The Impact of Discounting and How Sales People Don’t Get It!
What would happen if sales gave an average of a 5% discount on items they sold? 5% isn’t that big of...
Stop Running Spaghetti Meetings
Have you ever been to a meeting where there doesn’t appear to be a purpose? People just talk about a...
Crash & Burn or Jump in?
Every sales leader has been in this situation. You are on a call with your sales person and you see...
Making CRMs Valuable for the Sales Person – not just Management
Whenever we talk to sales people about CRMs, we get various different reactions: “What a pain in the butt –...
Can CEO’s Drive Sales Growth?
It may appear to be critical these days, but the fact is that CEOs have lamented for years over their...
Do Reps Still Know How to Prospect?
We have recently hosted two different sessions with sales leaders and sales reps on the topic of Prospecting. It was...
Making Your Sales Forecast Believable
If I asked 10 CEOs if they had confidence in the forecast that their sales leader gives them, nine of...
How Thursday Night Golf League Launched My Company
I was recently asked by someone why my brother, Mike, and I started Pivotal Advisors. I told the story to...
Here’s an ideal way to manage sales people
One of the most common questions we hear is, “What’s the best way to manage sales people?” The dilemma is...
Hiring the Right Salesperson – Part 4: The Questions
In our last post, we tackled the interview process. In this one, our final installment in the Hiring the Right...
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