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Liz Heiman- Beliefs in Selling
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Manage episode 343301089 series 3335160
What starts out as a discussion of habits in sales, turns into a masterclass on complex B2B sales.
My guest on Conversations With Good Humans is sales consultant and expert Liz Heiman. Liz grew up in selling as her father was co-founder of Miller Heiman. She has created a name for herself with her own firm and generously shares her wisdom in this episode.
Listen for Liz to explain what sales habits she considers to be so basic that she returns to them over and over again. You may just want to copy her!
Mentioned in this episode:
Liz Heiman on LinkedIn
Yoram Stone on LinkedIn
Bill Ganon on LinkedIn
https://www.regardingsales.com
Alan Stein Jr. on Ed Mylett's podcast
Chapters
1. Liz Heiman- Beliefs in Selling (00:00:00)
2. What does it mean to you to sell like a Good Human? (00:01:43)
3. Why does a person not act like a Good Human even accidentally? (00:03:20)
4. What role do you think that beliefs about habits play in the way you sell? (00:06:18)
5. How does a sales professional deal with pressure to generate revenue? (00:11:57)
6. What are best practices are to uncover the other decision makers? (00:18:44)
7. What does it look like to over-question? (00:25:23)
8. What sales habits do you return to over and over? (00:27:36)
9. Where do goals fit in? (00:33:31)
10. The Crucial question about goals and actions (00:36:36)
11. Last thoughts from Liz and where to find her (00:38:41)
32 episodes
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