In this episode of The Exceptional Sales Leader Podcast, I am joined by Sue Heilbronner, a multi-faceted professional with an impressive career history. Now an executive coach and author, Sue discusses illuminating insights from her upcoming book, “Never Ask for the Sale,” which challenges conventional sales methodologies and introduces the concept of passionate ambivalence in sales. Listeners are treated to an in-depth conversation that explores the intersections of law, technology, and sales. Sue shares her journey from a federal prosecutor to a tech executive, revealing how every role she’s undertaken involved selling in one form or another. Throughout the episode, key ideas such as leveraging personal authenticity in sales and the significance of truly understanding one’s ideal customer profile (ICP) are discussed, providing a fresh perspective on optimising sales strategies. This episode is a deep dive into how sales professionals can enhance customer engagement by prioritising value, trust, and authentic relationship-building over traditional sales pitches.

To connect with Sue, to learn more about what she does, as well as to grab a copy of her new book “Never Ask For The Sale”, please go to:

LinkedIn – https://www.linkedin.com/in/sueheilbronner/

Website – https://www.heysue.com/

Book – https://www.heysue.com/never-ask-for-the-sale