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/patience-in-the-sales-process.png10241536Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-03-05 10:00:572026-05-29 10:52:40Building 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?
When I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
https://www.drive-revenue.com/wp-content/uploads/2013/05/man-holding-cash.jpg848566Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-02-06 09:14:462026-05-04 14:44:12Proven Tactics That Sell Commercial Value
It was bound to happen, a matter of time. It’s simple math. I told myself all the above, and more. Over the past two weeks, I have worked and met with my Adult kids’ friends in two different cities. With 39 years in Sales, the next generational rotation was bound to come my way. And […]
https://www.drive-revenue.com/wp-content/uploads/2026/01/Kayla-Houston-Jan-22-26-2.jpg13541089Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-01-29 08:00:192026-01-27 14:03:21Full Circle: Working with Our Adult Kids’ Friends
As we look ahead to 2026, one theme continues to surface in nearly every conversation we have with sales leaders, managers, and sellers: Access and Value. Not as slogans. Not as abstract ideas. But as practical, repeatable capabilities sales teams must execute consistently if they expect to win in more complex buying environments. Every sales […]
https://www.drive-revenue.com/wp-content/uploads/2026/01/Accessing-opportunity-and-security.png10241536Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2026-01-19 09:40:412026-01-21 16:29:36Access and Value: The 2026 Theme for Customers
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 […]
Proven Tactics That Sell Commercial Value
SALES ADVICE, SALES COACHING, SALES LEADERSHIPWhen I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
Full Circle: Working with Our Adult Kids’ Friends
SALES LEADERSHIPIt was bound to happen, a matter of time. It’s simple math. I told myself all the above, and more. Over the past two weeks, I have worked and met with my Adult kids’ friends in two different cities. With 39 years in Sales, the next generational rotation was bound to come my way. And […]
Access and Value: The 2026 Theme for Customers
SALES ADVICEAs we look ahead to 2026, one theme continues to surface in nearly every conversation we have with sales leaders, managers, and sellers: Access and Value. Not as slogans. Not as abstract ideas. But as practical, repeatable capabilities sales teams must execute consistently if they expect to win in more complex buying environments. Every sales […]
On The Road Again: La Paz, Baja California, Mexico
ON THE ROAD IN SALESJohn traveled to La Paz, Baja California, Mexico where he discussed customer’s kick off meetings for 2026.