Predictable Growth for Professional Service Firms What would you think of a book that teaches readers to learn how buyer’s decision processes are changing and how to prepare professional service firms for those changes? It would include sections on controlling the conversation, planning technology outlays, working with consultants/contractors, mapping the acquisition process, developing a marketing database, nurturing leads […]
What a Tropical Shirt Can Tell Us About Value I had a great discussion last week about selling to “value”. One of my favorite analogies was put to use. The price and value of a Ralph Lauren 100% Viscose orange tropical shirt versus the old Mad Gringo 100% Rayon orange tropical shirt. Game on.
The Process of Growth “We’ve managed pretty consistent growth up to this point.” “Then why am I here?” “Because you come highly recommended and I’ve heard you can help us.” It’s true. I can help.
The Nature of an Advantage As the middle child’s high school basketball season builds to the post season, the question of fairness has come up from time to time. While this conversation often centers on the question of a child’s playing time or standing with the coach, my mind tends to wander. . . and […]
Small Business and Big Business Focus – the Barbell As work continues on the Sales Training Weekly course and the Tap the Hidden Job Market course, I’ve been relying on a visual that may help you define the focuses and challenges of small businesses and larger businesses. For this illustration, I’m defining small business as […]
It’s that time – Plan to Make it Your Best Year Ever I revisit this every January because years ago I made a resolution to have my best year ever after reading my friend Art Sobczak – the TeleSales guru‘s newsletter – yes, a real-life-paper mailed-each-month newsletter. (a contrarian technique that works like a charm today. . […]
Complex Lead Generation: Start with the F Word – Focus The common theme of conversations lately has been “but Greg, why aren’t we telling them about X?” Comments like that come immediately after a recommendation to Focus the Message to a single problem and solution. Well, maybe after everyone sees the first campaign come to […]
The Internet of Things – Exosite in Minneapolis Are you familiar with the phrase “The Internet of Things”? I was first introduced to it by my friend Mike Aanenson who is the General Manager of Exosite, a software company in Minneapolis. Mike is one of the smarter people I know and his focus is in […]
It’s been a year since I started Chambers Pivot Industries, and an update is in order. I’m framing it as “The 3 Most Surprising Lessons” from my first year. Into the Year That Was. (technically it’s been 13 months but it feels longer!)
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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(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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