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
John got some altitude after a day of sales calls in the East Bay outside of San Francisco and Oakland. Click on the arrow above to hear more about ways to tighten up your revenue engine.
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.pngMalinee2019-05-15 11:59:212019-05-16 11:27:48On The Road Again: Mt. Diablo, Northern California
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 […]
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 […]
On The Road Again: Mt. Diablo, Northern California
ON THE ROAD AGAIN IN SALESJohn got some altitude after a day of sales calls in the East Bay outside of San Francisco and Oakland. Click on the arrow above to hear more about ways to tighten up your revenue engine.
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 […]