The Value of Being Face to Face: Reflections from an SDSU Event at WD-40

Last month, the Fowler College of Business at San Diego State University (SDSU — my alma mater) hosted an on-site event at WD-40 Company.
Most know WD-40 as one of the world’s most iconic brands in the “all-purpose” mechanical lubricant market.

The gathering brought together a dynamic mix of business and academic leaders, with approximately 90 professionals in attendance.

Here’s a quick summary of the event:

Hot off the Press: SDSU Research and Insights for Business Leaders
Attendees received an exclusive preview of cutting-edge research ahead of its formal presentation at the Academy of Management conference in Copenhagen, Denmark.
The session featured panels led by SDSU’s distinguished professors, addressing today’s critical business challenges, including:

  • Exclusive insights from thought leaders before they hit the global stage.
  • Strategies to stay ahead of emerging trends in management and leadership.
  • Opportunities to network with top industry leaders and innovators.

The topics were timely, insightful, and sparked thoughtful discussions throughout the three-hour session.

However, what stood out to me most was a simple but powerful reminder:
There is no substitute for being face to face.

Virtual interactions serve a purpose, but they cannot replicate the energy, collaboration, and relationship-building that happens in person.
While hybrid work arrangements are part of today’s reality, when it comes to building true business connections — business gets done face to face.

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On The Road Again: Providence, Rhode Island

 

B2B Sales Job Seeker Checklist 

Before you review the Checklist below, does everybody you know understand that you are looking for a job? I’m not saying to bring it up first thing at a birthday party, but you should let people close to you know what you are looking for. And then, get on LinkedIn and make those connections to ALL the people who have crossed your path, business and personal.  Alright, proceed below….. 

1. Understand Yourself, and Where You Want to be 

  • Identify your sales strengths (e.g., prospecting, closing, relationship building) 
  •  Know your industry preferences and company type (S, M, L) 
  •  Understand your career goals: entry-level, account exec, sales manager, etc. 

2. Sharpen the Saw 

  • Understand CRM tools (Salesforce, HubSpot, Zoho) 
  • Develop core skills: cold calling, email outreach, discovery, objection handling 
  • Improve business acumen: learn a P&L, pain points, and the buying processes 

3. Personal Branding & Resume 

  • Craft a clear, results-oriented resume with B2B language 
  • Tailor your LinkedIn profile for B2B roles (highlight sales numbers, achievements) 
  • Gather and post recommendations from colleagues or past clients 

4. Targeting Companies 

  • Identify target industries and regions 
  • Build a list of companies hiring for B2B sales roles 
  • Research each company’s business model, growth, and product offerings 
  • Use Glassdoor/LinkedIn to assess company culture and reputation 

5. Job Application Process 

  • Find the Hiring Manager or a connection to that person. Speak with them FIRST 
  • Apply directly through company sites or via LinkedIn 
  • Reach out to your connections for referrals to Hiring Managers 
  • Track your applications in a spreadsheet or job tracker tool 

6. Practice, Practice, Practice 

  • Be ready to explain your sales process, metrics, and customer stories (if you have experience; if not relevant school curriculum) 
  • Prepare questions for the employer (their customers, team structure, quotas, training, territory) 
  • Refine virtual interview etiquette (camera, lighting, tone, etc.) 

7. Networking 

  • Join industry groups (LinkedIn, Meetup, local business orgs) 
  • Attend webinars or B2B sales events 
  • Consider finding a mentor in B2B sales 

Then comes the offer, and your negotiation to get the best compensation package. Let me know when that happens, I’m happy to help. 

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Your Tipping Point: What made it all work?

John speaks with Selling Powers’ Gerhard  Gschwandtner about the one moment that made it all work for him when starting his sales training organization.

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Month and Quarter End Discounting Sets Bad Precedents

If you listen carefully today, you can hear salespeople out there in the field discounting to get opportunities closed here at the end of the month/quarter to make their revenue plans. What they need to know, that in the absence of establishing the value of your product or service, this tactic will backfire on them in many ways. And seasoned buyers know all about this goat rodeo, and will play the game all the way up to March 33rd to get what they want.

How do you stop this predictable cycle from happening?

During a phone conversation with a VP of Sales, he told me that his team was busy “cutting deals” to hit their annual revenue plan. This is not selling, and the words chosen made my skin crawl. If your team seems to rely on discounting to get orders, maybe you need to focus more attention on your sales process and developing your team to sell value.  The value the customer will receive by using your product or service, not the discount they will get from price list.   Building the discipline to ask the customers the right questions to qualify them as a high or low margin opportunity is a learned skill.  It takes restraint for sales people who have been conditioned to close, close, close.  We know that margins can be improved with well trained sales teams and we’ve seen that happen hundreds of times.

Maximizing your profit margin doesn’t happen by accident.  It won’t happen by sending out a memo targeting desired margins for the coming reporting period either.  It is a result of leadership identifying the development plans needed for the sales team, providing the training, giving feedback on performance and ongoing coaching to reinforce the process that has been identified to close deals without needing to resort to deep discounts.

Revenue is important and sales quotas are an important part of a business plan.  Discounting adds risk as it increases the amount of products to manufacture or services that need to be delivered to achieve a given profit goal.  Start today to protect your margins in future quarters.  Having regular deal reviews will open your eyes to the reliability and quality of the opportunities in your pipeline.  Want to buy some margin insurance?  The time is now.

Flannery Sales Systems helps organizations develop and implement a repeatable sales process.  Improving the effectiveness of your sales organization is the key outcome we provide to clients.  We would welcome an opportunity to explore your needs and understand where your team could benefit from improved skills and sales processes.  Flannery Sales Systems works with a broad cross section of industries and we are confident we can enhance your results.

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Confidence is Critical for Sales Success

Confidence is an important component for success in Sales. In fact, it is critical to success in any pursuit in our personal or professional lives.

In the video above, John talks to Gerhard Schwandtner, Founder and President of Selling Power about how he gained the confidence to start Flannery Sales Systems 20 years ago. A solid network of connections, 13 years of sales experience (at the time- it’s now 38) and an indefatigable work ethic are the combination that bloomed into that confidence. Another important piece for confidence is preparation.

In a conversation with Aaron Rodgers (Super Bowl-winning quarterback) several years ago, John discussed with Aaron his regimented approach to preparation. What are the components that you have or use to create confidence? And how do you pass that on to others?

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We are Celebrating 20 Years in Business

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On The Road Again: Miami, Florida

John kicks off the 20th Anniversary Celebration in Miami Beach, Florida with messages of gratitude to our customers, friends and family for an amazing 20 years of business helping our customers to drive revenue.

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The Optimal Team Performance: Philadelphia Eagles Win the Super Bowl

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The Philadelphia Eagles defeated the Kansas City Chiefs easily on Sunday Feb 9. Two years ago, the Eagles lost to the Chiefs in an extremely close Super Bowl game. Last year, the Eagles fell off the radar after a fast start and finished poorly. And what a comeback this year, capstoned by the thumping we gave the Chiefs in a lopsided win.

The Eagles represent the hard work, determination and grit that is the embodiment of Philadelphia. They play the ultimate team sport in sync, relying on intensive training, communication, and a common goal. It’s the same in Sales.

There are certainly some rough edges in the city that founded modern democracy, but I am always proud to be from there and stick with my family and lifelong friends regularly.

We were thrilled that Shane Flannery represented our extended clan at the parade in Philadelphia. GO BIRDS!

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On The Road Again: The Azores

After doing business in Rome, John traveled to The Azores for a rainy hike. Click on the video to learn more about the importance of selling skills rain or shine.

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Flannery Sales Systems 20th Anniversary

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