, St. Luke’s Health System, 1-800-Contacts, Google, use FlyMSG to save 1/hour a day, communicate more consistently, and drive better personal and business outcomes. 

Vengreso has a history of innovation and product development as evidenced by five consecutive Gold Stevie Awards (2019, 2020, 2021, 2022 (2X)) for product excellence and innovation🏅

In the words of one FlyMSG user:

“I love being able to use the same set of templates across email AND LinkedIn. These writing shortcuts allow for HYPER PERSONALIZED messages “on the FLY” while at the same time SAVING A TON OF TIME knocking out 90% of the message for you with one short shortcode! Beats automation any day!”
Theresa French

For more information about FlyMSG visit https://vengreso.com and see the media below.

Specialties: Text Expander | AI Writing Assistant | Automate Repetitive Tasks

Strategic Advisor | Early-Stage Investor

Coalition Snow

Coalition Snow is pioneering the future of adventure and lifestyle as the first ski and snowboard company created by women, for women. Women choose Coalition Snow because their passion for playing in the mountains runs as deep as their desire to deconstruct the status quo. #sisterhoodofshred

Vistage Worldwide, Inc.

Vistage is the world’s largest executive coaching organization for small and midsize businesses. For more than 60 years they’ve been helping CEOs, business owners and key executives solve their toughest challenges through a comprehensive approach to success. At the heart of their proven formula is confidential peer advisory groups and executive coaching sessions.

University of Nevada Reno

I currently teach sales in the entrepreneurship minor. 
Previously, taught Business Communications and Sales.

Entrepreneurship Instructor for the College of Business

Founder | Strategist | Podcast Host I guide #CEOs to increase sales and their valuation. Skier⛷️ Sailor ⛵️

CEOs want to know what can be done so that their sales team can deliver the numbers. They want to know what can be done to improve sales in the virtual environment we live in today.

Many are struggling to do this and making sales harder than it should be.  At Alice Heiman, LLC our team of experts will guide you and your team to success. 

According to Forbes.com "Heiman is a diligent student and teacher of what works. She is among the world’s leading experts on the complex sale."

Heiman strategizes with CEOs and sales leadership to grow develop sales organizations and increase sales profitably. 

Originally, from the widely known Miller Heiman Group, Heiman and her team incorporates the newest research and best practices to provide sales programs that generate immediate and sustainable results.

#CEOs - You can develop the strategy that will grow sales in a customer focused, profitable way and increase the value of your company. 

>Do you have a B2B, complex sale? 

>Do your investors/shareholders expect double or triple digit growth? 

>Is your team struggling or want to grow sales faster?

Let's talk 775-852-5020 alice@aliceheiman.com

You are charged with growth. Your team must master the complex sale, shorten your sales cycle and build a sales plan that provides sustainable growth. Let us guide you. 

Our clients have seen a 30 to 75% increase in their sales over the time we have worked with them. We have coached and trained sales organizations from start-up to Fortune 100. It's exciting to see them bring a new spirit and energy to the market.

>Sales Strategist
>Speaker - *Virtual Presentations
>Sales Leadership Coach

*Over 10 years of experience presenting virtually.

☏ 775-852-5020 * www.aliceheiman.com * alice@aliceheiman.com ✉

When scaling a startup, every CEO should focus on 3 things (and it's not revenue, churn, or hiring great talent): 

BACKGROUND:

Over the past 10 years, I read "The Great CEO Within" by Matt Mochary 4 times.

Each time I was at a different part of the scaling journey, so each time something different resonated with me. 

When I read it recently, one idea stood out WAY more than it had in the past … 

The idea that the *emotional burden* of scaling a startup is substantial. 

And it's not fair to put the weight of that burden on your family. 

You need a support system to deal with it along the way. 

That's why I think every CEO scaling a startup should do 3 things:

1. Get a therapist

I finally found a therapist and now we meet regularly. I have been seeing her for 12 weeks, and interestingly, my wife thinks I’m less of an as*hole now. Every week my therapist makes me “bring something in” to talk about, and that alone is making me more mindful of the little things on a day to day basis.

2. Get a mentor or coach

Santosh Sharan has served as my main mentor figure for the past 18 months. But we work together and I have some glaringly obvious shortcomings around instilling processes that I could use some help with. 

I was explaining to Brian Lee🏌🏻 of Pavilion that I was looking for a mentor or coach, and he connected me to Matt Blumberg, who found Jonathan Shapiro. Jon is now working with 8 of our executives, and we’re rolling out Entrepreneur Operating System (EOS). I’m VERY happy I pursued the mentorship path. 

3. Get a network of peers.

I was really sold on the idea of meeting with a group of CEO peers regularly. One of my friends joined YPO and said the forum was excellent, so I applied, went through that brutal screening process, and didn’t get in! 

I then decided to join Pavilion and Sam Jacobs ' CEO group. It’s definitely doing what I was looking for - a group of people at a similar stage to me experiencing a similar pain in a slightly different way. 

TAKEAWAY:

Startups are hard. 

Maintaining good mental health throughout the journey is even harder.

It’s not fair for your significant other to bear the burden.

I found a therapist, a mentor, and a group of peers to help me along the way. 

Being a CEO can be pretty lonely.

But it doesn’t have to be.

Why?

Why do I spend hours and hours for months and months each year volunteering for TEDx_Reno, since 2013?

Because our community appreciates it so much. 

Where else can you go for a day to be inspired, meet experts, learn, network and expand your mind? 

Here are just a few pics from this year’s event. 

I felt so supported by my team, all of the volunteers and my friends and family that attended. 

Huge kudos to Kaya Stanley, license holder and visionary for the event, her husband Kevin Stanley who did so much behind the scenes, Cynthia J. Albright, FAICP CUD, GISP who handled all of the logistics, Brandon Bianco of DREAMPILOT FILMS and his team who did all of the production, Courtney Meredith and her team at Design On Edge who did the graphic design, public relations, website and so much more, and the other core team members María Del Rocío Paz Fernandez, Jackie Quintero, Emma Waldren, Casey Shiver, Michael Tragash, Patricia Martin who worked tirelessly with all of the other volunteers to make this event great!

TEDxReno was incredible this year. I had the chance to interview many of the speakers for our upcoming Beyond Clinical Walls at TEDxReno series. Keep an eye out for these videos—they'll give you a sneak peek into the speakers' thoughts before their talks from this weekend become available online. I'm glad my girls got to experience everything TEDxReno has to offer. Kaya Stanley Alice Heiman Cynthia J. Albright, FAICP CUD, GISP Professor Alexandra Carter #Hirie, @SofiaSanchez Krysta Palmer, Kirstie Ennis Adrienne Bankert Dr. Judy Ho Dr.David H. Rosmarin Krista Palmer Tracey Gendron 
#DiscoverMuseum, University of Nevada, Reno #TEDxReno #BeyondClinicalWalls #Dr_BCW #BeyondClinicalWalls 
#RenoRising #PackPride #UNRAthletics #HealthEquity #HealthLiteracy #TEDx #givingbacktothecommunity

Just one week to go . . . 🚀 

TEDx_Reno is almost here. I've spent most of my Saturday watching ticket 🎟 sales soar and posting about all of our amazing speakers and partners. 

It's crazy 😬 to think that in just 7 days we'll have University of Nevada, Reno Lawlor Event Center full with fun exhibits and for our attendees to enjoy along with a full roster of outstanding speakers and entertainers. 

Putting on an event like this is a tremendous amount of work along with running my business and taking care of my family but, I feel it's so important to bring this to our community that it is worth the early mornings 🌄 , late nights 🌃 and weekends. 

The dedication 💕 of the team, our partners and our speakers is beyond words. 

I hope you'll come and enjoy this very special event with me. 

#TEDxReno
📅 April 6, 2024
🕗 Doors open at 8 am
☀ All day event with a celebration immediately following
🗺 University of Nevada, Reno Lawlor Event Center
🎟 Tickets at www.tedxreno.org 

👏 A big thank you to our presenting partner University of Nevada, Reno and our title partners PBS Reno, DREAMPILOT FILMS, Design On Edge, TC Energy, Greg Kidd

👏 And a round of applause to the core team I'm on that makes the dream come true Kaya Stanley, Courtney Meredith, Cynthia J. Albright, María Del Rocío Paz Fernandez, Patricia Martin, Michael Tragash, Emma Waldren

P.S. Just to be clear, I'm not a speaker, I am an organizer who with a team of people has worked all year to make this a reality.


The Dream Team 🤩

This is the dream social team I got to work with for months leading up to and on the day of the event. Some are still helping as we wind down from the event.

Yes, it takes a team this big to insure the event gets promoted properly and tickets are purchased, all the speakers and partners get some love and keep our social channels engaging.

Not only did they post, they engaged with the team, the community, the speakers and partners because, well, it’s social 😆. 

⬆️To increase our following on LinkedIn, Twitter, Facebook and Instagram, engage and promote it was daily volunteer work. 

Then they worked tirelessly from 7 am till 9 pm. 

They worked the Salon on April 4 that was sold out and they worked the speaker dinner on April 5 as well.

Such dedication! 

🥰Thank you, thank you, thank you! You made my job so much easier and you were all such a pleasure to work with! 

An even bigger shout out to Reagan Hilton who did the graphics and wrote most of the content for the social posts. 

If you want to see some cool videos, follow TEDxReno on Instagram or Facebook.

We are not excluding men, we are including women. 

#womenshistorymonth #parity 

Outbound isn't dead. 
Generic spray and pray is dead.  
 
Imagine this scenario: 
 - 1,000 amazing accounts in your ICP 
 - 2 amazing buyer personas in each 
 - Your SDRs prospect into them all 
 - With personalized approaches 
 - 149 meetings held (7.45%) 
 
You have 149 meetings with the best 1,000 accounts in your ICP.  
 
These accounts, by definition are: 
 - Most likely to buy 
 - Most likely to spend a lot 
 - Most likely to decide quickly 
 - Most likely to renew and grow 
 
You now have... 
 - More pipeline 
 - A higher Close Rate 
 - A faster Sales Cycle 
 - A higher Average Sales Price 
 - A higher Lifetime Customer Value 
 - A MUCH MUCH higher LTV:CAC ratio 
 
Is outbound dead?  
 
This seems pretty sustainable to me.  
 
🤔 
 
Alternatively: 
 - 1,000 amazing accounts in your ICP 
 - 2 amazing buyer personas in each 
 - Your SDRs prospect into them all 
 - With generic sales messaging 
 - 10 meetings held (0.49%) 
 
You have just 10 meetings held 
 
𝗬𝗼𝘂 𝗺𝗶𝘀𝘀𝗲𝗱 𝗼𝘂𝘁 𝗼𝗻 𝟭𝟯𝟵/𝟭𝟰𝟵 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗯𝗲𝘀𝘁 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀! 
 
So you send more emails.  
 
You go after: 
 - 3,000 far less qualified accounts 
 - Targeting 6 buyer personas 
 - Totaling 18,000 prospects 
 - With more generic msgs 
 - 88 mtgs held (0.49%)  
 
You now have: 
 - 99 meetings instead of 149 
 - With far less qualified accounts 
 - And far less qualified buyer personas 
 
So you have: 
 - 33% less pipeline 
 - A lower Close Rate 
 - A slower Sales Cycle 
 - A lower Average Sales Price 
 - A lower Lifetime Customer Value 
 - A MUCH MUCH lower LTV:CAC ratio 
 
Is outbound dead? Yeah, I'd say so.  
 
Credit to Nick Cegelski and 30MPC for sharing this data from Outreach in his newsletter this past weekend.  
 
Want to know how to build this?  
 
This is more than just telling reps to personalize their messaging.  
 
Take a look at our 𝟯 𝗣𝗮𝗿𝘁 𝗦𝗲𝗿𝗶𝗲𝘀 𝗼𝗻 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹𝗶𝘇𝗶𝗻𝗴 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱.  
 
Starting here: https://bit.ly/3vgFrrI 
 
✌️

Trying to increase your sales?

Who isn't, amiright?

Here are two keys:

🗝Customer Experience - CX

🗝Employee Experience - EX

How do these impact sales?

When was the last time you took a look at the customer journey from "Hello" to "I'm your loyal customer"? 🤔 

I'm gonna guess it's been too long. 

This journey impacts sales. We are either making it easy to be our customer or we are not. 

I had an unfortunate situation with a client recently who thought they had satisfied customers. They did a Voice of the Customer (VOC) survey and found out they had a lot of unhappy customers. 

Was that impacting sales? You bet it was. 

Another client with my prompting decided to look into employee experience. They thought that their employees were feeling good and enjoying their work. They were wrong. 

Does everyone wake up excited to get to work, do what they do best and provide an exceptional customer experience at your company? 

Could they? Ok, nothing's perfect but what if that was true even 50% of the time. Breathe that in. 

It would impact loyalty, retention, productivity, customer experience, employee experience, profitability. 

Grumpy employees are no fun, not productive, irritating to all and not moving the company forward. Bad for profitability. 

You can't separate CX and EX. They impact each other. 

You can't have unhappy customers and happy employees - disconnect.

You can't have unhappy employees and happy customers - disconnect. 

Grumpy, disengaged employees do not provide and awesome customer experience. 

Disgruntled customers, who mistreat employees do not put employees in a good mood. 

This seems very simple and straightforward and yet, I see problems with CX and EX in many companies. 

There are some simple things you can do. 
1. Ask your customers
2. Ask your employees
3. Show appreciation to both (need help, see comments)
4. Make the needed changes
5. Celebrate

Listen to my short podcast to learn more 👇. 

Shoutout to Tiffani Bova who inspired my thoughts. 

Imagine bootstrapping your company to $22 million in ARR in just four years.

I don't think it was what Adam Robinson, CEO of Retention.com imagined. 

He tells the full story on his LinkedIn profile. 

Not unlike “G” Guillaume Moubeche, from a few episodes ago, Adam is willing to put himself out there. I highly recommend following both of them. 

As I've been talking about lately #CEOs can impact revenue by sharing thought leadership on social media and these two are living proof. 

Adam shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years with me on #SalesTalkforCEOs.  

Here are some key insights.

✨ Innovate to Stay Ahead: Robinson’s journey underlines the importance of adopting and creating new technologies. His message to CEOs: don’t shy away from technology that can redefine your sales strategy.

✨ Transparency Builds Trust: By openly sharing his company’s ups and downs, Robinson demonstrates the value of transparency in building a brand. It’s a reminder that honesty can significantly bolster your company’s image.

✨ Content is King: Adam’s success story on LinkedIn emphasizes the need for CEOs to leverage social media and content creation to engage with their audience (for actions you can take on that listen to my episode with Scott Gillum). 

✨ Product-Market Fit is not enough: “Nothing will work without incredible word of mouth,” Robinson states, highlighting the essence of product-market fit. This is a critical reminder for CEOs to continually refine their offerings based on customer feedback.

✨ Simplicity in Communication: The effectiveness of his cold email strategy lies in its simplicity. “We can identify your anonymous website visitors and give you email addresses for people who do not fill out forms. Do you care?” This approach underscores the power of clear, concise messaging.

Lots of great ideas from my guest Adam. Listen below 👇 

Please negotiate your kayak to the left. 

Those were the words that started attorney Alexandra Carter thinking differently. 

Years later she has dedicated herself to helping women learn to negotiate. 

You can meet her tomorrow in Reno at the National Automobile Museum if you get your ticket now! https://lnkd.in/g6eCaf7R

🎉 Tomorrow is the big day for our first #TEDxReno Salon!

Alexandra Carter, is a lawyer and an Award Winning Negotiator who has trained thousands of people including UN diplomats her daughter Caroline Carter Lembrich.

What is a salon you ask? 

Salons are smaller more intimate live events that feature on or two of our speakers.

A critical element of salon is lively discussions, allowing attendees to actively participate in the event. With much smaller audiences than a standard TEDx event, salons bring attendees together in more intimate spaces, and with more chances to get know and exchange ideas as with each other.

✨ Alexandra Carter is nothing short of amazing. 

Following the talk will be a lively and engaging hosted panel of powerful female leaders who will discuss how Alex's message relates in different fields and age groups. 

Our panel will be:
🤩 Ila Achtabowski, Nevada Women's Fund
🤩 Jennifer Rogers Markwell, Platinum Wealth Management
🤩 Ann Nelson, Girl Scouts of the Sierra Nevada

Our Moderator: Kaya Stanley, TEDxReno Organizer
Our Master of Ceremonies is Nancy Fennell, Dickson Realty 

Please join us on April 4th for this exciting event. 

 📅 Date: April 4th, 2024
 🕔 Time: 5:00 PM - 7:30 PM PST (Doors Open at 4:30 PM)
 🗺 Location: National Automobile Museum, Reno
 🎉 Reception to follow immediately

General Admission: $20 | Students with valid ID are Free

Many thanks to our sponsors: Nevada Women's Fund, Girl Scouts of the Sierra Nevada, Platinum Wealth Management, Plumas Bank, National Automobile Museum 

🎟 Get your tickets now https://lnkd.in/g6eCaf7R 

eventbrite.com • 2 min read

TEDxReno Salon. "Ask For More: Empowering Women to Negotiate Anything"

TEDxReno Salon "Ask For More: Empowering Women to Negotiate Anything"



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