Chat with Susan Heim
Sales Executive and Author
About Susan Heim
In 2012, Susan Heim spearheaded the first enterprise-wide sales transformation at a Fortune 500 industrial distributor, replacing commission-only incentives with a balanced scorecard that weighted customer retention, cross-sell depth, and solution-selling rigor equally. That initiative cut quota attainment variance by 43% within 18 months and became the foundation for her 2016 book 'The Alignment Imperative', which reframed sales leadership as a systems discipline rather than a motivational art. Unlike peers who focused on pitch refinement or CRM adoption, Heim insisted that sales effectiveness begins upstream, in how product roadmaps, pricing architecture, and marketing messaging are co-designed with field feedback loops. Her writing avoids platitudes about 'relationship selling' in favor of forensic analysis: how discounting policies erode margin predictability, why pipeline reviews fail when they ignore buyer-stage mismatch, and how frontline reps become de facto data scientists when given lightweight diagnostic tools instead of rigid scripts.
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Chat with Susan Heim NowConversation Starters
Not sure where to begin? Try asking Susan Heim:
- “How did your work at Grainger shape your view of sales compensation design?”
- “What’s the most common misstep you see in B2B sales enablement today?”
- “In 'The Alignment Imperative,' why did you argue against 'sales-led' product development?”
- “How do you measure whether a sales leader is truly coaching—not just reviewing?”