In this episode, Brian Dietmeyer talks with Liz Heiman, CEO and chief strategist at Regarding Sales, about the critical components and importance of a robust B2B sales operating system. They explore how a well-structured sales operating system can lead to predictable sales revenue and discuss the common pitfalls that many leaders face in sales management. This insightful conversation sheds light on the strategic, systemic, and managerial elements essential for running an effective sales organization.

Mentioned Resources:

• Sales Operating System Guide: https://www.linkedin.com/in/lizheiman/overlay/1635546122102/single-media-viewer/?type=DOCUMENT&profileId=ACoAAAAAxi0BH4ZEQ4HC2zuOKA5z-rofODSHcco

Timestamps:

00:54 - Introduction to Liz Heiman and the concept of a sales operating system.

03:39 - Major elements of an effective sales operating system discussed by Liz.

10:35 - Leadership's role in a sales operating system and the importance of company strategy alignment.

18:01 - Challenges with tech stacks in sales and the impact of AI on sales processes.

22:44 - The problem with "my guy said" in sales processes and the importance of multi-threading in sales negotiations.

25:14 - Conclusion and final thoughts on the importance of a strong sales operating system.