“We’re going to have less sales people than ever before … 60% or more of the sale is already done by the time a sales person is contacted.”
- Tom Niesen, CEO, Acuity Systems
On this episode of The Pivotal Leader, Gina Trimarco interviewed Tom Niesen, CEO of Acuity Systems, who spent 14 years in upper sales management and marketing positions with companies like Polaroid and Fuji Film before starting Acuity Systems, Inc. in 1990. At those companies he built sales teams and began to understand how and why sales teams failed, the difference between effective sales processes and what just sounded good, and what it really took to create a superstar sales force.
Today, he blends his own experiences with nationally proven training and evaluation tools from The Sandler Sales Institute, Objective Management Group, and Extended DISC, to teach a unique brand of sales training and personal development. It's so unique - and so engaging - that Niesen closes his own prospects at a rate that would make most salespeople green with envy.
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“I’ve gotta reward people for taking chances.”
- Mark Donnolo, Founder, SalesGlobe
In this episode of The Pivotal Leader, Gina Trimarco interviewed Mark Donnolo, founder and managing partner of SalesGlobe and Michelle Seger, Global Sales Strategy and Change Management Leader with SalesGlobe.
Mark is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning. He has worked with Global 1000 companies around the world for the past twenty five years, focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting.
Michelle Seger with leadership teams to transform their sales organizations, improve sales productivity, and increase return on the organization’s investment in sales from sales strategy to sales organization, to sales compensation. She has a concentration on global harmonization for multinational organizations and implementing change within diverse organizations.
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Full Show Notes: https://pivot10results.com/podcast64_salesglobe
“No one can achieve any kind of greatness by themselves.”
– Julia Landauer
In this episode of The Pivotal Leader, Gina Trimarco interviewed Julia Landauer, a two-time championship winning NASCAR racer from New York City. With dozens of wins across different series, Julia has set records since she was 10 years old. Away from the track, Julia is a graduate of Stanford University, where she earned a Bachelor of Science degree in Science, Technology 3and Society.
During college Julia was a contestant on season 26 of CBS’ reality TV show SURVIVOR. It was also in college that Julia started her motivational speaking career, with a TEDx talk. Julia is now making her name synonymous with more than speed and grit; as she climbs the NASCAR ladder Julia uses her racing platform to continue advocating for STEM education and women’s empowerment.
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Full Show Notes: https://pivot10results.com/podcast63_julia-landauer