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.
- 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!
