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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Nov 17, 2019

WOW, Alice Heiman gives lots of value talking about her new company TradeShow Makeover and much more.

The tradeshow industry has grown year on year for over 8 years. Companies are spending millions on trade show but not getting the ROI.  Alice says that companies do what they have always done and do not get the results. She is on a mission to reverse this. Showing why it is cost-effective, Alice provides tips on how you can maximise the ROI with planning and the use of digital.  

Alice talks through the Mutual Action Plan process that helps your salespeople provide real pipeline forecasts rather than the hopeful pipeline predictions.

00:00 Alice Heiman on Trade Show Makeover and much more.

01:15 More about Trade Show Makeover.

02:38 Why people need to learn to be digital sellers and digital marketers and combine this with Trade Show.

08:05 The booth must be good enough with succinct messaging that engages and draws in few words.

09:32 Why is digital is important during, pre and post event show.

11:25 Make sure that the website and all the collateral put in place, all the content published helps the seller to do their job.

17:28 Why CEOs and leaders must understand sales well enough to truly lead sales.

21:15 Find out why Donald Miller, is Alice’s hero?

23:12 End

Alice reference her hero as Donald Miller you can check out his podcast here:

Alice and I look forward to your comments below or on any social channel ► Subscribe and please SHARE the love 😊

According to, Alice Heiman is among the world’s leading experts on the complex sale. She is the founder of Alice Heiman, LLC a leading sales consultancy that strategizes with sales leadership to grow sales. Heiman co-founded TradeShow Makeover which is now a leader in preparing companies to close more deals from their investment in exhibiting at and sponsoring trade shows.