Alice Heiman

JULY 12, 2023

At the height of her enterprise sales career, and with two young kids at home, Cassandra had an epiphany for a new software product that would help every B2B sales rep save time, sell more, and crush their quota with partners. This approach propelled her to the #1 enterprise sales rep spot three years in a row.

SAP 62

SAP Epiphany Enterprise Enterprise 62

Babette Ten Haken

AUGUST 22, 2018

Yet, as we chase quotas and attempt to fulfil KPIs, often the last professional attribute we think about is self bias. First, when many of us experience this professional epiphany, it takes our breath away. Self bias is a powerful force in how we acquire, serve and retain our customers.

Customer 59

Customer Epiphany Retention SME 59

Customer Centric Selling

JUNE 24, 2015

I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. Some scotch was involved and ultimately the epiphany came. Like many sellers he couldn’t describe in adequate detail HOW he sold. His approach was intuitive and differently every call.

Epiphany 40

Epiphany Territories Call-back Small Business 40

A Sales Guy

OCTOBER 26, 2012

I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. I was struck sometimes by how insightful some of these authors were, and in the haze of boundless self-belief found only in youth, I favored those whose views echoed mine.

Account 113

Account Epiphany Groups Travel 113

Keith Rosen

JULY 20, 2009

Sure, you can guess and hypothesize as to why, for example, some of the salespeople on your team aren’t making quota or selling more. In my experience, unless managers are in the field observing and listening to what their people are doing, they have no clue.

Coaching 63

Coaching Epiphany Cold Calling Follow-up 63

Openview

NOVEMBER 20, 2017

If you expect someone to make quota in three months when the data shows a consistent six-month ramp, you’re setting that person up for failure. When you’re on the phone with a new prospect, which discovery questions will open the customer to you and give them an epiphany about how your solution can help solve their problem?

Scale 72

Scale Enterprise Enterprise Hiring 72

Mindtickle

MARCH 24, 2022

Alice : I think that I had an epiphany. How do I get a team that all hits quota? Obviously, the connection with Miller Heiman is huge. Having that diverse background, what really drew you to the world of sales specifically? I went into the business to help grow the business. And that’s what every sales leader should be thinking.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52