2012Media Placements ~ The Abbi Agency, Inc.
Mar 30, 2016
2012Media Placements ~ The Abbi Agency, Inc.
Alice HeimanTable of Contents
Date Publication Title12/16/2012 Reno Gazette Journal Corporate Giving10/19/2012 KUNR Crowdfunding Network Event10/15/2012 KOLO Crowdfunding Live10/10/2012 Reno Gazette Journal Networking10/1/2012 Motivational Speakers Alice Heiman
7/16/2012 Northern Nevada Business In Her Own Words
7/1/2012 RGJ Sunday Business Kristin Stith
6/14/2012 YFS Magazine 7 Things Sales Experts Wish You Knew About Selling
3/1/2012 Baby Shop Maternity Boutique2/1/2012 Rejuvenate Event Networking: Taking The Initiative2/1/2012 Collaborate Networking Successfully1/2/2012 Little Pink Book Cash From Compassion? 1/1/2012 Connect: Meetings Intelligence Networking: You Had Me At Hello
10/19/2012
Crowd Funding Network Event
crowdfunding-kunr.mp3
Informative, compelling,
experienced and smart! Alice
Heiman motivates her audience
and makes a profound difference
in the way they approach lead
generation and sales. A
nationally recognized sales
expert, she has a proven record
of leading and inspiring
corporate sales teams and start-
ups alike.
A consummate networker, she is
the author of the ebook Connecting Your Way to New Business and the developer of The BizTalk
Blender® a business networking event that connects people to others they can do business with directly,
develop as a referral source and collaborate with to get results. She’s appeared on radio and television,
and been featured in print publications including Entrepreneur’s Startups and Selling Power magazines.
Her work has earned her numerous awards including Saleswoman of the Year, Marketer of the Year and
the U.S. Chamber of Commerce Small Business Blue Ribbon Award.
MS: What are some techniques that a salesperson can use to start selling more comfortably and
successfully?
AH: First a salesperson must understand and believe in what they are selling. Then they can look at
selling as problem solving. They can approach the prospect with curiosity – ask questions to understand
their needs, their problems and see if the solution they offer solves those. Most salespeople are
uncomfortable with cold calling. They need to find ways to get introduced to prospects through
networking at events or online, using tools like LinkedIn. Keeping the sales funnel full of qualified
prospects makes a salesperson more successful. If the marketing team isn’t filling up the funnel, then the
salesperson needs to spend time doing that daily. It typically takes a combined effort of sales and
marketing to keep the funnel full. Successful salespeople keep the sales opportunities moving through
their funnel.
MS: What inspired you to write the ebook ‘Connecting Your Way to New Business’ and what do you
hope the average reader walks away with?
AH:I was inspired when I had to restart my business after being ill for a few years. I went out to
networking events to meet people and didn’t meet anyone. Everyone was standing around talking to the
people they knew. I instantly realized that they didn’t feel comfortable meeting new people. Although
they thought they were networking and certainly were networking with their friends they were meeting
new people who could be prospects. So I developed a training course on how to network and out of that
came the ebook. And as we just discussed, most salespeople don’t enjoy cold calling and aren’t very good
at it, so they avoid it. They need an easier way to find prospects. I believe that networking at conferences,
tradeshows, professional organizations and local events is a great way to find prospects if done correctly.
Most business people think they know how to network and they might be great at mingling but they don’t
take the necessary steps, before, during and after the event to turn those they meet into prospects or
referral sources. I wanted to give everyone the steps they need to network effectively and get results.
MS: Can you talk a bit about your BizTalk Blender® and how clients can generate business as a result of
your unique 3-part process?
AH: One of my favorite topics! Participants tell me that my BizTalk Blender® is the only networking
event they enjoy going to because not only is it a comfortable way to network but they always get results.
It’s comfortable because I give them permission to meet the people they don’t know. There is no selling
at a BizTalk Blender® so people can relax and enjoy getting to know each other. I provide structure for
the participants to learn more about each other through the Blending process and the BizTalk. Because
they get to know each other they are happy to take a call after the event and meet to do the follow up
process. In the follow up, I recommend they continue getting to know each other and figure out a way to
help the other person by making an introduction, helping them find a needed resource, recommending a
book or helping them brainstorm a solution to a business problem. Once they know each other it is so
easy for them to connect each other, make appropriate referrals or do business together.