Strategic Pivots During These Times

Engage Selling

Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.

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.

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Need to Pivot and Take Your Business Skills Online?

Fill the Funnel

After the last few months, everyone in business should now be thinking of how they can pivot their work and move it online…FAST. The post Need to Pivot and Take Your Business Skills Online? Web Tools groovepages groovesell pivot

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?

Making the Pivot to Virtual Learning: Your Questions Answered

Sales Readiness Group

We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual and Digital Learning. Virtual Learning

Create a Flexible Client Retention Strategy as Clients Pivot

Babette Ten Haken

Remain true to what was or pivot to what must be. For starters, acknowledge that clients are facing their need to pivot, and they are overwhelmed. The post Create a Flexible Client Retention Strategy as Clients Pivot appeared first on Babette Ten Haken.

How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. The post How to Adapt & Succeed When Pivoting to an Inside Sales Strategy appeared first on Sales Hacker.

The 5 Pivotal Stages of Sales Maturity [Quiz]

Hubspot Sales

How mature is your organization’s sales enablement structure? If you don’t know how to answer that question, don’t stress. We’re here to help you figure it out. Sales enablement is the process of providing your company’s sales team with the resources they need to be successful.

Why Online Collaboration is Pivotal for Remote Sales Teams

Nimble - Sales

The post Why Online Collaboration is Pivotal for Remote Sales Teams appeared first on Nimble Blog. Today, remote jobs are becoming more and more popular. Many companies prefer hiring remote employees because it is more profitable for them.

5 pivotal additions in February product updates


The post 5 pivotal additions in February product updates appeared first on Salesmate. As an extension to our February updates, Salesmate is bringing some small, yet important changes in the system.

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.

How this VP of Sales Pivoted his Team to Sell in Difficult Times

Sales Hacker

The post How this VP of Sales Pivoted his Team to Sell in Difficult Times appeared first on Sales Hacker. Manage & Lead Webinars

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.

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

Hubspot Sales

As a salesperson, it’s vital to recognize when your usual tactics aren’t getting results and then pivot. As a successful salesperson, you’ve probably spent years perfecting your strategy.

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.

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 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

Forecast data to get the answers you need without leaving Salesforce


After that, you brought everything into Excel and used a pivot table. Once you’ve got the answers you need and you know what changes you want to make, you’re faced with another problem: Salesforce Reports and Excel Pivot Tables don’t allow you to directly edit your data.

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?

David Kreiger- How to Manage Remote Employees

Sales Lead Management Association

Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus. Marketing Management Sales Management

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist.

Tools 213

Give to Give: Investing in Your Customers’ Success During a Crisis

Sales Benchmark Index

And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure. You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind.

Are You Weathering or Withering?

KLA Group

You Get to Pivot […]. By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the crash.

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

CONVERSATIONS Increase Your Sales Influence

Sales Manager Now

Communication plays a pivotal role in reducing misunderstandings or improving clarity and… The post CONVERSATIONS Increase Your Sales Influence appeared first on Sales Manager Now. Communication is not just important but critical in any of our human relationships.

Pandemic selling by the numbers

Sales and Marketing Management

Author: Paul Nolan Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive. Pivoting in the pandemic.

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.

New Legs On An Old Stool

The Pipeline

Step back and see that much of our ability to pivot and continue came by leaning on different people than in previous pivots. By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool.

Aviso’s New Community of Advisors


Joining at a pivotal moment in our company’s growth trajectory, we’re looking forward to the expertise these individuals will infuse our decision making with. We’re excited to announce that six of Silicon Valley’s most revered tech executives have joined Aviso as advisors and investors.

How CEOs Can Lead Sales Change through Historic Times

Alice Heiman

Right now, we’re helping CEOs make sales pivots to turn pandemonium into a path to sustainable sales growth. . But rest assured there are answers, but you might have to pivot and pivot again or more dramatically to see growth.? .

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.

Maintain Sales Productivity: Five Ways Your Company Can Focus Your Reps on Selling Value

Force Management: The Command Center

The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers. With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader.

Sales Growth Strategies for CEOs Right Now

Alice Heiman

Smart leaders are saying , “W e cannot do things the same way we’ve always done them and expect it to work. ” A pivot is needed and everyone needs to agree on what that will be. . A Pivot Means Investing in Sales Growth .

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.

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.

6 steps to adapt effectively

Sales and Marketing Management

McKinsey & Company offers these steps for B2B sellers to pivot effectively. Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality.

Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley

John Barrows

But sales reps now are pivoting how they are working, who they’re talking to and what they’re trying to help prospects with. This pandemic has impacted many people in different ways.

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