PIVOT Selling - n. 1

A few months ago, both for personal and work needs, I decided to start learning the French language and during one of the few live lessons I attended one of my teachers mentioned Bernard Pivot, an esteemed French journalist and television presenter, born on 5 May 1935, recently passed away.

He was a significant cultural figure in France, known for his literary talk shows "Apostrophes" and "Bouillon de culture", broadcast from the mid-1970s to the early 2000s. Pivot's programs were renowned for their discussions insightful and attentive to literature and culture, making him a beloved and influential personality in the French media.

So I started thinking about “Pivot” and suddenly another thing also came to mind, in fact recently the CRO of my current company mentioned the similarities between the game of rugby and sales and once again the word “pivot” popped up.

Then, within a few seconds, I realized that perhaps that word, “pivot,” was repeatedly coming to my attention for a reason.

Then I decided to make the most of Bernard Pivot's inspiration and the lessons learned about the similarities between rugby and sales.

And here we are: “PIVOT Selling” was born!

Now I'll tell you in a second how Bernard Pivot inspired me.

Bernard Pivot's contribution to French culture was immense. He brought literature into the homes of millions of people, making complex literary discussions accessible and engaging to a wide audience. His shows were a platform for both established and emerging authors, having a significant impact on book sales and the popularity of literary works. Pivot's interview style was incisive and respectful, fostering an environment where authors felt comfortable sharing their insights and perspectives.

The PIVOT Selling methodology therefore draws inspiration from Bernard Pivot's approach to journalism and cultural debate; that's how:

1. Proactive Insights (P-I)

- B. Pivot's Approach: Pivot was known for his thorough preparation and ability to anticipate the direction of conversations. He often brought unique insights and connections that enriched the discussions.

- PIVOT Selling: This translates into a proactive approach where sales teams use data analytics and market research to anticipate customer needs and trends, mirroring Pivot's anticipatory style.

2. Iterative Positioning (I-P)

-B. Pivot's approach: His shows have evolved based on audience feedback and changing cultural contexts, demonstrating flexibility and responsiveness.

- PIVOT Selling: Sales strategies are iteratively refined based on customer feedback and market dynamics, just like Pivot's adaptive show formats.

3. Value Optimization (V-O)

- B. Pivot's approach: Pivot constantly aims to bring out the value of literary works, underlining their meaning and relevance.

- PIVOT Selling: Similarly, this component focuses on continuously improving the value proposition offered to customers, ensuring that solutions are always relevant and impactful.

4. Results-Oriented Engagement (O-DE)

- B. Pivot Approach: Pivot focused on meaningful findings, fostering a deeper understanding and appreciation of literature.

- PIVOT Selling: Sales engagements are designed to align with specific, measurable customer outcomes, ensuring every interaction is purpose-driven.

5. Tactical Adaptability (T-A)

- B. Pivot's Approach: Pivot's ability to adapt to various topics and guests has made his shows dynamic and engaging.

- PIVOT Selling: This element encourages sales teams to remain flexible, adapting tactics as new information and situations emerge.

Bernard Pivot's legacy of enhancing cultural appreciation and his skillful, adaptive approach to literary discussions have provided a solid foundation for the PIVOT Selling sales methodology.

Embracing the Pivot principles of thorough preparation, emphasis on value, flexibility and results orientation, PIVOT Selling aims to revolutionize the sales process, making it more anticipatory, adaptive and aligned to customer needs.

This methodology honors Bernard Pivot's impact by translating its influential techniques into sales, with the goal of creating meaningful and effective engagements with customers.

Next time I will delve deeper into the additional inspiration I received from rugby.

Thank you for reading and supporting the development of this new sales methodology with your comments and contributions.