Travel has always been a core part of my life. The excitement, mystery, hassle, fun, and occasional confusion it brings fuels my creativity, propels me toward the next destination, and makes returning to my home in San Diego even more special. As one of my favorite storyteller, writer, and chef Anthony Bourdain once said: “Travel […]
August 12, 2025 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 […]
https://www.drive-revenue.com/wp-content/uploads/2025/06/TECS.jpeg1030773Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2025-08-05 08:00:312025-08-08 15:39:02Tips For Sales Coaching On The Front Line
Many sales executives are laser focused on filling their pipelines for the year. Successful sales leaders know that a pipeline filled with qualified opportunities is essential to building sustained and repeatable revenue results, which is ultimately the fuel that drives organizational success. But the path to get to a healthy pipeline is not necessarily well understood and includes a number of variables, including the talent of the sales […]
Renato Beninatto and I have been having conversations for 25 years. The first was in Los Angeles in 2000, when he hired me to lead the North American sales team at Berlitz GlobalNET. The most recent? A conversation we recorded last week for this podcast, What Buyers Really Want. Between those two milestones, we’ve had […]
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 Flannery2025-07-22 08:00:102025-07-10 18:13:54Four Skills That Make a Good Sales Manager Great
The first time I hit the Push-to-Talk (PTT) button and reached my entire team in real time—it felt like magic. No dialing. No waiting. Just click and talk. That moment hooked me. And the company behind it, Nextel, quickly became my favorite sales job ever (aside from this one). From my graduation at San Diego […]
In the swamps by the bayou, you can’t often see what’s coming at you. How about in your revenue pipeline? Click the video to listen more on increasing your visibility to revenue.
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.pngMalinee2025-06-23 12:55:542025-06-27 11:42:15On The Road Again: New Orleans, Louisiana
In today’s competitive market, a well-defined commercial strategy is essential for achieving long-term success in sales. But what separates high-performing sales teams from those that struggle isn’t just the strategy itself—it’s how effectively that strategy is executed. Tactical execution transforms a high-level commercial vision into real, measurable results. Let’s explore the key elements of tactical […]
https://www.drive-revenue.com/wp-content/uploads/2025/06/TECS.jpeg1030773Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2025-06-19 09:53:042025-06-19 10:57:25Tactical Execution of Commercial Strategy (TECS) in Life Sciences Sales
We were overwhelmed by the kind words and well wishes from everyone who joined us for our 20th Anniversary Party—to include Kevin Leak, Arne J.Brandon, Dawn Barry, William Lynch and even from those who couldn’t make it. One former customer said, “Wishing you 20 more years!” I smiled and thought, that’s kind… though maybe 5 […]
https://www.drive-revenue.com/wp-content/uploads/2025/06/20th-in-gold-2.jpeg13001388Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2025-06-13 17:34:232025-06-17 10:47:32Perspective: Use It or Lose It | 20 Years… and Still Going
Travel Builds Character: The Spence Connection
ON THE ROAD AGAIN IN SALESTravel has always been a core part of my life. The excitement, mystery, hassle, fun, and occasional confusion it brings fuels my creativity, propels me toward the next destination, and makes returning to my home in San Diego even more special. As one of my favorite storyteller, writer, and chef Anthony Bourdain once said: “Travel […]
Tips For Sales Coaching On The Front Line
Sales SkillsAugust 12, 2025 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 […]
How Skills Development Fills Your Sales Pipeline
SALES COACHING, Sales SkillsMany sales executives are laser focused on filling their pipelines for the year. Successful sales leaders know that a pipeline filled with qualified opportunities is essential to building sustained and repeatable revenue results, which is ultimately the fuel that drives organizational success. But the path to get to a healthy pipeline is not necessarily well understood and includes a number of variables, including the talent of the sales […]
What Buyers Really Want: A Conversation with Renato Beninatto
General InformationRenato Beninatto and I have been having conversations for 25 years. The first was in Los Angeles in 2000, when he hired me to lead the North American sales team at Berlitz GlobalNET. The most recent? A conversation we recorded last week for this podcast, What Buyers Really Want. Between those two milestones, we’ve had […]
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: New Orleans, Louisiana
ON THE ROAD AGAIN IN SALESIn the swamps by the bayou, you can’t often see what’s coming at you. How about in your revenue pipeline? Click the video to listen more on increasing your visibility to revenue.
Tactical Execution of Commercial Strategy (TECS) in Life Sciences Sales
SALES LEADERSHIPIn today’s competitive market, a well-defined commercial strategy is essential for achieving long-term success in sales. But what separates high-performing sales teams from those that struggle isn’t just the strategy itself—it’s how effectively that strategy is executed. Tactical execution transforms a high-level commercial vision into real, measurable results. Let’s explore the key elements of tactical […]
Perspective: Use It or Lose It | 20 Years… and Still Going
SALES LEADERSHIPWe were overwhelmed by the kind words and well wishes from everyone who joined us for our 20th Anniversary Party—to include Kevin Leak, Arne J.Brandon, Dawn Barry, William Lynch and even from those who couldn’t make it. One former customer said, “Wishing you 20 more years!” I smiled and thought, that’s kind… though maybe 5 […]