Sales Pipeline Radio, Episode 152: Q&A with David Nilssen @DavidNilssen

By Matt Heinz, President of Heinz Marketing
It’s time for another episode transcription of Sales Pipeline Radio, from our live show airing every Thursday at 11:30 a.m. Pacific. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
We cover a wide range of topics with a focus on sales development and inside sales priorities with a new episode transcription here every Monday.
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In this episode I talk with Guidant Financial CEO David Nilssen.  We discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business.
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”