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.