Alice Heiman

#1 Authority on What CEOs Need to Know About Sales | Host of Sales Talk for CEOs 🎙 | I Help CEOs Elevate Sales to Increase Valuation | Skier⛷️ Sailor ⛵️ former soccer player ⚽ | Yes, Miller Heiman

CEOs want to know what can be done so that their sales team can deliver the numbers. They want to know what can be done to improve sales using AI and the human touch in the changing environment we live in today.

Many are struggling to do this and making sales harder than it should be.  At Alice Heiman, LLC our team of experts will guide you and your team to success. 

According to Forbes.com "Heiman is a diligent student and teacher of what works. She is among the world’s leading experts on the complex sale."

Heiman strategizes with CEOs and sales leadership to grow develop sales organizations and increase sales profitably. 

Originally, from the widely known Miller Heiman Group, Heiman and her team incorporates the newest research and best practices to provide sales programs that generate immediate and sustainable results.

#CEOs - You can develop the strategy that will grow sales in a customer focused, profitable way and increase the value of your company. 

>Do you have a B2B, complex sale? 

>Do your investors/shareholders expect double or triple digit growth? 

>Is your team struggling or want to grow sales faster?

Let's talk 775-852-5020 alice@aliceheiman.com

You are charged with growth. Your team must master the complex sale, shorten your sales cycle and build a sales plan that provides sustainable growth. Let us guide you. 

Our clients have seen a 30 to 75% increase in their sales over the time we have worked with them. We have coached and trained sales organizations from start-up to Fortune 100. It's exciting to see them bring a new spirit and energy to the market.

>Sales Strategist
>Speaker - *Virtual Presentations
>Sales Leadership Coach

*Over 10 years of experience presenting virtually.

☏ 775-852-5020 * www.aliceheiman.com * alice@aliceheiman.com ✉

Podcast Host

Host of Sales Talk for CEOs www.salestalkforceos.biz

Listen for lessons from great CEOs, valuable insights from experts and my ideas on how to elevate your sales to increase your valuation.

What was it like to be a woman selling in the 80s? 

I wasn’t selling in corporate America until the mid 90s but the women my friend Lori Richardson is highlighting in the #salesdecadesproject can tell you firsthand.

I’m honored to say I’ll be hosting this event that includes an award ceremony and a full day of sales leadership content shared by experts. 

We are looking for a few more sponsors. DM me if you are interested. 

Tickets will be on sale soon.

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There’s nothing like Lake Tahoe.

And lucky for me, I live just 30 minutes from the north shore. 

I’ve been all over the world and I’ve seen some amazing places, but Lake Tahoe is absolutely on the top of my list of most beautiful places in the world.

I love being near the lake, sailing on the lake, hiking around the lake, skiing on the mountains that overlook the lake and just sitting looking at the view.

Yesterday, I got to be in one of my favorite places with a cool group of GTM professionals. I was lucky enough to meet them because I belong to Pavilion a community for GTM leaders founded by Sam Jacobs. 

There is just a small group of us in Reno-Tahoe, so we belong to the Sacramento Chapter.

We drive there to participate in the fun and learning events but we are gathering for smaller events like this hike which was followed by a fun dinner.

We had lots of conversation about what we are up to with our businesses, changes we've seen and how we are utilizing the Pavilion community. 

I co-lead that chapter with Jennifer Pinter✨ so if you are interested in learning more, DM me.

A teacher, a truck driver and a tech guy walk into a bar . . . 

. . . And Clear Water Distilling Co is born. 

That’s not exactly how it happened but what an amazing company. I am lucky enough to have as my new client.

Genuinely incredibly kind and caring people distilling spirits that are such high-quality with no additives and incredible flavor profiles that you just don’t find otherwise.

For my Utah friends please come by the distillery and stop in the tasting room and retail shop. They’ll tell you the whole story there and you’ll get to taste these incredible spirits. 

If you’re in Colorado, Denver area watch out they’re hitting the city like a storm. Ask for their spirits at your favorite restaurant bar or liquor store, or ski resort.

For everyone else, they have a beautiful e-commerce site and deliver to 39 states.

I’m enamored with their Rene. I’ve never had anything like it before it is American Rye and French Armagnac.

With several of their spirits they give back with each purchase.

Rene Rye-Magnac gives to the International Committee of the Red Cross - ICRC 

Lorenz Rum gives to the Ocean Conservancy 

Josephine Eau-De-Vie gives to the International Child Art Foundation 

I’m here for two days with their entire team kicking off the year. 

Let me know if you already know this brand.

My team won!! 

Go IU! Indiana University Bloomington  

I’m not a huge football fan but when your team breaks a 58-year drought you have to pay attention. 

It’s never too late, you can always come back.

They beat Ohio at the end of last year . . . 

And now they’ve won the Rose Bowl and the Peach Bowl. 

What did they do? They each did their very best and they worked together as a team. They didn’t settle for being “good enough” David Brock.  

I watched tonight with my good friend Randi Thompson who just happens to be a Duck. So sorry, University of Oregon.  

We had a friendly bet and I won so Sierra Nevada Journeys gained a donation. 

Headed for the championship game!! I can’t wait.

Inspired, driven performance from salespeople, tell me where you’ve seen that lately. 

Running on all cylinders.
Constantly learning. 
Inspiring other sellers.
Inspiring customers.
Delighting customers.

Does that describe you sellers?

Or are your sellers just “Good Enough.”

Warren Zenna

Founder of The CRO Collective—the first company built exclusively around the Chief Revenue Officer role. As a former CRO myself, I bring real-world experience to the work I do with revenue leaders and growth-stage companies. I created the concept of CRO Readiness—a framework that separates individual CRO competency from an organization’s ability to support and enable the role effectively. I also built the first executive development program designed to create successful CROs from the ground up.

I’m known for a no-BS approach to revenue strategy. I challenge outdated thinking, ask hard questions, and help companies stop guessing and start aligning—across people, process, and go-to-market execution.

I advise Founders, CEOs, Chief Revenue Officers and Aspiring CROs on CRO readiness, career decisions, and high-stakes leadership challenges.

Over the past three decades, I’ve worked closely with CROs, founders, boards, and investors—seeing firsthand why some CRO roles succeed and many fail.

Because of inbound volume, advisory conversations are conducted through structured, paid sessions. This allows me to go deep, be direct, and deliver real value rather than surface-level advice.

If you’re navigating a CRO role, evaluating an opportunity, or pressure-testing a decision, you can book time directly via my website.

Founder 

The CRO Collective helps B2B companies succeed by Ensuring the Success of Chief Revenue Officers.

We help CROs win and help CEOs mitigate the risks that come with hiring one.

CEOs must first understand why they really need a CRO, and how to structure their company properly to ensure the CRO succeeds. 

CROs cannot afford to walk in without a clear understanding of the role and a defined roadmap for success.

I've been fired 5 times.

Yup. 5. 

Two of them I was the CRO. 

Both times, I owned "revenue." Both times, I didn't control marketing, product roadmap, or pricing.

The first time, I thought it was my fault. I replayed every decision. What could I have done differently?

The second time, I realized something: The role itself is structurally broken.

You're accountable for everything. You control almost nothing.

That's not a talent problem. It's an architecture problem.

It's why average CRO tenure is 17 months. It's why we built The CRO Collective.

Not to blame the system. But to fix it.

Founder, The CRO Collective—the only GTM consultancy exclusively built for Chief Revenue Officers. We help growth-stage companies become ‘CRO-Ready’—and turn high-potential revenue leaders into high-performing CROs.

25 CROs in San Francisco. 

January 21st. 

No pitches, no panels—just honest conversation about what's actually broken in our role -

and what to do about it.  

We're discussing:

- Why CROs get fired faster than any other C-suite role
- The revenue responsibility/authority mismatch nobody talks about
- How to stop being the scapegoat when the product isn't ready

The CRO Roundtables aren't just networking events. 

We curate a room full of peers who understand why this role is so damn hard.

and have constructed a dialogue framework that goes deep and delivers actionable value. 

Limited to 25 people. Invite-only. 

For currently appointed GTM Operator/Leaders at companies above $25m in ARR. 

Comment or DM if you want in.

CROs: 

Remember - 

Revenue is a system.

Not a department. Not a slide. Not a single leader’s force of will.

Revenue is the output of:

- customer selection and positioning
- pipeline creation and conversion
- pricing and value articulation
- onboarding and time-to-value
- expansion and retention mechanics
- talent density and management standards
- decision rights, incentives, and operational cadence

You are a builder - an architect - of a machine. 

Not the fixer of the transmission. 

Your Leadership will ask you to lead a vision - and close a deal. 

You will be torn between the pull of quarterly revenue targets and vital long term foundation building. 

And you will fall back on your comfort zone when things get ugly.

Don't. 

Build. Build trust to gain the Authority, Autonomy, Resources and Runway you need to serve your customers the value that they have entrusted you to deliver. 

We are building the single best organization in the world for CROs. 

Partake in our offerings. 

And win.

CROs want to meet live.

This is the #1 thing they ask of me. 

"I really want to develop a network of other CROs". 

Thats why we built the CRO Roundtable Series.

Our San Francisco event on January 21st still has a few remaining open seats.

These events are unique deep discussions and investigations into the role, what makes it so complex, how it's evolving and whats needed to keep pace with its trajectory. 

If you are a currently operator at a growth stage company with a CRO or Revenue Leadership role - this is the place for you. 

Fullcast GTM Leader Society

The Revenue Disease.   

Marketing blames sales for not closing leads.

Sales blames marketing for garbage pipeline.

Customer success blames both for overpromising.

Sound familiar?

Congrats. You’ve got the Three-Org Disease.

It’s not a people problem. It’s an architecture problem.

Each team runs on its own logic. Uses its own definitions. Optimizes for its own metrics.  Even though they’re supposedly working toward the same goal.

Marketing celebrates MQL volume while sales struggles with quality.

Sales hits quotas but churn spikes three months later.

Success metrics don’t connect to revenue outcomes.

The cure isn’t another “alignment workshop.”

It’s appointing one leader who builds and owns the entire revenue system. 

Creating one playbook with shared definitions. 

Installing operating rhythms that make coordination automatic.

Developing automation agents to run key operations. 

Your revenue teams want to work together. 

They just need a system that makes coordination possible instead of optional.

If you want to participate in the single greatest CRO architecture discussion available right now - join us at the next CRO Roundtable. 

It’s in San Francisco on Jan 21.

I get about 5 inbound emails a day from PR People people asking to have their clients be guests on my podcast. 

I got 6 today alone. 

I say no to 99% of them.  

Not necessarily because the people that they propose are bad people. Or necessarily undesirable.  

It’s because these PR firms are completely clueless how to make this request in a persuasive way. 

PR people: Here are a few tips for how to effectively recommend someone to be on my podcast: 

1) Actually listen to my podcast. 
It’s insane.  Most of these people clearly never even listened to the damn thing.  I get requests to interview (which by the way will be discussed in #2) who have absolutely nothing to do with revenue or cros. Like I get requests from people who offer franchise deals or help people manage stock picks. I interview CROs, Founders, business builders, makers, creators, leaders - about business. And leading and managing people. And how they handle change and challenges. 

2) I don’t do “interviews”.  I have conversations.  Those are a lot different.  It’s not an interview show.  Send them to Larry King. 

3) when you tout your clients,  do not mention their product or service. If you do, it’s explicitly clear that you want me to talk about a product or service. I only do this under 2 conditions: 1) I use the product or service and really love it and think people should know about it.   2) I was paid by someone who’s product I use and love and want people to know about it.  Other than that I won’t talk about a product or service.  

4) when you suggest your guest, I want to know about their ideas.  I want to learn how and what they think about business and people and leadership and building things. I like really interesting people who are smarter than me (a low bar anyone can hit) who will intrigue and educate my audience.  I don’t care about the fact that they had 5 exits and grew acme toilet consulting from $100 to $50m in two trips to the loo. I am far more interested in how and what they learned along the way. And how they have developed their skills and themselves.  

5) if I do accept a request, don’t offer to “join the prep call and sit in on the video to observe”.  I don’t want a lurker in the room when I’m talking to your client and I am quite sure your client does not need a babysitter holding his or her hand while we converse.  It’s really annoying- and it’s really weird. Stop this. Please.  

Remember that the most important thing to me is my listening audience.  That’s all that matters.  So think about them and not your clients product or service.  Ask yourself how your client would best be presented in a manner that would make them irresistible to my audience.  

And listen to my podcast. Like at least 20 episodes.

Revenue is not a department. It's a system.

And like any system, it has constraints, feedback loops, and failure points that most revenue leaders never see

because they're too busy playing hero.

The old model was simple: hire a VP of Sales, give them a quota, and hope they figure it out. 

And when they miss?  Just fire and repeat.

We reject this.

Revenue is an interconnected system where sales, marketing, and customer success are one engine.

Not three competing departments. 

Your missed number isn't because your team didn't want it enough. It's because your architecture is producing exactly what it was designed to produce.

The unit of progress isn't heroics. It's automated variable reduction.

When 80% of your team can hit 90% of quota, you have a system.
When 20% of your team delivers 80% of revenue, you have a prayer.

What percentage of your revenue comes from your top 3 reps?

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taplio

The Battle

Alice Heiman

Warren Zenna

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Alice Heiman's LinkedIn Performance

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