In this episode, Liz Heiman discusses the importance of having a sales operating system to bring predictability and structure to sales organizations. She emphasizes the need for founders and business owners to understand their sales process and develop a clear vision, positioning, and value proposition. Liz also highlights the role of AI in prospecting and research, as well as the importance of managing cash flow and understanding profitability. She advises business owners to be actively involved in sales and hold their sales teams accountable.TakeawaysDeveloping a sales operating system brings predictability and structure to sales organizations.Understanding the sales process and having a clear vision, positioning, and value proposition are crucial for success.AI can be used in prospecting, follow-up messaging, and research to enhance sales effectiveness.Business owners need to actively manage cash flow, understand profitability, and be involved in sales to ensure success.Chapters00:00 Introduction and Background02:01 The Need for a Sales Operating System03:18 Understanding Predictability in Sales06:06 Building Blocks of a Sales Operating System09:17 The Importance of Vision, Positioning, and Value Proposition13:17 Managing the Sales Strategy17:47 The Impact of Sales on Cash Flow20:46 Utilizing AI in Sales26:36 The Blind Spot of Business Owners28:06 The Role of Business Owners in Sales29:18 Closing and Contact InformationConnect with LizLinkedIn: linkedin.com/in/lizheimanWebsite: regardingsales.com Connect with WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com