During formal and informal conversations with our customers, we often hear the question, “How many steps should there be in the sales process?” We know how important it is for the sales process to mirror how customers are buying, but the reality is there is no one-size-fits-all answer. Each business and its customers is unique […]
https://www.drive-revenue.com/wp-content/uploads/2024/03/linkedin-sales-solutions-Jk3u514GJes-unsplash-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-03-18 17:22:062024-03-18 17:22:06Three Must-Haves for Success in Sales
Persuading a potential client to embrace your product or service and adopt a fundamental shift in their business approach presents a formidable challenge. Nevertheless, such persuasion is often a necessary step forward. In my experience, the most effective approach to move a prospect from reluctance to considering change is by showcasing value. I liken it […]
https://www.drive-revenue.com/wp-content/uploads/2024/03/persuasion.jpg20161134Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-03-15 14:11:002024-03-15 14:11:28Mastering Persuasion: Leading Buyers To Your Solution
One of the hardest parts of sales is keeping the pipeline filled with qualified opportunities. Nurturing leads is something salespeople put off. Akin to delaying the home maintenance project you perceive as time-consuming or the medical check-up that makes you uneasy – procrastination is a creeper But avoiding necessary actions can make things harder over […]
https://www.drive-revenue.com/wp-content/uploads/2024/03/procrastination-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-03-10 18:08:442024-03-10 18:10:35Don’t Let Procrastination Kill Your Pipeline
Trust is a crucial aspect of business and relationships. Developing trust over the duration of a customer relationship takes attention and focus. Creating a good first impression can go a long way in establishing trust in business relationships. The initial encounter sets the tone for future interactions and can significantly impact how others perceive you […]
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 Flannery2024-02-28 22:28:102024-02-29 05:10:20Four Skills That Make a Good Sales Manager Great
This month I had the pleasure of visiting Columbia and Panama, my 59th and 60th countries. And also toured one of the modern marvels on this planet, The Panama Canal. Listen above for how this applies to sales success.
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.pngMalinee2024-02-23 12:05:182024-02-27 16:07:38On The Road Again: Panama & Columbia
Have you ever spent several thousand dollars (and then some) on training only to see no change or short-term boosts at best? If your sales training is striking out, it’s probably due to a lack of prep and follow-up. There are ways to achieve long-term positive changes through training but you’ve got to know what […]
https://www.drive-revenue.com/wp-content/uploads/2024/02/make-training-worth-it.jpg480640Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-13 10:54:182024-02-14 09:25:06Make Training Worth It
When I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
https://www.drive-revenue.com/wp-content/uploads/2013/05/man-holding-cash.jpg848566Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-06 09:14:462024-02-06 09:14:46Tried-and-True Tactics That Sell Value
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!
Three Must-Haves for Success in Sales
Sales SkillsDuring formal and informal conversations with our customers, we often hear the question, “How many steps should there be in the sales process?” We know how important it is for the sales process to mirror how customers are buying, but the reality is there is no one-size-fits-all answer. Each business and its customers is unique […]
Mastering Persuasion: Leading Buyers To Your Solution
buyers cyclePersuading a potential client to embrace your product or service and adopt a fundamental shift in their business approach presents a formidable challenge. Nevertheless, such persuasion is often a necessary step forward. In my experience, the most effective approach to move a prospect from reluctance to considering change is by showcasing value. I liken it […]
Don’t Let Procrastination Kill Your Pipeline
SALES ADVICE, SALES COACHING, SALES LEADERSHIPOne of the hardest parts of sales is keeping the pipeline filled with qualified opportunities. Nurturing leads is something salespeople put off. Akin to delaying the home maintenance project you perceive as time-consuming or the medical check-up that makes you uneasy – procrastination is a creeper But avoiding necessary actions can make things harder over […]
Three Essential Steps to Establishing Trust
SALES ADVICE, SALES COACHING, SALES TRAININGTrust is a crucial aspect of business and relationships. Developing trust over the duration of a customer relationship takes attention and focus. Creating a good first impression can go a long way in establishing trust in business relationships. The initial encounter sets the tone for future interactions and can significantly impact how others perceive you […]
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 […]
On The Road Again: Panama & Columbia
ON THE ROAD AGAIN IN SALESThis month I had the pleasure of visiting Columbia and Panama, my 59th and 60th countries. And also toured one of the modern marvels on this planet, The Panama Canal. Listen above for how this applies to sales success.
Make Training Worth It
SALES COACHING, SALES LEADERSHIP, SALES TRAININGHave you ever spent several thousand dollars (and then some) on training only to see no change or short-term boosts at best? If your sales training is striking out, it’s probably due to a lack of prep and follow-up. There are ways to achieve long-term positive changes through training but you’ve got to know what […]
Tried-and-True Tactics That Sell Value
SALES ADVICE, SALES COACHING, SALES LEADERSHIPWhen I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
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 […]