For years, selling focused on making enthusiastic, detailed presentations. To that end, product knowledge was key. Companies invested heavily in teaching their salespeople product knowledge at the expense of selling skills. Even today, it’s estimated that roughly 80% of the training salespeople receive is about product knowledge. Clearly, sales skills training has taken a back seat to. But at what cost? Why the product-first focus fails Here’s […]
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.pngMalinee2019-05-13 11:30:192019-05-13 11:30:20How to Make Sales a Win-Win Situation
Your Sales Attitude: Aggressive or Inquisitive? Trust is the foundation for success in sales. And the more complex the sale, the higher the dollar value of the sale, the more important trust is. Unfortunately, the general perception of salespeople causes buyers to be wary. As a result, the trust factor is very low initially—if any trust exists at all. Therefore the seller starts out […]
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 Flannery2019-05-08 10:00:422019-07-01 16:07:50Keep the Focus on Your Revenue Goals: Do Your KPIs Need a Tune Up?
Each of the engagements we have with our customers begins with a thorough understanding of their business objectives. We then back up and attempt to help our customers to identify how their customers get to them or if they initiate the contact. We delve into questions such as, what steps did the prospects that looked at their organization go through to get from […]
https://www.drive-revenue.com/wp-content/uploads/2019/04/buyer-journey-1-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2019-04-30 08:40:022022-03-15 08:50:07Understanding the 3 Phases of the Buyer’s Journey
If you are in or near San Jose, Palo Alto or the Walnut Creek/Concord towns in the Bay Area, let John know if you’d like to meet this week. He will be there meeting with customers and prospects alike, sharing ideas on revenue generation, sales skill development and the importance of Coaching in each 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.pngMalinee2019-04-28 16:07:592019-04-28 16:10:53FSS in the San Francisco/Oakland Bay Area This Week
Value proposition is a phrase that became ubiquitous during the 90’s dot.com (dot bomb?) era. You may still encounter this, or the “value messaging” term on a regular basis in the business world. Buzz word or not, value messaging will help quickly convey the value of your product or service without overwhelming or boring potential […]
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 Flannery2019-04-23 15:09:452019-05-28 08:25:48Strategic Selling: How effective is your Value Message?
On Monday, I returned to San Diego State University to speak with a Business to Business Marketing class in the College of Business. Most of the students in the class are graduating seniors, and several are in the Sales Certificate program, a defined path in the curriculum that helps the students prepare for a career […]
John recently addressed the Association of Language Companies (ALC) at their annual conference held in San Diego. The ALC is a professional organization of commercial translation and interpretation companies who operate in a global capacity. The following video is a five minute outtake of the dialogue conducted. Listen in for the framework on how to […]
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.pngMalinee2019-04-21 10:00:212019-05-13 11:35:16Establishing Value Around Your Product or Service
The Flannery Sales Systems’ OLP is another tool we created to: Enable our customers to understand buyer behavior Reinforce the core concepts and selling skills of Sales Process for all individuals in customer facing roles. Provide practice and repetition of skills in a self-paced, ongoing basis. Help Managers to understand where their sellers are competent, […]
How to Make Sales a Win-Win Situation
SALES STRATEGYFor years, selling focused on making enthusiastic, detailed presentations. To that end, product knowledge was key. Companies invested heavily in teaching their salespeople product knowledge at the expense of selling skills. Even today, it’s estimated that roughly 80% of the training salespeople receive is about product knowledge. Clearly, sales skills training has taken a back seat to. But at what cost? Why the product-first focus fails Here’s […]
Having A Trustworthy Attitude
sales attitude, SALES STRATEGYYour Sales Attitude: Aggressive or Inquisitive? Trust is the foundation for success in sales. And the more complex the sale, the higher the dollar value of the sale, the more important trust is. Unfortunately, the general perception of salespeople causes buyers to be wary. As a result, the trust factor is very low initially—if any trust exists at all. Therefore the seller starts out […]
Keep the Focus on Your Revenue Goals: Do Your KPIs Need a Tune Up?
KEY PERFORMANCE INDICATORUnderstanding the 3 Phases of the Buyer’s Journey
buyers cycleEach of the engagements we have with our customers begins with a thorough understanding of their business objectives. We then back up and attempt to help our customers to identify how their customers get to them or if they initiate the contact. We delve into questions such as, what steps did the prospects that looked at their organization go through to get from […]
FSS in the San Francisco/Oakland Bay Area This Week
Upcoming EventsIf you are in or near San Jose, Palo Alto or the Walnut Creek/Concord towns in the Bay Area, let John know if you’d like to meet this week. He will be there meeting with customers and prospects alike, sharing ideas on revenue generation, sales skill development and the importance of Coaching in each of […]
On Sales, Travel and Dreams
SALES LECTUREOn Monday, I returned to San Diego State University to speak with a Business to Business Marketing class in the College of Business. Most of the students in the class are graduating seniors, and several are in the Sales Certificate program, a defined path in the curriculum that helps the students prepare for a career […]
Establishing Value Around Your Product or Service
Sales SkillsJohn recently addressed the Association of Language Companies (ALC) at their annual conference held in San Diego. The ALC is a professional organization of commercial translation and interpretation companies who operate in a global capacity. The following video is a five minute outtake of the dialogue conducted. Listen in for the framework on how to […]
Reinforcing Sales Skills: Try Our Online Learning Portal (OLP) for FREE
Sales SkillsThe Flannery Sales Systems’ OLP is another tool we created to: Enable our customers to understand buyer behavior Reinforce the core concepts and selling skills of Sales Process for all individuals in customer facing roles. Provide practice and repetition of skills in a self-paced, ongoing basis. Help Managers to understand where their sellers are competent, […]