#7 The Art of the Pivot and the People Who Make It Work

ABOUT THE GUEST - MATTHEW TOTH, VP OF SALES AT THE NEAT COMPANY: 

Matthew Toth has been with The Neat Company for over 12 years and currently oversees the company’s Direct Revenue Channels, Accountant Partner Program, Affiliate Marketing, as well as developing relationships with strategic partners. He has held roles focusing on virtually all aspects of sales including Inside Sales, Retail Sales, Logistics and Distribution, and Channel Sales. Matthew studied Finance at Rowan University and in his free time enjoys being a father, a husband, and playing with his yellow lab, Preston, and golfing when the opportunity arises! 

You can learn more about Matthew and enjoy his sales-focused content on LinkedIn at: 

https://www.linkedin.com/in/matthewjtoth/

 
ABOUT THE EPISODE:  

The Neat Company has evolved over the years - multiple pivots, and multiple big changes in strategic focus. For the last 12 years, Matthew Toth has been a part of that roller coaster ride and has helped The Neat Company grow, adapt, and thrive along the way. In this episode, Matthew shares his insights about sales in general but also lessons learned about sales, leadership, and what it takes to thrive as an individual and an organization in fast-changing times. 

0:40 - Matthew offers the best piece of sales advice he’s ever received.  

2:00 - Matthew talks about how personal development has helped to support his effectiveness as a sales professional and why the “Alpha Male” sales archetype isn’t the only (or best) approach for everyone.  

4:33 - David and Matthew discuss how sales isn’t about a certain personality type, but rather finding how to make sales successful for the specific type of person that each one of us is.  

6:24 - Matthew shares the worst piece of sales advice he’s ever heard from his days in the world of call centers and “high velocity” sales.  

7:44 - David and Matthew discuss why “sink or swim” is (sadly) so prevalent in the world of sales and how to approach success from a different and more holistic and supportive perspective.  

9:58 - Matthew talks about The Neat Company, what they do, and how they help companies thrive.  

11:50 - How The Neat Company has evolved over the years and pivoted their way to the current configuration and go to market strategy they have today.  

15:22 - Matthew talks about how the many pivots that he has lived through at The Neat Company have been enabled and supported by effective communication and most importantly a very clearly developed and communicated “why” - communicated both internally and externally.  

16:46 - What kinds of employees does Matthew look for when considering the kind of employee that will do well in such a dynamic and fluid environment.  

18:15 - Matthew talks about how he has embraced the expression “you can’t coach passion into someone but you can coach the passion out of them” and what it means as it applies to his work in sales and sales leadership.  

20:55 - Why stand and deliver sales training and enablement doesn’t work and how you can get others passionate and effective about sales work in ways that actually work.  

22:03 - Matthew talks about what he would do differently at the start of his career if he knew what he does now after more than a decade in sales and sales leadership.  

24:55 - How to find Matthew and his sales-focused content and where to learn more about The Neat Company and how they help businesses stay on top of those messy things that keep you from doing the part of your work that you really love.