Every spring, I get calls from friends with children who are graduating from college. It’s an exciting time for the parents and the graduates. During these calls, after we complete the small talk of catching up, the parent will usually tell me that their son or daughter is “good at working with people” and therefore […]
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.pngMalinee2019-09-16 13:58:262019-09-16 13:58:27Sales Success Requires the Right Mindset, Toolset and Skillset
If you’re investing in sales training, make sure your time and money are well spent. Plenty of service providers promise to take your team to the next level and hey, they’re in sales so they’re convincing. But you don’t have time to waste. So use the criteria below when choosing a service provider, to make sure you’ll get […]
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.pngMalinee2019-09-11 12:07:412019-09-12 13:57:47Choosing a Sales Training Service Provider? Use These Criteria to Make the Best Choice
Negotiations are part of the sales process, but they aren’t necessarily straightforward, especially because there is a buyer on the other end with his or her own motivations and needs. And sometimes that buyer has done some homework and is ready to make your job harder. But you can go into a negotiation with an […]
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.pngMalinee2019-09-01 17:39:012019-09-01 17:39:025 Ways to Turn the Tide When Negotiating
They called you and asked for a quote. Or information, and a reference. And you had not spoken with them before, whether it was a customer (with a new key player), prospect or suspect. What did you ask for in return? And what did you then receive? The dynamic is so basic in sales that […]
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.pngMalinee2019-08-20 14:37:462019-08-20 14:37:47And What Did You Get In Return? Thoughts On Managing Buyers
Lack of Preparation, aka “Winging It” A few years ago my family and I experienced an amazing day snorkeling on the Great Barrier Reef (GBR) in Australia. It ended as a day we will never forget, but it did not start out that way. We took a day trip out to The Reef from Cairns. […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2019-08-13 16:34:172019-08-14 09:11:02What do Snorkeling on the Great Barrier Reef and Role Playing to Improve Sales Skills Have in Common?
This month John was fortunate enough to see the Rolling Stones in concert at Lincoln Financial Center in Philadelphia. He originally saw them here 38 years ago and has seen them 27 times since. Take a listen to what he has to share.
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.pngMalinee2019-08-13 14:57:592019-08-20 10:36:59On The Road Again: The Rolling Stones in Philadelphia
The use of stories to transfer information has been around as long as humans have walked upright and used language to communicate. Even before we had a written language, humans have used stories to teach, to entertain and to track their histories. We are innately drawn to stories as a result, even in the digital age. That makes storytelling […]
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.pngMalinee2019-08-13 14:39:482019-08-13 14:39:49How to Use Stories to Connect with Prospects and Qualify Leads
Ideally, when you’re involved in a sales call, you will get into conversations with buyers that allow you to discuss primary business objectives (PBOs), challenges and capabilities. However, in many circumstances, you won’t get to all parts of the Discovery Map in one call, as time may have been limited. And this can be an opening for […]
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.pngMalinee2019-08-12 18:02:492019-08-12 18:02:50How (and Why) to Write a Meeting Summary
In his book To Sell is Human, Daniel H. Pink describes selling as “the ability to move others to exchange what they have for what we have.” A sales person can help to facilitate that exchange in ways that are based on value and not just on the product he or she sells. When a client engages me to help their sales staff, I interview their top performers. My […]
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.pngMalinee2019-08-05 21:17:092019-08-05 21:17:33Three Tactics Top Sellers Use to Demonstrate Value
Most of the companies that we call on, who are either a customer or a prospect, are experiencing solid results from this robust economy. Corporate earnings reports from Q2 showed higher than anticipated growth, unemployment is low, and new construction continues to flourish. In this go-go economy, how can you tell if your sellers are […]
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.pngMalinee2019-08-03 09:11:312019-08-20 10:32:30Tips To Keep Your Sales Skills Sharp
Sales Success Requires the Right Mindset, Toolset and Skillset
Sales SkillsEvery spring, I get calls from friends with children who are graduating from college. It’s an exciting time for the parents and the graduates. During these calls, after we complete the small talk of catching up, the parent will usually tell me that their son or daughter is “good at working with people” and therefore […]
Choosing a Sales Training Service Provider? Use These Criteria to Make the Best Choice
SALES COACHING, SALES TRAININGIf you’re investing in sales training, make sure your time and money are well spent. Plenty of service providers promise to take your team to the next level and hey, they’re in sales so they’re convincing. But you don’t have time to waste. So use the criteria below when choosing a service provider, to make sure you’ll get […]
5 Ways to Turn the Tide When Negotiating
Sales SkillsNegotiations are part of the sales process, but they aren’t necessarily straightforward, especially because there is a buyer on the other end with his or her own motivations and needs. And sometimes that buyer has done some homework and is ready to make your job harder. But you can go into a negotiation with an […]
And What Did You Get In Return? Thoughts On Managing Buyers
buyers cycleThey called you and asked for a quote. Or information, and a reference. And you had not spoken with them before, whether it was a customer (with a new key player), prospect or suspect. What did you ask for in return? And what did you then receive? The dynamic is so basic in sales that […]
What do Snorkeling on the Great Barrier Reef and Role Playing to Improve Sales Skills Have in Common?
Sales SkillsLack of Preparation, aka “Winging It” A few years ago my family and I experienced an amazing day snorkeling on the Great Barrier Reef (GBR) in Australia. It ended as a day we will never forget, but it did not start out that way. We took a day trip out to The Reef from Cairns. […]
On The Road Again: The Rolling Stones in Philadelphia
ON THE ROAD AGAIN IN SALESThis month John was fortunate enough to see the Rolling Stones in concert at Lincoln Financial Center in Philadelphia. He originally saw them here 38 years ago and has seen them 27 times since. Take a listen to what he has to share.
How to Use Stories to Connect with Prospects and Qualify Leads
PROSPECTINGThe use of stories to transfer information has been around as long as humans have walked upright and used language to communicate. Even before we had a written language, humans have used stories to teach, to entertain and to track their histories. We are innately drawn to stories as a result, even in the digital age. That makes storytelling […]
How (and Why) to Write a Meeting Summary
SALES ADVICEIdeally, when you’re involved in a sales call, you will get into conversations with buyers that allow you to discuss primary business objectives (PBOs), challenges and capabilities. However, in many circumstances, you won’t get to all parts of the Discovery Map in one call, as time may have been limited. And this can be an opening for […]
Three Tactics Top Sellers Use to Demonstrate Value
SALES ADVICEIn his book To Sell is Human, Daniel H. Pink describes selling as “the ability to move others to exchange what they have for what we have.” A sales person can help to facilitate that exchange in ways that are based on value and not just on the product he or she sells. When a client engages me to help their sales staff, I interview their top performers. My […]
Tips To Keep Your Sales Skills Sharp
SALES ADVICEMost of the companies that we call on, who are either a customer or a prospect, are experiencing solid results from this robust economy. Corporate earnings reports from Q2 showed higher than anticipated growth, unemployment is low, and new construction continues to flourish. In this go-go economy, how can you tell if your sellers are […]