In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]
Building Trust in a Connected World Today I offered a client some communication advice. Using specific language that helps their prospect come to a “yes” or “no” decision faster. Shortening the sales cycle. Language that hasn’t changed in many, many years. This article was sent to emphasize the points I made. Especially the part about the […]
Helping Your Sales Team Qualify Prospects with the Budget Question “I’ve looked at things from both sides now. . .” There was an article in this past weekend’s Wall Street Journal that used Joni Mitchell’s “Both Sides Now” as a metaphor for life. It’s what comes to mind when describing my weeks as a purchaser of […]
Lessons from a Year in Consulting: Sales Training Weekly When starting Chambers Pivot Industries, I have used the excellent guide from Alan Weiss, Phd. titled Million Dollar Consulting. In it, he introduced me to the idea that in order to grow a consulting practice, there needs to be a focus on multiple product offerings at […]
Employees Only Value What They SEE You Do – How to Use That as a Competitive Advantage For those of you that were once front line employees, do you have memories of the executive committee going off on retreat? What usually happened next? A new initiative. An exciting rollout. A refocused effort. Change right? How […]
You Don’t Fix Your Way to Growth Great long-distance digital conversation this morning. (Well, as great as exchanging a massive amount of emails in a short time can be. . .) The subject? Fixes and Growth.
Thoughts on Retaining Sales Talent If this isn’t your first rodeo in managing a sales team, you’ll recognize that there are two challenges in building one. The first is obviously, building a high performance sales team. One that has the ability to adapt to rapid change,
Fees and Negotiation As you would expect, a lot of my time is spent talking about Money. It’s only 1 of the Big 3 resources needed for a project (timing and people are the other 2 . . . another topic) but Money is the one that gets everyone in the room to stand at […]
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.
1642 N 53rd St
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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