The Impact of Discounting and How Sales People Don’t Get It! May 30, 2018 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 Mar 28, 2018 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? Jun 6, 2017 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 Jun 1, 2017 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? Apr 25, 2016 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? Apr 14, 2016 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 Mar 21, 2016 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 Mar 3, 2016 I was recently asked by someone why my brother, Mike, and I started Pivotal Advisors. I told the story to...
What Truly Makes Us Different and Does Anyone Care? Feb 17, 2014 Making sales really comes down to making the customer choose your solution over your competitors’. Not only do you have...
Here’s an ideal way to manage sales people Jan 22, 2014 One of the most common questions we hear is, “What’s the best way to manage sales people?” The dilemma is...