My travels for business and adventure continue, and I am pleased to be traveling to Cartagena, CO and Panama City, Panama from Feb 7 to Feb 16th. Do you live in or near these exciting cities? Or who do you know that does who would enjoy a Global Sales conversation? I would welcome a chance […]
https://www.drive-revenue.com/wp-content/uploads/2024/02/cartegena-columbia.jpg19701724Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-03 17:42:402024-02-03 17:42:40Who do You Know In Cartegena, Columbia and Panama City, Panama? Let’s Meet!
Many new sales managers think they are good at managing salespeople because they excel at selling. While selling may have come naturally to them, it’s not innate for everyone. And now, a frontline manager, it’s their job to recognize performance barriers and empower their reps. But a promoted salesperson often has a hard time […]
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Selling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
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Happy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
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Missing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
This guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]
https://www.drive-revenue.com/wp-content/uploads/2023/12/steve-goodman.jpg23742560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-12-07 08:33:092023-12-12 09:23:48Ask A Sales Leader: Steve Goodman on Replicating Success
In the dynamic world of sales, understanding five critical areas from prospective customers can significantly impact your chances of making a successful sale. At our company, we emphasize the importance of uncovering this information before submitting a proposal or quote. Let’s delve into these key areas—The Players, Timetable, Decision Criteria, Proposal Content, and Roadblocks—and discover […]
https://www.drive-revenue.com/wp-content/uploads/2023/12/yes-no-1-scaled.jpg25601707Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-12-06 10:16:542023-12-06 10:56:35Decoding Decision-Making: Unveiling the Five Essential Qualification Areas
John visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-11-13 15:15:452023-11-13 15:21:50On The Road Again: Providence, Rhode Island
It’s that time again when executives begin to finalize their plans and budgets for the next business year. While sellers are closing out their pipelines for this year, Leaders are getting ready for what comes next. Companies spend millions of dollars to get their commercial strategies right. A global customer of ours just spent 4 […]
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Who do You Know In Cartegena, Columbia and Panama City, Panama? Let’s Meet!
ON THE ROAD AGAIN IN SALESMy travels for business and adventure continue, and I am pleased to be traveling to Cartagena, CO and Panama City, Panama from Feb 7 to Feb 16th. Do you live in or near these exciting cities? Or who do you know that does who would enjoy a Global Sales conversation? I would welcome a chance […]
Turn Top Sales Performers Into Great Sales Managers
SALES ADVICE, SALES COACHING, SALES LEADERSHIPMany new sales managers think they are good at managing salespeople because they excel at selling. While selling may have come naturally to them, it’s not innate for everyone. And now, a frontline manager, it’s their job to recognize performance barriers and empower their reps. But a promoted salesperson often has a hard time […]
Are You Selling What Your Customers Are Buying?
buyers cycleSelling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
On The “Trail” Again: San Jacinto Mountains
ON THE ROAD IN SALESHappy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
Your Pipeline, Your Success
SALES PIPELINEMissing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
Ask A Sales Leader: Steve Goodman on Replicating Success
ASK A SALES LEADERThis guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]
Decoding Decision-Making: Unveiling the Five Essential Qualification Areas
Key Players in SalesIn the dynamic world of sales, understanding five critical areas from prospective customers can significantly impact your chances of making a successful sale. At our company, we emphasize the importance of uncovering this information before submitting a proposal or quote. Let’s delve into these key areas—The Players, Timetable, Decision Criteria, Proposal Content, and Roadblocks—and discover […]
On The Road Again: Providence, Rhode Island
ON THE ROAD IN SALESJohn visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
Finalize Your Sales Plans for Next Year Strategy, Budget and Execution
SALES PLANNINGIt’s that time again when executives begin to finalize their plans and budgets for the next business year. While sellers are closing out their pipelines for this year, Leaders are getting ready for what comes next. Companies spend millions of dollars to get their commercial strategies right. A global customer of ours just spent 4 […]