When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Business Development Pivots and other Relevant Nonsense

Babette Ten Haken

There were a lot of business development pivots going on. Business development pivots keep you moving forward, not backward. What fresh, insightful business development pivots will you bring to client business tables, today and tomorrow?

Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

I see this in too many organizations–Start, Stop, Pivot, Restart, Stop, Pivot, Restart, Stop, Pivot…… In organizations that have long/complex buying/selling cycles, these actions are devastating.

3 Ways to pivot Customer Retention Pain into Business Success

Babette Ten Haken

However, the first step in pivoting customer retention pain into business success is a function of how you “see” customer retention. Your first pivot? Your second pivot? Your third pivot? Anyone out there experiencing customer retention pain?

How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster

Sales Hacker

The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker. Choice Partner Sales Operations Salesforce Webinars

4 Signs It’s Time to Pivot Your Sales Strategy

Accent Technologies

Look for these warning signs that your plan may need to pivot. How do you know when it's time to adjust your sales strategy? Implementing a successful sales strategy is a tough, complicated process. There are many moving parts and all parties have to come together to pull it off.

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.

The Aha Moment: How to Know When to Pivot Your Sales Strategy

The Center for Sales Strategy

As a successful salesperson, you’ve probably spent years perfecting your strategy. But picture this: You’re going on three discovery calls a day, and suddenly there’s no follow-up, no next step, and no sale. sales strategy

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

There is little doubt that the front-line sales manager is the pivotal job for building a superior sales team. Medical device sales and sales managers.

The 8 Questions You Must Ask to Create a Continuous Learning Culture

criteria for success

Sales Leaders ask questions continuous learning culture culture feedback growth learn learning culture motivation ownership pitfalls pivot questions resentment sales organization sales trainingAre you a sales leader looking to establish a continuous learning culture? Don't know where to start?

3 Ways Sales Teams Can Plan for a New Product Launch


A new product launch is a pivotal event for companies – but it’s also a true test of the readiness of your sales team

12 Reasons Your Sales Results Are Plummeting

Sales and Marketing Management

By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales. By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales. Issue Date: 2014-07-16.

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Hannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation. Sales motivation needs product prospect service

The Easy Way to Improve Sales Closing Ratios

Engage Selling

There’s an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren’t up to par, a variety of tactics are often implemented.

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Understanding the Sales Force

What would it look like if we were to pivot this data and look only at the group who have it as a weakness? A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked.

Selling With Video At Every Stage of the Funnel

Funnel Clarity

In 2017, publishers across different industries and verticals made a ‘ pivot to video ’ drawing praise and criticism alike. There’s no question that video as a medium is rapidly increasing in popularity.

Use leverage

Sales 2.0

Leverage (noun): 1) the action of a lever, a rigid bar that pivots about one point and used to move an object at a second point by force applied at a third 2) power or ability to act or influence people, events, decisions, etc. Great post today by Anthony Iannarino.

Aligning Time Horizons (#video)

The Pipeline

Time is pivotal to sales success, on the plus side, it can help you better engage with potential buyers, and on the down side it can create distance and barriers between you and the buyer. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Handling Objections like a Pro | Sales Tips

Engage Selling

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.

6 tips to help sales managers take over a new sales team

Sales Training Connection

Front-line sales managers are the pivotal job for building and sustaining sales success. Managing A New SaleTeam. How can new sales managers get a good start when taking over a new sales team? This infographic shares 6 tips.

Company Alignment: 5 Steps to Keep Your Team (and Company) on Track

criteria for success

Because the truth is: your ability and willingness to pivot quickly are what will keep you moving in sales. [ You might be reading this in January, you might be reading this in May. Either way, now is always the right time to improve in the area of planning and company alignment. You can re-align anytime. [ ] The post Company Alignment: 5 Steps to Keep Your Team (and Company) on Track appeared first on Criteria for Success.

How to Handle Objections Like a Pro

Engage Selling

Your sales team needs to know how to pivot. Anyone can memorize a sales script – but it’s an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections.

Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

This is how straightforward it can be: Take the example of Clinton Reeves, a DiscoverOrg power user at Pivotal, a software services company. Clinton also relied on DiscoverOrg’s direct-dial phone numbers and verified email addresses to contact Pivotal’s prospects directly.

Want more sales?

Steven Rosen

Brian Tracey , author, Getting Rich Your Own Way said, “The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!”. My new book helps sales managers unlock hidden sales potential!

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. As the marketing leader, you play a pivotal role in bringing the new offering to market. Six months ago your company launched a new product. It didn’t produce the expected results.

It Pays to Create a Vision


It also plays a pivotal role in flattening the footpaths of pre-qualification and quCreating a buying vision goes a long way to ensuring that your prospects are better educated and better informed and enjoy a better experience when they come to you.

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. A Classic – ’63 Corvette.

Scout Now Integrates with Microsoft Dynamics 365

Miller Heiman Group

This growth is pivotal to helping the sales industry better monitor pipeline, utilize data and grow revenue.”. We’re pleased to announce that Scout , Miller Heiman Group’s sales analytics platform based on the Strategic Selling with Perspective and Conceptual Selling sales methodologies, now integrates with Microsoft Dynamics 365. The move came from marketplace demand and expands Scout’s reach.

An Unexpected Trait of The Truly Successful

A Sales Guy

She was in constant execution pivot mode. Learning is what allows us to pivot. I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it.

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

Says the study author, “…the employee must be pivotal. The excitement and gratitude they expressed in receiving tools and support they didn’t previously have was a pivotal moment in successfully bringing the teams together.

The Ultimate Catch eBook

DiscoverOrg Sales

To keep fish interested, this team must be ready for quick pivots and new opportunities at any moment. For example, a chief objection of engineers is that pivots and changes are too expensive. We’re on a boat! Well, actually, it’s a fishing boat. We’ve got a captain, a crew, and a gigantic net – because we’re angling for the ultimate catch. We’re fishing for leads, thanks to the ultimate account-based everything team.

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The 1 Improv Technique Salespeople Must Know

Performance Sales and Training

I am learning more about Jim and able to pivot into other topics. You can prepare for a customer meeting until you’re blue in the face, but eventually you will be confronted with something you did not anticipate.

Don't Let a Change in Strategy Disrupt Q1 Sales

Sales Benchmark Index

Agile sales forces are able to pivot quickly as changes are presented. The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus.

52 Ways to Improve Sales Performance

Steven Rosen

The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” New book helps sales managers unlock hidden sales potential (available in paperback). Now available in paperback.

How to perform Customer Base Triage and Why It Matters

Babette Ten Haken

Then, a customer base triage is a strong signal that your business model requires a pivot. When this pivot scenario happens, you can migrate past and current customers. Because you have always had their backs, even as you pivot.

Evolved Selling: The Reason Why Alinean has Merged with Mediafly

The ROI Guy

And to do this you have to pivot from thinking of sales enablement as an advanced form of sales content management.

7 Questions to Build Rapport in Sales

Sales and Marketing Management

You may discover that a buyer pivoted in their career or that you know someone in common, which are great opportunities to ask more questions.

The 3 Mistakes Every Company Makes Building the Outbound Sales Model


You don’t run experiments, you pivot. It’s confusing when you’re moving too quickly, all in different directions, pivoting regularly – you hamper your own progress. They pivot their entire company and point the outbound team at ONLY enterprise meetings.

Trust Is The Foundation Of Every Sale

Tony Hughes

If the lead has come to us, then the customer will be well advanced in their process (anywhere from 50% to 70% along the ‘buyer’s journey’) and our online presence and credentials will have been pivotal in being included on their list of potential solutions.

It’s You Job To Lead – Sales eXecution 253

The Pipeline

The whole thing pivots on your ability and credibility as a subject matter expert. By Tibor Shanto - tibor.shanto@sellbetter.ca. No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals.

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