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Episode Info: So many topics were covered in this episode - some could be career or future changing for listeners. In this episode, Matt talks with Guidant Financial CEO David Nilssen. They discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business. ----more---- 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, credible content Nilssen talked about 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 Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals to jump on customer intent in the moment. Then see everything else Intercom can do. A taste of the specific topic of the Pivot is here: Matt:  That’s fantastic. One thing that stood out to me in that conversation is something I know a lot of people face, either in their businesses or in their career, and it’s the idea of a pivot, right? The idea that you see an opportunity and sometimes you move from what you were doing to something different. I think in hindsight those successful pivots always look like a slam dunk. In the moment, they’re not always a clear cut choice. Could you talk a little bit about that moment of making that pivot, and sort of what you had to go through just sort of mentally to do that? And I’m thinking about that not just for those that might be entrepreneurs, or are thinking about stepping out on their own, but people that are looking at their own even sales and marketing careers and facing an opportunity that isn’t certain, that it sometimes is scary. David:  Yeah. I always love how we talk about it as a moment of time. There’s this moment where you pivoted and everything changed. The reality is, when I talk about the fact that our business shifted, that was a five-year process. So it’s something that you start to see, hey, this doesn’t really connect for me, and I’m wondering if this is the right path for us. And then over time what we saw is that we were investing more and more time and energy in the small business component of our operation. And less and less in the alternative asset. So you start to see these resource conflicts that came up within the business, those that were wor...
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