All organizations, be it a company, team, family, musical group, etc. have individual contributors who play a part for the greater good. Some of these roles are well defined, and others just emerge as the unit develops over time, seeking ways to offer solutions, support, enjoyment or sustenance in a variety of ways. Last month, […]
https://www.drive-revenue.com/wp-content/uploads/2021/09/charlie-watt-1-scaled.jpg19912560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-09-07 16:10:032021-09-07 16:11:34High Performer, Consistent and A Gentle Man: Tribute to Charlie Watts
There are several skills that require mastery to be successful in Sales, but none is as important as finding new opportunities. Proactive new business development must happen. Every day. The inability to do this causes more problems for Sales Management than anything else. Stay ahead of the curve with a simple, executable plan to fill the […]
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.pngMalinee2021-08-25 13:15:462021-08-25 13:16:58Proactive New Business Development: Fill The Pipeline!
Hana Van Voorst is our guest article writer this month. She just completed a 6 month role with us before heading off to France for Business Graduate School. Bon Voyage, Hana ! ————————————————————————— As I embark on a new journey to Montpellier, France for a Master’s in International Business, I’ve been reflecting on my time […]
https://www.drive-revenue.com/wp-content/uploads/2021/08/Hana-Van-The-Track-1-scaled.jpg19952560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-08-12 13:53:312021-08-12 16:47:37A Marketing Research Perspective on Sales and More
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 winning behaviors and […]
https://www.drive-revenue.com/wp-content/uploads/2020/07/coaching-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-07-13 15:07:312021-07-18 12:20:03Tips For Sales Coaching On The Front Line
In Hollywood, many films are based on true stories. Don’t let your revenue pipeline be one of them.There are 3 macro criteria you should be looking at now (and a few subsets thereof) to determine if your revenue pipeline has enough in it to hit your goals for 2021. Listen in to this video 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.pngMalinee2021-06-21 21:51:292021-06-23 13:04:26How Much Is Enough for Your Revenue Pipeline?
Bill Otten specializes in relationship sales of complex outsourcing agreements. He has held positions of increasing responsibility with Chrysler Financial, Enterprise Rent-a-Car, InterLink Capital, ADP and now Executive Vice President of Sales at HealthEquity. 1. Describe how your customer facing teams use your organization’s sales process. Most of our sales come through indirect channels (partners) […]
https://www.drive-revenue.com/wp-content/uploads/2021/05/Bill-Otten-Atlanta-scaled-e1622514881313.jpg14142560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-05-31 19:33:072021-06-02 07:57:29Ask A Sales Leader: Bill Otten
This is an article on helping your sales reps uncover their prospects’ primary business objectives and the challenges preventing their fulfillment. This discovery phase is critical to helping reps align their products or services as solutions to their customers’ key business challenges. We will focus on qualification, which involves getting customers to quantify their challenges. […]
https://www.drive-revenue.com/wp-content/uploads/2021/05/challenges-scaled.jpg17072560John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2021-05-26 19:17:462021-05-27 08:58:05Helping Your Customers Achieve Their Objectives: Quantifying the Challenges
Sales Success Requires Continual Skill Development Do you play a musical instrument, speak a foreign language or play a sport? How did you learn, and continually improve? Doctors must take continuing medical education classes to hone their craft, and Sales should require the same. Put your comments below on how you, or how your Manager […]
https://www.drive-revenue.com/wp-content/uploads/2021/05/skill-development-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-05-17 07:37:222021-05-27 09:15:43Sales is a Skill Development Sport
People are most convinced by ideas they themselves originate, so getting your prospects to define their own objectives and challenges is critical to getting their buy in throughout the sales process. The following are three types of questions designed to get your prospects talking about their challenges. Open Questions. Your prospect has discussed his […]
https://www.drive-revenue.com/wp-content/uploads/2014/08/FSS-business-objectives-1-scaled.jpg17092560John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2021-05-16 10:30:062021-05-18 08:58:44Helping Your Customers Achieve Their Objectives: What To Ask
High Performer, Consistent and A Gentle Man: Tribute to Charlie Watts
life cycleAll organizations, be it a company, team, family, musical group, etc. have individual contributors who play a part for the greater good. Some of these roles are well defined, and others just emerge as the unit develops over time, seeking ways to offer solutions, support, enjoyment or sustenance in a variety of ways. Last month, […]
Proactive New Business Development: Fill The Pipeline!
SALES AND NEW BUSINESS DEVELOPMENTThere are several skills that require mastery to be successful in Sales, but none is as important as finding new opportunities. Proactive new business development must happen. Every day. The inability to do this causes more problems for Sales Management than anything else. Stay ahead of the curve with a simple, executable plan to fill the […]
A Marketing Research Perspective on Sales and More
SALES AND MARKETINGHana Van Voorst is our guest article writer this month. She just completed a 6 month role with us before heading off to France for Business Graduate School. Bon Voyage, Hana ! ————————————————————————— As I embark on a new journey to Montpellier, France for a Master’s in International Business, I’ve been reflecting on my time […]
Tips For Sales Coaching On The Front Line
Sales SkillsEstablishing 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 winning behaviors and […]
How Much Is Enough for Your Revenue Pipeline?
ON THE ROAD IN SALES, SALES COACHING, SALES LEADERSHIP, SALES PIPELINEIn Hollywood, many films are based on true stories. Don’t let your revenue pipeline be one of them.There are 3 macro criteria you should be looking at now (and a few subsets thereof) to determine if your revenue pipeline has enough in it to hit your goals for 2021. Listen in to this video for […]
Ask A Sales Leader: Bill Otten
ASK A SALES LEADERBill Otten specializes in relationship sales of complex outsourcing agreements. He has held positions of increasing responsibility with Chrysler Financial, Enterprise Rent-a-Car, InterLink Capital, ADP and now Executive Vice President of Sales at HealthEquity. 1. Describe how your customer facing teams use your organization’s sales process. Most of our sales come through indirect channels (partners) […]
Helping Your Customers Achieve Their Objectives: Quantifying the Challenges
SALES TOOLSThis is an article on helping your sales reps uncover their prospects’ primary business objectives and the challenges preventing their fulfillment. This discovery phase is critical to helping reps align their products or services as solutions to their customers’ key business challenges. We will focus on qualification, which involves getting customers to quantify their challenges. […]
Sales is a Skill Development Sport
Sales SkillsSales Success Requires Continual Skill Development Do you play a musical instrument, speak a foreign language or play a sport? How did you learn, and continually improve? Doctors must take continuing medical education classes to hone their craft, and Sales should require the same. Put your comments below on how you, or how your Manager […]
Helping Your Customers Achieve Their Objectives: What To Ask
SALES OBJECTIVESPeople are most convinced by ideas they themselves originate, so getting your prospects to define their own objectives and challenges is critical to getting their buy in throughout the sales process. The following are three types of questions designed to get your prospects talking about their challenges. Open Questions. Your prospect has discussed his […]