What Do You Do? Sales Training?
An excerpt from San Diego Voyager Magazine.
Alright – so let’s talk business. Tell us about Flannery Sales Systems, LCC – What should we know?
At a cocktail party or BBQ I say we do Sales Training. What we really do is help our customers to refine and implement a repeatable process to drive revenue. If I say the latter at a social event, people walk away (joking). But if I am speaking with a Commercial Leader of a mid to large size organization, they get it.
Because the work we do is fundamental to the tactical execution of the GoTo Market strategy. And companies spend millions on getting their strategy right. We help our customers to improve the quality of the Sales opportunities they develop, and to increase the overall revenue in their pipeline. All Sales organizations are focused on this, and we enable it with a skills-based program that is custom built for our customers based on the markets they compete in and how organizations BUY, not how they should be selling.
Sales effectiveness is about understanding buying, not refining your sales pitch. The source of pride for us is twofold. First, we have helped the individuals in our customers’ organizations to improve their success. This is important monetarily, but even more so when you hear the effect it has on their families – that makes my heart sing.
And second, there are seven customers who have come back to buy from us again: four have bought from us twice, and three have done so 3 times. It may not be seen like a lot, but we only have 3-4 customers at a time and have worked with 56 overall, so the repeat business says we are doing something right.
What sets us apart is our team. I know that may seem trite or overused, but people buy from people, and we have super individuals at FSS who make the difference.