Alice Heiman started her career in teaching (which we learned on another episode of our podcast is a great background for Sales) and then went to work at the Miller Heiman Group, the company her father co-founded. A career in sales had never been on her mind but she came to be one of the foremost experts in the complex sale.
During our chat Alice Heiman shared some of her secrets for energizing a sales organization to recognize their full potential.
- Don’t just hire for a certain skill
- Patience is key for a long sales cycle
- Help reps understand the role psychology has in the sales process.
Can’t wait for our listeners to implement these ideas!