Liz Heiman | Create a Sales Operating System for Success

On the show this week we talk with the CEO and Chief Sales Strategist for Regarding Sales, Liz Heiman. Liz helps B2B companies grow by developing strategies and processes that connect a company’s vision to sales success. She is also a panelist on the Sales Expert Channel and an active member of both the Women Sales Pros and the Sales Enablement Society.

Sales isn’t magic, it can be predictable and manageable. For those dealing with the problem of too many ups and downs in sales, there is a solution and Liz has it! The sales operating systems that she builds for her client’s companies, work to clarify sales messaging from leadership, prioritize targets, and identify value propositions and market positions. In our conversation she covers the key considerations when building a system for the first time, including:

• How long it takes to build out a sales operating system


• Who needs to be involved in order for it to be successful


• How often to revisit and revise the system


• And more

Oftentimes companies don’t begin to think about their sales strategies and systems until their sales team has grown to 20 or 50 people. By then, inefficiencies have crept in. It’s necessary to have a sales operating system in place from the beginning, even if you are simply an entrepreneur who sells. Have a system and make it accountable. Listen now!