Startups face many problems that mature sales organizations typically don’t have. Every Thursday afternoon, we talk about sales and how these sales concepts, strategies, and tactics translate in a startup environment. We explain what the different terms mean and how they apply to your world. Then we answer your questions about the day’s topic. Discover how startups sell successfully.
Startup Sales Unpacked Room Schedule
Tuesdays at 6 PM Eastern Time U.S. (11 PM UTC)
Meet The Startup Sales Unpacked Moderators
Liz Heiman is a national sales expert and the founder and CEO of Regarding Sales, LLC. Her firm focuses on building B2B Sales Operating Systems that drive extraordinary growth. Liz uses strategy and process to create a roadmap for success that focuses clients on getting the results they need.
Liz trained some of the world’s powerhouse sales organizations early in her career. Using Strategic Selling™ and Conceptual Selling™, she helped them boost sales by enhancing their sales processes and systems. Liz delivers clients concrete solutions for complex sales problems. Her focus is on start-up and mid-sized companies selling in complex environments, including medical, government, and enterprise.
Vicki is a sales and revenue consultant and coach that has spent the last ten of her 25 years of professional selling in technology. She primarily works with early-stage founders, sales leaders, and individual contributors in SaaS startups. She implements her DARE (Define, Assess, Redefine, Execute) framework to develop and enhance processes that build pipelines and achieve financial goals. Vicki is skilled in adapting go-to-market strategies for internationally-based companies to ensure their successful launch in North America.
Vicki is a champion for continued learning and growth. She is passionate about helping others get to their next level, especially women in sales. She became a published author in the “Heels to Deals, How Women are Dominating in Business-To-Business Sales” collaboration in March 2022.
B2B sales teams are struggling to reach a buyer who is busier, more distracted than ever, and now often working remotely. Catherine has a framework to train solopreneurs and small sales teams to be effective even in a pandemic, so companies can celebrate their best year ever...yes, even now. Her specialization is hi-tech and professional services sales teams. She teaches online in small groups via Zoom and through in-person workshops. She covers all the tools you need for selling: how to get appointments & close business, how to find and qualify potential customers, and how to be selling all the time without feeling icky while doing it. She takes her over 20+ years in B2B sales and rolled it into these lessons. She also uses her marketing expertise as a StoryBrand Certified Guide to help her clients.
Mike Simmons helps Founders, Sales Professionals, and Leaders FIND Clarity and STOP Second-Guessing the Work They Do. He does this through Process, Frameworks, Methods, Tools, & Applied Thinking.
Mike is an enabler and a coach with over two decades of operations, consulting, customer success, sales, sales operations, and executive leadership experience. He has worked with clients such as Intel, Microsoft, MIT, the Walt Disney Company, Full Sail University, and several early-stage startups. If you are new to sales or have a pipeline development challenge (stalls) or growth challenge (expansion), talk with Mike.