Outcomes Not Outputs This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Summer 2015 Your team of marketing professionals are expert communicators. Plying their trade in semantics. They love the discussion around the differences found in words like Outcomes and Outputs. To an industry outsider, those words may be synonymous to […]
Effort, Results, Time and FIT [an excerpt from my future book, “The Human Being’s Guide to Business Growth.”] Effort, Results, Time, and FIT Why is this important? It’s important because in a world where engineers are increasingly convinced that human behavior can be broken down into bits and bytes, this exercise reminds us that we’re […]
Your Perception Controls Your Customer’s Reality This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Summer 2015 Take a quick peek at this graphic inspired by Alex Goldfayn of the Evangelist Marketing Institute. Let’s use this graphic to frame our conversation. Anchor it. In the graphic I’m making a few assumptions.
Trust and Selling Last weekend I was forced to complete a task the equivalent of visiting the dentist about a sensitive tooth. Car shopping. I needed to pick up a replacement vehicle for the kids. Not only was it going to be a visit to the dreaded car dealer, it was going to be a […]
Teleseminar: Using Fit to Sell More to Existing Customers You’ve heard it said that it’s 5 times cheaper to sell to existing clients, but how do you do it? I’ll explore a case study where we came close to that goal on Thursday at noon CST. Register here. (recording will be sent 24 hours after […]
Perception and Fit You hear this one all the time, “Perception is reality.” Especially if you’re in sales where it’s almost a hymn. You can apply it to your people too. How they perceive you as a leader and how they perceive their work is their reality. I can see your head nodding slightly and […]
Most people are good. The human race exists on a continuum. 10% of people are predominately bad and 10% are predominantly good. The rest of us fall in between. We’re not perfect, but we try to do the right thing. Realize that and act accordingly. Good stuff.
Sales Manager vs. Sales Person Let’s revisit the concept of a dual role sales manager/sales person because I keep bumping into it. I touched on the topic a few years ago in this post (Good Salespeople Make Terrible Sales Managers). Today, I’m just giving you a grid to consider what you’re asking for.
Make a decision, then make it right. Why do some organizations get better results than others? It’s because of their decision-making process. They do the following: First, they make a decision. Second, they do whatever they must to make that decision right. You can do that, too. Gather data, take your best guess, and then […]
Designing Sales and Marketing Practices That Fit I’m finishing up the edits to my fiction novel, The Legend of Mad Gringo. It’s based on my time in the apparel world. During that period of my life, we designed all sorts of garments including swimwear. Specifically board shorts, like the surfers wear. I still have a few […]
Companies hire me to help them speed up growth. I do that by helping them design sales practices that fit their size, disposition and unique culture.
Call and find out what that looks like for your organization.
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Omaha, NE, United States
(402) 281-2785
pivot@chamberspivot.com
A short note every Friday afternoon with tips on getting more done in less time. . .next week.
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