Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. So adopting a “pivoting” mentality might lead to more effective and timely pipeline management.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. We would suggest adopting a “pivoting” mentality might lead to more effective and efficient pipeline management.

Trending Sources

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, an article in USA Today shares what hospitals are doing in relationship marketing. The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms. Hospitals are going through a period of transformation change.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

There is little question that the sales manager is the “pivotal job” for building a great sales team. Technorati Tags: sales best practices , sales leadership , sales management , sales simulation , sales training , sales training articles , sales training blogs.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

Well, three that make the short list are: Recognize the pivotal job. The front-line sales manager is the pivotal job for developing a superior sales team. Sustainable competitive advantage? Sometimes a company has a superior product as compared to all the other competitors.

What to Do With The Uncoachable

A Sales Guy

The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. The only way to grow is to be able to improve, change, pivot, etc.

Sales directors – competencies for the job hunt

Sales Training Connection

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Sales Directors.

Selling in the new normal marketplace

Sales Training Connection

Change the pivotal job first. You need to identify the pivotal job and start there. When it comes to sales it is suggested that the pivotal job is the front-line sales manager. New Normal in Sales.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. 2013 is a pivotal year for CMO”s to embrace content marketing.

Survey 111

Sales training – more of the same never results in something different

Sales Training Connection

Optimizing Sales Performance that included two outstanding articles on sales transformation from a leadership perspective. Spotlight the pivotal job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. Sales training.

Sales 32

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

In fact, I see so many sales organizations that have pivoted back to leading with a demo. Sales Tips: Has Senior Management Given Up on Sales? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company.

Top gun sales training

Sales Training Connection

As research has repeatedly shown, the front-line sales manager is the pivotal job for developing a great sales team. Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training.

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ).

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? XYZ publishes two blog articles “How to get the most out of your practice time” and “Three quick routines you can practice at home”. This blog post is for the small company CSO or VP of Sales.

Happy New Year—You’re the Best

No More Cold Calling

Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. Your article and knowledge confirmed our thoughts about this “potential client.” I liked your article on “ Do Your Leads Suck?

6 steps to get sales and marketing working on the same team

OnePageCRM

BOF content: Advanced webinars, help articles, special offers, email outreach. Write an article on how to win at prospecting emails. Here are some quick-win content ideas aimed at advancing the sale at pivotal stages in the funnel. Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. CSO Insight. They say the reason why cats and dogs don’t get on is because of language.

Why isn’t great sales training great?

Sales Training Connection

There is little doubt the front-line sales manager is the pivotal job for creating behavior change in a sales team. Sales training. The vast majority of sales training programs have solid content and excellent instructional design.

Obsessive Learning, Relentless Execution—The Yin And Yang

Partners in Excellence

Part of the proof to this is the endless blog posts and articles on this. They may talk about agility, pivoting, adapting, changing, coming back from failure or other descriptors of how they execute. Lean startup thinking embraces these concepts in MVP, pivots, agility, and so forth. My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

Here’s one of my favorite articles that demonstrates the application of Sales Linguistics  to sales presentations. It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal.

Sales management – it’s all about the time

Sales Training Connection

Front-line sales managers are the “pivotal job” for improving sales productivity. Technorati Tags: sales best practices , sales coaching , sales management , sales management coaching , sales training , sales training articles , sales training blogs. Sales Coaching.

Sales transformation: sometimes necessary – never easy

Sales Training Connection

8 that included two outstanding articles on sales transformation from a leadership perspective. Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. Sales Transformation.

Three self-imposed pitfalls facing new sales managers

Sales Training Connection

It is safe to say that it is near impossible to have a superior sales force without having a great group of front-line sales managers – front-line sales managers are the pivotal job for driving sales excellence. . Think about new sales managers you’ve known.

Sales training: know the past – win the future

Sales Training Connection

Companies look to their sales teams as a source for competitive differentiation and recognize that the front-line Sales Manager is the pivotal job for sales performance change. Sales Training. In the last several years the world of sales has under gone significant changes.

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

” That’s the pivotal moment when I learn what their hopeful outcome is. link] An inspiring article that's a must-read. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

How to get more great sales managers – start early

Sales Training Connection

If you talk with Sales VPs there is a consensus around the notion that the front-line Sales Manager is the pivotal job for building a great sales team. Technorati Tags: sales best practices , sales coaching , sales management coaching , sales training articles , sales training blogs.

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ).