Print Icon

Hi Alice,

In sales, we often find ourselves discussing various sales methods – prospecting, deal progression, closing techniques, onboarding, and ensuring customer satisfaction and success. Yet, at the core of these methods lies something profound: the art of building genuine relationships between the selling and buying teams. It's about creating an environment where every interaction is a win, whether a sale happens or not. 

When we prioritize relationships over sales pitches, we pave the way for future meaningful conversations and referrals.

This Week’s Podcast: Relationships Over Sales Pitches

We all understand that you can't win every deal, and that's perfectly fine. But with the transactional model most take, important relationships are not being built. 

In this week's episode of Sales Talk for CEOs, I had a great chat with Eduardo, who firmly believes in taking the time to connect on a personal level. This approach not only contributed to revenue growth but also made their success happen rapidly faster.

🎧 Listen here, to learn the secrets of relationship-based selling.

CEO Spotlight: Thought leaders to follow.

Kate Bradley Chernis, known to here friends as Kately, once DJ’d on late night radio. Now a decade into her business, she’s definitely one of the kool kids 😎. Connect with Kate.

What's working for you? Success Mindset

Maintaining a positive mindset is crucial. It's been a hot topic at the SKOs I've attended recently. Here's the thing: having all the skills in the world won't deliver results if the right mindset isn't there to back them up. 

In fact, success is largely about mindset—about 80% of it. You might not agree at first, but consider this: if you lack certain skills but possess the right mindset, you'll either acquire those skills or find the right people who have them. As a CEO, you understand the importance of focusing on 'Who' rather than 'How.'

According to psychologist Rick Hanson, the human brain is like velcro for negative experiences and like Teflon for positive experiences. 


We were wired to focus on the negative for survival, but there are no saber-toothed tigers chasing us today, and positivity leads to success.

CEOs I know are actively working with their leadership teams on mindset. Here's a glimpse of what they're up to:

  • Open discussions about mindset and its impact.
  • Finding ways to support leaders in maintaining the right mindset.
  • Establishing guidelines for identifying when a leader's mindset needs adjustment.
  • Planning strategies for nurturing a positive mindset throughout the entire company.
  • Emphasizing the importance of a positive mindset through discussions.
  • Practicing positivity by reframing challenges.

“Being positive won’t guarantee you succeed, but being negative will guarantee you won’t.”

- Jon Gordon, The Power of Positive Leadership

CEO's Book Club: Mindset Reset Recs

Three of my favorite books on mindset and happiness. Carol Dweck’s book is quite academic but such great information and the other two are fun to read and packed full of things you can do. Click any image to get a copy, and start your mindset reset 🧠📚.

From My Desk: My Positivity Toolkit

It’s easy to be in a good mood when you are in a good mood. It’s easy to have a positive mindset when you have a positive mindset but what do you do the rest of the time? Not only do you need to remain positive as the leader of your company but you need to help others stay positive. That starts with you modeling the behavior.  

Here are some of the things I do to stay positive or put myself back in a positive mindset. 

  • Take a break and breath. I turn away from my computer or if I have a bit more time, I stand up and walk away and breath for 1 to 5 minutes.

  • Smile. It’s that simple put on a smile. If you need help finding something to smile about look at a funny video or pictures of babies or baby animals.

  • Write down what I am grateful for.

  • Send a thank you note.

  • Take a walk.

not always easy for me but these are the things that help. They are easy to do and I can work them into my day. I’d love to hear what you do to keep a positive mindset.

To Your Sales Success,


Follow Me on Social For More Great Sales Tips and Resources

Alice Heiman LLC | 354 Liberty St. Reno, Reno, Nevada 89501