Revenue Month: Beyond Founder-Led Growth — Building a Sales Engine That Scales
Location: To be confirmed. Details will be shared closer to the event.
Revenue Month: Beyond Founder-Led Growth: Building a Sales Engine That Scales
For many technology companies, the founder is the original sales engine. You know the product, understand the customer, open doors, build trust and close the deals.
But what gets you here won’t necessarily get you to the next stage of growth.
Join Acetech and sales growth expert Alice Heiman for a practical conversation about moving beyond founder-led sales and building a sales engine that can scale with your company.
Alice will explore how the CEO’s role in sales needs to evolve as the business grows, how to build the strategy, structure and leadership needed to support a growing sales organization, and where founders commonly struggle when trying to transfer what works for them to a broader team.
This session will help CEOs and founders think through questions such as:
• When is it time to move beyond founder-led sales?
• What should the CEO continue to own, and what should be handed off?
• How do you turn the founder’s knowledge, relationships and instincts into a repeatable sales approach?
• What needs to be in place before adding salespeople or sales leadership?
• How do sales, marketing and customer success work together to drive revenue?
• How does the CEO stay engaged in important customers and opportunities without becoming the bottleneck?
Whether you’re still leading most of your company’s sales or already building out a sales team, this session will provide a framework for thinking about the next stage of your revenue engine.
Keynote Speaker: Alice Heiman
Alice is a nationally recognized sales growth expert who works with CEOs, founders and leadership teams to build strategies that generate new business, grow existing accounts and create sustainable revenue growth.
Alice began her career working with the renowned Miller Heiman sales organization before founding Alice Heiman, LLC in 1997. Today, she works with CEOs and senior leaders of companies with significant growth potential, helping them rethink how they lead sales and build the strategy and organization required to scale.
Her approach is based on a central principle: the CEO will always have a role in sales, but that role must evolve as the company grows. Rather than simply adding more salespeople, Alice helps leaders look across sales, marketing and customer success to create a more effective approach to revenue growth.
Alice is also the host of Sales Talk for CEOs and has taught at the University of Nevada for more than 20 years, including within its entrepreneurship program.