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The Pivotal Leader

The Pivotal Leader podcast, hosted by Gina Trimarco, Chief Results Officer of Pivot10 Results, features 30-minute interviews with modern and pivotal business leaders who share their experiences and anecdotal success stories to inspire rising leaders to shift their own organizational cultures to higher success.
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Now displaying: September, 2018
Sep 19, 2018

“If you’re curious, you’re a good sales person.”

- Brandon Bruce

On this episode of The Pivotal Leader, Gina Trimarco interviewed Brandon Bruce, COO & Co-Founder of Cirrus Insight, a plugin for Gmail and Outlook salespeople. Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school using outhouses as their bathroom. He went from those humble beginnings to co-founding and growing Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 (after a six-year rollercoaster of success and setbacks).

Podcast Topics Include:

  • Brandon’s humble beginnings, his “hero story”, and how he went from small town kid to entrepreneur and pivotal leader
  • The story behind Cirrus Insight startup and taking it from idea to implementation, including Brandon’s six-year roller coaster of success and setbacks
  • Today’s selling environment and using the right communication medium to connect with customers
  • Goal setting strategies for attending conferences and maximizing opportunities
  • Angel investors: how Cirrus Insight got funded
  • On becoming an Inc 5000 Ranked Business
  • Why Brandon thinks curiosity is an important trait of a good salesperson
  • Using improv to move forward with innovation in technology
  • Why competitors can make good mentors and can be great to turn to for support
  • Brandon's favorite books

FULL SHOW NOTES

Sep 7, 2018

Prospects have their walls up. We need to bring those walls down before we can have the human to human conversation.”

- Hamish Knox

On this episode of The Pivotal Leader Gina Trimaco interviewed Hamish Knox, who plays an important role in Sandler’s worldwide organization and is a recognized business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David Sandler, Knox informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential. He heads a Sandler training center in Calgary.

Podcast Topics Include:

  • How to overcome the word “decision” in the selling process
  • How to go right to the top of the selection making chain
  • Sales and cold calls advice from Hamish: Why it’s so important to stay present and to always remember that it’s never about you
  • Hamish’s point of view on accountability, especially as it relates to your sales team
  • Strategies for implementing an effective and sustainable accountability program
  • On accountability:“The leader has to go first.”
  • How to create a leadership mentality in 20 minutes
  • Why Hamish is known as the ‘behavior guy’
  • The sales role: “need to have” versus “nice to have” behaviors
  • How to change behaviors and why “mom always wins”
  • Tips for leaders to understand the feelings, personal goals and motivation of their team members
  • Hamish explains Sandler’s “cookbook” philosophy
  • Hamish’s perspective on our rising workforce and their interpersonal skills

FULL SHOW NOTES

Sep 1, 2018

“You don’t become confident and then act confident. You act your way into confidence.”

Sally Helgesen

On this episode of The Pivotal Leader Gina Trimarco interviewed Sally Helgesen, International Speaker, Leadership Consultant & Author.

In her newest book, How Women Rise: Break the 12 Habits Holding You Back from Your Next Raise, Promotion, or Job, Sally and her co-author Marshall Goldsmith, help women identify specific behaviors that keep them from realizing their full potential, no matter what stage they are in their career. They help identify why what worked for them in the past will not necessarily get them where they want to go in the future -- and how to finally shed those behaviors so they can advance to the next level, whatever that may be.

Podcast Topics Include:

  • Habits and behaviors that hold women back from getting to the next level
  • Expecting people to spontaneously notice the great things you’ve done; the differences between how men and women notice things
  • Advice to women struggling to get noticed for their achievements without appearing to be showboating
  • How women can work on leveraging relationships rather than just building them
  • How to leverage relationships to achieve real influence and authority
  • Understanding your worth and how it relates to confidence
  • Sally’s book, The Female Advantage, and women leadership skills and styles

FULL SHOW NOTES

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