There are moments in your career where you can clearly see the before and the after.
✨ For me, one of those moments was being introduced to solution selling through Miller Heiman Group.
🚧 They were true barrier breakers.
➡️ They challenged the idea that success comes from pitching harder or talking more.
➡️ Instead, they taught us to slow down, think strategically, and truly understand the account before ever stepping into the room.
🧠 The Blue Sheet methodology changed how I show up in every strategic conversation.
➡️ It brings discipline and clarity.
➡️ It forces you to understand the stakeholders, the pressures, the decision criteria, and the desired outcomes before you ever tell your story.
🎯 The goal is not to overwhelm a customer with your company narrative.
➡️ The goal is to show up prepared.
➡️ Relevant.
➡️ Credible.
I still use this methodology today.
I still teach it.
And I still recommend it to sales leaders who want to move from transactional selling to real solution selling.
🤝 That is why it was such a privilege to sit down with Alice Heiman.
➡️ Alice works closely with CEOs who are focused on strengthening and modernizing their sales engines.
➡️ Her perspective is grounded in decades of experience and practical application.
📖 As Forbes notes, Alice is a diligent student and teacher of what works and is among the world’s leading experts on the complex sale.
Originally from the Miller Heiman Group, Alice and her team continue to incorporate modern research and proven best practices to help organizations generate immediate and sustainable sales results.
This conversation also tied directly into something I believe deeply.
💭 If you are not showing up on LinkedIn, what story does that tell your customers?
🎙️ In this special edition of hashtag#PastthePitchPodcast, Alice and I talk about leadership visibility and why leaders need to be present today.
👀 Customers notice absence.
➡️ They see who is showing up consistently with insight and value.
➡️ They see your competitors.
➡️ And when you are not there, you are not part of the conversation.
🌱 We also go beyond presence and explore a bigger question.
👉 How do we truly delight our customers?
Because satisfied is no longer enough.
➡️ Differentiation today comes from how well you understand your customers.
➡️ How well you anticipate their needs.
➡️ And how intentionally you elevate their experience.
🎧 Listen to the full episode:
▶️ YouTube: https://lnkd.in/ejaSEkgg
🎵 Spotify: https://lnkd.in/eAbKGa7d
