To say the last few years have been odd is a gross understatement. There are so many things happening domestically and globally that we haven’t seen before; we will spare you the exercise of naming them all. For us, the most relevant and pressing issues for our customers and prospects are the radical shift in […]
On a recent flight in a small propeller plane during a Costa Rican thunderstorm, I was reminded of the importance of training. The pilots faced torrential rain, zero visibility, and lightning. They didn’t stop to pull out a manual on “what to do when a storm pops up from nowhere.” Surrounded by red on the […]
https://www.drive-revenue.com/wp-content/uploads/2025/08/6473540278107889761.jpg20471590Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2025-08-18 15:59:522025-08-19 10:42:34Weathering the Storm: Sales Coaching Where It Matters Most
Every professional role requires initial and ongoing training. Doctors and lawyers have to renew their licenses annually. I am certainly glad the pilots we had were trained. How prepared are your sellers for buying gauntlets? Click on the video to hear more.
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.pngMalinee2025-08-18 15:39:532025-08-20 12:32:24On The Road Again: Costa Rica
Travel has always been a core part of my life. The excitement, mystery, hassle, fun, and occasional confusion it brings fuels my creativity, propels me toward the next destination, and makes returning to my home in San Diego even more special. As one of my favorite storyteller, writer, and chef Anthony Bourdain once said: “Travel […]
August 12, 2025 Establishing the right environment for coaching is as important as the actual coaching exercise. In my early sales career, some of the best information I received from my sales managers came after hours in ad hoc conversations on how to best position an opportunity or attack the competition, which helped me establish […]
https://www.drive-revenue.com/wp-content/uploads/2025/06/TECS.jpeg1030773Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2025-08-05 08:00:312025-08-08 15:39:02Tips For Sales Coaching On The Front Line
Many sales executives are laser focused on filling their pipelines for the year. Successful sales leaders know that a pipeline filled with qualified opportunities is essential to building sustained and repeatable revenue results, which is ultimately the fuel that drives organizational success. But the path to get to a healthy pipeline is not necessarily well understood and includes a number of variables, including the talent of the sales […]
Renato Beninatto and I have been having conversations for 25 years. The first was in Los Angeles in 2000, when he hired me to lead the North American sales team at Berlitz GlobalNET. The most recent? A conversation we recorded last week for this podcast, What Buyers Really Want. Between those two milestones, we’ve had […]
I am often asked by management teams to participate in their sales meeting. They look for me to provide feedback, as well as perspective, based on my customer experiences around revenue development. Many of these meetings incorporate team-building events – perhaps at a tropical location or golf resort – while others are more dialed down […]
https://www.drive-revenue.com/wp-content/uploads/2011/09/sales-manager-1.jpg11201680John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2025-07-22 08:00:102025-07-10 18:13:54Four Skills That Make a Good Sales Manager Great
The first time I hit the Push-to-Talk (PTT) button and reached my entire team in real time—it felt like magic. No dialing. No waiting. Just click and talk. That moment hooked me. And the company behind it, Nextel, quickly became my favorite sales job ever (aside from this one). From my graduation at San Diego […]
Increase Your Virtual Selling Effectiveness
SALES LEADERSHIPTo say the last few years have been odd is a gross understatement. There are so many things happening domestically and globally that we haven’t seen before; we will spare you the exercise of naming them all. For us, the most relevant and pressing issues for our customers and prospects are the radical shift in […]
Weathering the Storm: Sales Coaching Where It Matters Most
Sales SkillsOn a recent flight in a small propeller plane during a Costa Rican thunderstorm, I was reminded of the importance of training. The pilots faced torrential rain, zero visibility, and lightning. They didn’t stop to pull out a manual on “what to do when a storm pops up from nowhere.” Surrounded by red on the […]
On The Road Again: Costa Rica
ON THE ROAD AGAIN IN SALESEvery professional role requires initial and ongoing training. Doctors and lawyers have to renew their licenses annually. I am certainly glad the pilots we had were trained. How prepared are your sellers for buying gauntlets? Click on the video to hear more.
Travel Builds Character: The Spence Connection
ON THE ROAD AGAIN IN SALESTravel has always been a core part of my life. The excitement, mystery, hassle, fun, and occasional confusion it brings fuels my creativity, propels me toward the next destination, and makes returning to my home in San Diego even more special. As one of my favorite storyteller, writer, and chef Anthony Bourdain once said: “Travel […]
Tips For Sales Coaching On The Front Line
Sales SkillsAugust 12, 2025 Establishing the right environment for coaching is as important as the actual coaching exercise. In my early sales career, some of the best information I received from my sales managers came after hours in ad hoc conversations on how to best position an opportunity or attack the competition, which helped me establish […]
How Skills Development Fills Your Sales Pipeline
SALES COACHING, Sales SkillsMany sales executives are laser focused on filling their pipelines for the year. Successful sales leaders know that a pipeline filled with qualified opportunities is essential to building sustained and repeatable revenue results, which is ultimately the fuel that drives organizational success. But the path to get to a healthy pipeline is not necessarily well understood and includes a number of variables, including the talent of the sales […]
What Buyers Really Want: A Conversation with Renato Beninatto
General InformationRenato Beninatto and I have been having conversations for 25 years. The first was in Los Angeles in 2000, when he hired me to lead the North American sales team at Berlitz GlobalNET. The most recent? A conversation we recorded last week for this podcast, What Buyers Really Want. Between those two milestones, we’ve had […]
Four Skills That Make a Good Sales Manager Great
SALES LEADERSHIP, SALES MANAGERI am often asked by management teams to participate in their sales meeting. They look for me to provide feedback, as well as perspective, based on my customer experiences around revenue development. Many of these meetings incorporate team-building events – perhaps at a tropical location or golf resort – while others are more dialed down […]