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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: June, 2018
Jun 6, 2018

“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.

Podcast Topics Include:

  • Tom shares how he closes his own prospects in a way that would make most sales people green with envy
  • Sales should be looked at as a science and is better referred to as lean selling (similar to lean manufacturing)
  • Building solid foundation for sales and having the right processes and behaviors in place to support your sales team
  • What “going into the cooler” means
  • Goodhart’s Law: When one measurement becomes a goal, it’s a bad goal
  • Culture issues that affect sales and how to change those processes
  • Creating a “sales map” without the sale person
  • Effective vs non-effective sales training
  • Tom’s view on the 2017 Q4 Vistage CEO confidence report
  • How to get better at interpersonal communication and rapport building with the rising workforce of a younger generation
  • Using a pattern interrupt strategy in communications and sales
  • Using improv in the sales approach
  • Having an upfront contract about how you work
  • How to have a superstar sales force
  • Emerson’s Law of Compensation

Full Show Notes

Jun 5, 2018

“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.

Podcast Topics Include:

  • The importance of company culture and handling big challenges facing companies
  • What to do in a situation when a CEO is the problem with the company culture
  • How to retain and attract top sales talent
  • The differences between priorities in the flow of sales strategy and how to align talent to different roles in the company
  • The use of talent assessment piece to prevent failure
  • The Innovative Sales Book​, a left brainers approach to right brain thinking
  • The importance of building creative muscle memory

Full Show Notes: https://pivot10results.com/podcast64_salesglobe

Jun 4, 2018

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.

Podcast Topics Include:

  • Early childhood development and its effects on women’s mindset for success
  • Becoming a female racer at the age of 10
  • The challenges of a woman racer in a male-dominated industry
  • Taking a communal approach to self-awareness
  • Finding support and mentoring for self-improvement
  • Why do women undervalue themselves?
  • Some habits needed to succeed
  • Understanding and being empathetic to those within your environment
  • Nascar race teams and earning respect
  • Advocating for women using STEM

Full Show Notes: https://pivot10results.com/podcast63_julia-landauer

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