John speaks from the coast in Solana Beach, awaiting the arrival of the Artemis II. In the current business landscape, establishing the value of your product or service is more crucial than ever. If you can’t clearly communicate how your offering can boost revenue or reduce costs, it becomes challenging for potential customers to […]
https://www.drive-revenue.com/wp-content/uploads/2026/04/Screenshot-2026-04-15-at-8.45.39-AM-scaled.png14822560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-04-15 08:48:492026-04-20 12:04:22On The Road Again: San Diego
“Clear the noise,” says my wise friend from Krakow, Poland, Andrzej Nedoma, who has seen a thing or two in the business world. Andrzej and I met twenty years ago through Renato Beninatto, when he was building the first of two successful companies in the Language Services Provider (LSP) industry. He attended the LSP Sales […]
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.pngMalinee2026-03-16 10:40:532026-03-16 10:40:53From Krakow to San Diego: Focus Is the Key
The quote on a t shirt worn by Joe Maddon, the former Manager of the Chicago Cubs (an American baseball team) inspired me. It said “Do Simple Better”. Professional athletes focusing on how to do the simple things, better. Hmmm, Do Simple Better. What does that mean to your team? In Sales, this is […]
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 Flannery2026-03-07 10:00:152026-04-17 14:26:17Back to The Sales Basics: Do Simple Better
How valuable are marketing qualified leads (MQLs) to your organization? MQLs are incoming leads generated by your marketing department, usually by encouraging prospects to come and engage with your business via the website, blog, newsletter, webinars, live events, etc. The quality of these leads depends on many factors – here are a few: How […]
https://www.drive-revenue.com/wp-content/uploads/2026/03/align-sales-and-marketing.png10241536John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2026-03-06 10:00:132026-03-23 16:08:35Align Sales and Marketing Teams on Lead Qualification Criteria
It may sound counter intuitive, but patient salespeople are always the most successful. The stereotype of the sales person who won’t take no for an answer, who repeatedly closes and who is relentless about cold calling may make entertaining television, but the evidence points to the patient sales person as the role model for an […]
https://www.drive-revenue.com/wp-content/uploads/2026/03/chess-board-1-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-03-05 10:00:572026-06-21 11:24:10Building Patience into the Sales Process
We’re kicking off a new customer Workshop just outside Memphis from February 22–27. This is my first time in a city that has shaped modern music. It’s where The Blues became the backbone of Rock and Roll. The fundamentals were built here. Home of Elvis Presley. I’ll stop by Graceland to pay respects. The Memphis […]
Last week I attended (virtually, on campus) in the Memorial at Brown University following the tragic events of December 13. Dozens of lives have been permanently altered, and the issue at the core of this pandemic goes unchanged. What are YOU going to do about it?
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.pngMalinee2026-02-19 12:28:242026-02-19 12:28:33Memorial at Brown University following the tragic events of December 13, 2025
It’s the first thought that most sellers have when they initially engage with a prospect. Conscious and subconscious ideas drift in to try and size up this person, analyze the words they use (is this a Decision Maker?) and determine if this “hot lead” will ever make it into my Revenue Pipeline for a review […]
https://www.drive-revenue.com/wp-content/uploads/2026/02/Are-U-Gonna-Buy-From-Me.jpg12971080Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-02-17 21:10:562026-02-15 21:12:29Are You Going to Buy From Me?
On The Road Again: San Diego
ON THE ROAD AGAIN IN SALESJohn speaks from the coast in Solana Beach, awaiting the arrival of the Artemis II. In the current business landscape, establishing the value of your product or service is more crucial than ever. If you can’t clearly communicate how your offering can boost revenue or reduce costs, it becomes challenging for potential customers to […]
From Krakow to San Diego: Focus Is the Key
ON THE ROAD IN SALES“Clear the noise,” says my wise friend from Krakow, Poland, Andrzej Nedoma, who has seen a thing or two in the business world. Andrzej and I met twenty years ago through Renato Beninatto, when he was building the first of two successful companies in the Language Services Provider (LSP) industry. He attended the LSP Sales […]
On The Road Again: Memphis, Tennessee
ON THE ROAD AGAIN IN SALESBack to The Sales Basics: Do Simple Better
Sales SkillsThe quote on a t shirt worn by Joe Maddon, the former Manager of the Chicago Cubs (an American baseball team) inspired me. It said “Do Simple Better”. Professional athletes focusing on how to do the simple things, better. Hmmm, Do Simple Better. What does that mean to your team? In Sales, this is […]
Align Sales and Marketing Teams on Lead Qualification Criteria
Access and ValueHow valuable are marketing qualified leads (MQLs) to your organization? MQLs are incoming leads generated by your marketing department, usually by encouraging prospects to come and engage with your business via the website, blog, newsletter, webinars, live events, etc. The quality of these leads depends on many factors – here are a few: How […]
Building Patience into the Sales Process
sales processIt may sound counter intuitive, but patient salespeople are always the most successful. The stereotype of the sales person who won’t take no for an answer, who repeatedly closes and who is relentless about cold calling may make entertaining television, but the evidence points to the patient sales person as the role model for an […]
Gimme The Honky Tonk Blues: Let’s Meet in Memphis
ON THE ROAD AGAIN IN SALESWe’re kicking off a new customer Workshop just outside Memphis from February 22–27. This is my first time in a city that has shaped modern music. It’s where The Blues became the backbone of Rock and Roll. The fundamentals were built here. Home of Elvis Presley. I’ll stop by Graceland to pay respects. The Memphis […]
Memorial at Brown University following the tragic events of December 13, 2025
General InformationLast week I attended (virtually, on campus) in the Memorial at Brown University following the tragic events of December 13. Dozens of lives have been permanently altered, and the issue at the core of this pandemic goes unchanged. What are YOU going to do about it?
Are You Going to Buy From Me?
BUYER PERSONASIt’s the first thought that most sellers have when they initially engage with a prospect. Conscious and subconscious ideas drift in to try and size up this person, analyze the words they use (is this a Decision Maker?) and determine if this “hot lead” will ever make it into my Revenue Pipeline for a review […]