You just wrapped up the first half of 2019. In the next week or so, you’ll have a full tally of how your sales teams did with top and bottom-line results. For many, the Summer comes in fast and furious as you recover from the mid-year push and assemble your teams to plan for the rest of the year. So, exhale […]
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.pngMalinee2019-07-09 20:08:482019-07-09 20:08:49Build Pipeline NOW to Close 2019 Strong
We were in the great Jazz city of New Orleans the week of June 17th working with a new Life Sciences customer on how to improve their selling skills and drive revenue. Take a listen above by clicking on the arrow.
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.pngMalinee2019-06-26 15:24:252019-06-26 20:15:05On The Road Again: New Orleans, WW II Museum
Every sales leader knows that recruiting and hiring high performing sales reps is a key driver for meeting and exceeding revenue goals. But bringing in top talent is not as easy as it may seem. Unfortunately, there is no silver bullet – no simple formula that will guarantee you great results every time. […]
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 Flannery2019-06-20 19:40:512019-06-23 16:49:50A Winning Process for Recruiting Top Sales Talent
There’s no set formula or silver bullet for sales success. If there were, sales would be a lot easier! But neither should sales be attempted in a haphazard manner. A set sales process can help to shorten sales cycles and improve productivity, while also giving managers insight into their salespeople’s performance. A sales process does […]
https://www.drive-revenue.com/wp-content/uploads/2019/06/alvaro-reyes-qWwpHwip31M-unsplash-1.jpg8641296Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2019-06-17 21:31:352023-05-09 12:30:235 Surprising Ways the Sales Process Drives Revenue
Great sales managers are great sales coaches. It’s critical. Without coaching, sales processes are not applied, sales trainings short-lived, and sales rep performance falls short. So, what makes a great sales coach? There are many things – we’ll share a few: 1. Respect. In order to really hear and receive your coaching, reps must […]
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 Flannery2019-06-17 19:34:522019-06-23 16:45:56How To Be A Great Sales Coach
We should be trying to create a win/win outcome in every negotiation in order to insure a strong and lasting business relationship. While concessions are an essential element in any negotiation, they can be a threat to maintaining your credibility. The following suggestions will help you improve your results when concessions are necessary. Make a list of value items. Prior […]
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 Flannery2019-06-13 12:41:302019-07-01 16:01:00The Art of Making Concessions
If you’re in sales, you need to read “Redefining the Elevator Pitch” before you pick up the phone to make yet another cold call. You’ll quickly realize that there is a better way to approach those people who haven’t yet expressed an interest in your service or product. And then your next step? Refine your approach using the advice below. Your first step: […]
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.pngMalinee2019-06-10 19:00:502019-06-10 19:00:51How to Make Cold Calls Click
A buying cycle begins with a motivation for change. In Neil Rackham’s description of the buying cycle, he uses the word “needs” to describe what is most important to the buyer early in the process. We have renamed needs “primary business objectives” or PBOs to emphasize the buyer’s point of view at this stage. Just like Rackham’s needs, however, PBOs must be determined at the onset of […]
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.pngMalinee2019-06-03 20:54:442021-12-16 10:17:51Identifying the Primary Business Objective of Your Buyer
We’ve all received questionable sales advice at some point during our careers – some from mentors or managers, some from peers, and sadly some even from training experts and consultants who are paid to know better. We’ve spent some time scouring the web to uncover some of these pearls so we can share them here […]
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 Flannery2019-05-31 23:32:522019-06-10 19:05:16Worst Sales Advice from around the Web
Build Pipeline NOW to Close 2019 Strong
pipelineYou just wrapped up the first half of 2019. In the next week or so, you’ll have a full tally of how your sales teams did with top and bottom-line results. For many, the Summer comes in fast and furious as you recover from the mid-year push and assemble your teams to plan for the rest of the year. So, exhale […]
On The Road Again: New Orleans, WW II Museum
ON THE ROAD AGAIN IN SALESWe were in the great Jazz city of New Orleans the week of June 17th working with a new Life Sciences customer on how to improve their selling skills and drive revenue. Take a listen above by clicking on the arrow.
A Winning Process for Recruiting Top Sales Talent
sales personEvery sales leader knows that recruiting and hiring high performing sales reps is a key driver for meeting and exceeding revenue goals. But bringing in top talent is not as easy as it may seem. Unfortunately, there is no silver bullet – no simple formula that will guarantee you great results every time. […]
5 Surprising Ways the Sales Process Drives Revenue
sales cycle, sales processThere’s no set formula or silver bullet for sales success. If there were, sales would be a lot easier! But neither should sales be attempted in a haphazard manner. A set sales process can help to shorten sales cycles and improve productivity, while also giving managers insight into their salespeople’s performance. A sales process does […]
How To Be A Great Sales Coach
Sales SkillsGreat sales managers are great sales coaches. It’s critical. Without coaching, sales processes are not applied, sales trainings short-lived, and sales rep performance falls short. So, what makes a great sales coach? There are many things – we’ll share a few: 1. Respect. In order to really hear and receive your coaching, reps must […]
The Art of Making Concessions
SALES ADVICEWe should be trying to create a win/win outcome in every negotiation in order to insure a strong and lasting business relationship. While concessions are an essential element in any negotiation, they can be a threat to maintaining your credibility. The following suggestions will help you improve your results when concessions are necessary. Make a list of value items. Prior […]
How to Make Cold Calls Click
Sales SkillsIf you’re in sales, you need to read “Redefining the Elevator Pitch” before you pick up the phone to make yet another cold call. You’ll quickly realize that there is a better way to approach those people who haven’t yet expressed an interest in your service or product. And then your next step? Refine your approach using the advice below. Your first step: […]
Identifying the Primary Business Objective of Your Buyer
SALES STRATEGYA buying cycle begins with a motivation for change. In Neil Rackham’s description of the buying cycle, he uses the word “needs” to describe what is most important to the buyer early in the process. We have renamed needs “primary business objectives” or PBOs to emphasize the buyer’s point of view at this stage. Just like Rackham’s needs, however, PBOs must be determined at the onset of […]
Worst Sales Advice from around the Web
SALES ADVICEWe’ve all received questionable sales advice at some point during our careers – some from mentors or managers, some from peers, and sadly some even from training experts and consultants who are paid to know better. We’ve spent some time scouring the web to uncover some of these pearls so we can share them here […]