According to Forbes.com, Alice Heiman is among the world's leading experts on the complex sale. Heiman and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results profitably. Alice Heiman, LLC is a leading sales consultancy which helps its clients find new business and grow existing accounts. Alice's Website: https://aliceheiman.com/ Sales Talk for CEO's Podcast: https://aliceheiman.com/podcast/ Alice's LinkedIn: https://www.linkedin.com/in/aliceheiman/ - Website and live online programs: http://ims-online.com Blog: https://blog.ims-online.com/ Podcast: https://ims-online.com/podcasts/ LinkedIn: https://www.linkedin.com/in/charlesagood/ Twitter: https://twitter.com/charlesgood99 Chapters: (00:00) Introduction (01:25) Alice's Journey to Sales (05:22) Technique: Buyer-Centric Selling (14:04) Technique: Meeting Buyers Where They Are (17:13) Tip: Founder-Led Sales & Building Sales Organization (22:06) Tip: Finding Entrepreneurial Salespeople (23:05) Tool: Managing Salespeople (24:10) Technique: Hiring and Training Strategies (24:49) Conclusion