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 discover, 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 10:30:062022-06-22 11:29:36Helping Your Customers Achieve Their Objectives: What To Ask
This is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness. They try to distribute their time evenly between all team members and provide similar opportunities for coaching and development. While I appreciate the intent, I disagree with the practice. At the end of the […]
https://www.drive-revenue.com/wp-content/uploads/2021/01/poorly-qualified-scaled.jpg17082560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-05-12 19:07:402021-05-12 19:07:43Do You Treat All Your Sales Reps the Same?
Purchasing in the business–to–business environment has changed in the last few years. Buyers are more critical, more informed, and more careful with their spends. Their focused budgets have eroded sales, which has caused sales organizations to become hyper vigilant on lagging indicators like revenue, sales-to-quota, and close ratios as a measure of success. However, lagging indicators only allow for post–mortem analysis. Conversely, leading indicators allow for course correction […]
https://www.drive-revenue.com/wp-content/uploads/2013/05/drive-sales-scaled.jpg17072560John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2021-05-02 19:41:512022-05-17 09:59:143 Leading Indicators That Drive Sales
In a recent conference survey, all of our attendees, regardless of their title or the type of company they represent, agreed that reducing overall costs was a major priority for their organizations. But where to start? When we’re working with clients, one place we start is looking at the full time equivalent (FTE) cost of each sales employee. Then, we focus on each sales person’s attainment on revenue plan for the […]
https://www.drive-revenue.com/wp-content/uploads/2021/04/cost-of-sales-final.jpeg533800John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2021-04-19 17:18:252021-04-20 10:05:59How to Reduce Your Cost of Sales
You have undoubtedly read dozens of articles by now on the economic and health challenges created over the past 12 months. Well, I want to share some insights on the good things that have happened during this unusual time. And as my good friend Jim said to me, “don’t put the C-word (or 19) in the title.” We are all sick of seeing and hearing it as clickbait to get us to read. So, I didn’t. There have been many positive lessons to glean from […]
https://www.drive-revenue.com/wp-content/uploads/2021/03/lessosns-learned-1-scaled.jpg15802560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-03-01 12:30:072021-03-01 12:36:16Lessons Learned in The Past 12 Months
As humans, we tend to want to swoop in and fix things, often starting with the things that are most broken and most in need of repair. As sales managers, we pride ourselves on being fixers and judge ourselves on our ability to effectively coach our teams and give them the resources they need to be successful. But, just as not […]
https://www.drive-revenue.com/wp-content/uploads/2021/01/poorly-qualified-scaled.jpg17082560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2021-01-31 17:05:042023-01-17 10:59:27Limit Coaching Time on Poorly Qualified Sales Opportunities
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 discover, 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 […]
Do You Treat All Your Sales Reps the Same?
SALES REPThis is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness. They try to distribute their time evenly between all team members and provide similar opportunities for coaching and development. While I appreciate the intent, I disagree with the practice. At the end of the […]
3 Leading Indicators That Drive Sales
buyers cycle, consultative sales, General Information, pipeline, sales cycle, technical salesPurchasing in the business–to–business environment has changed in the last few years. Buyers are more critical, more informed, and more careful with their spends. Their focused budgets have eroded sales, which has caused sales organizations to become hyper vigilant on lagging indicators like revenue, sales-to-quota, and close ratios as a measure of success. However, lagging indicators only allow for post–mortem analysis. Conversely, leading indicators allow for course correction […]
How to Reduce Your Cost of Sales
SALES STRATEGYIn a recent conference survey, all of our attendees, regardless of their title or the type of company they represent, agreed that reducing overall costs was a major priority for their organizations. But where to start? When we’re working with clients, one place we start is looking at the full time equivalent (FTE) cost of each sales employee. Then, we focus on each sales person’s attainment on revenue plan for the […]
On The Road Again: Atlanta, Georgia
ON THE ROAD AGAIN IN SALESFrom the location of his first sales training meeting in 1987, and the Olympics in ’96 to today, John is in Atlanta, Georgia.
On The Road Again: Boulder, Colorado
ON THE ROAD AGAIN IN SALESLessons Learned in The Past 12 Months
life cycle, sales attitudeYou have undoubtedly read dozens of articles by now on the economic and health challenges created over the past 12 months. Well, I want to share some insights on the good things that have happened during this unusual time. And as my good friend Jim said to me, “don’t put the C-word (or 19) in the title.” We are all sick of seeing and hearing it as clickbait to get us to read. So, I didn’t. There have been many positive lessons to glean from […]
Limit Coaching Time on Poorly Qualified Sales Opportunities
SALES ADVICE, SALES STRATEGY, SALES TOOLS, SALES TRAININGAs humans, we tend to want to swoop in and fix things, often starting with the things that are most broken and most in need of repair. As sales managers, we pride ourselves on being fixers and judge ourselves on our ability to effectively coach our teams and give them the resources they need to be successful. But, just as not […]