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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.
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Thursday Feb 07, 2019
Thursday Feb 07, 2019
In this episode host Matt Heinz interviews Guidant Financial CEO Dave Nilssen. They discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business.
- Nilssen describes how his aversion to being sold changed his model for selling
- Why "cold calling" wasn't an option for his business
- How he moved from a monthly to a quarterly dashboard for planning
- How he created “Inbound” lead generation tactics that fill his pipeline
- How they created good relevant, creditable content
- Nilssen talked about the The Pivot which is a process, a moment in time, when it is suddenly clear that the time has come to PIVOT to a new business model
- The PIVOT can be from one business to another
- The PIVOT can be from one career or job to another
- How to analyze the business gap
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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to:
sheena @ Heinzmarketing dot com
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