Negotiations are part of the sales process, but we all know they aren’t necessarily straightforward. There is a buyer on the other end with his or her own motivations and needs. And sometimes that buyer has done some homework and is ready to make your job harder. But you can go into a negotiation with an upper hand simply by […]
They called you and asked for a quote. Or information, and a reference. And you had not spoken with them before, whether it was a customer (with a new key player), prospect or suspect. What did you ask for in return? And what did you then receive? The dynamic is so basic in sales that […]
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.pngMalinee2019-08-20 14:37:462019-08-20 14:37:47And What Did You Get In Return? Thoughts On Managing Buyers
Lack of Preparation, aka “Winging It” A few years ago my family and I experienced an amazing day snorkeling on the Great Barrier Reef (GBR) in Australia. It ended as a day we will never forget, but it did not start out that way. We took a day trip out to The Reef from Cairns. […]
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 Flannery2019-08-13 16:34:172019-08-14 09:11:02What do Snorkeling on the Great Barrier Reef and Role Playing to Improve Sales Skills Have in Common?
This month John was fortunate enough to see the Rolling Stones in concert at Lincoln Financial Center in Philadelphia. He originally saw them here 38 years ago and has seen them 27 times since. Take a listen to what he has to share.
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.pngMalinee2019-08-13 14:57:592019-08-20 10:36:59On The Road Again: The Rolling Stones in Philadelphia
The use of stories to transfer information has been around as long as humans have walked upright and used language to communicate. Even before we had a written language, humans have used stories to teach, to entertain and to track their histories. We are innately drawn to stories as a result, even in the digital age. That makes storytelling […]
https://www.drive-revenue.com/wp-content/uploads/2019/08/star-story-1.jpg13771836Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2019-08-13 14:39:482022-01-31 20:10:09How to Use Stories to Connect with Prospects and Qualify Leads
Ideally, when you’re involved in a sales call, you will get into conversations with buyers that allow you to discuss primary business objectives (PBOs), challenges and capabilities. However, in many circumstances, you won’t get to all parts of the Discovery Map in one call, as time may have been limited. And this can be an […]
https://www.drive-revenue.com/wp-content/uploads/2019/08/meeting-summary-1.jpg7001050Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2019-08-12 18:02:492023-11-28 10:08:47How (and Why) to Write a Meeting Summary
In his book To Sell is Human, Daniel H. Pink describes selling as “the ability to move others to exchange what they have for what we have.” A sales person can help to facilitate that exchange in ways that are based on value and not just on the product he or she sells. When a client engages me to help their sales staff, I interview their top performers. My […]
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.pngMalinee2019-08-05 21:17:092019-08-05 21:17:33Three Tactics Top Sellers Use to Demonstrate Value
Most of the companies that we call on, who are either a customer or a prospect, are experiencing solid results from this robust economy. Corporate earnings reports from Q2 showed higher than anticipated growth, unemployment is low, and new construction continues to flourish. In this go-go economy, how can you tell if your sellers are […]
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.pngMalinee2019-08-03 09:11:312019-08-20 10:32:30Tips To Keep Your Sales Skills Sharp
If the Buyer Is in the Lead, Your Sales Process Has Fallen Behind One day a salesman approached me while I was working in my yard. He was selling house painting services and asked me if I was interested in getting my house painted. I said yes. Then he made a mistake that allowed me to take over and lead […]
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.pngMalinee2019-07-15 13:04:282019-07-15 13:04:29Who Leads The Way? The Buyer Or Seller?
Negotiating Know-Hows
Sales SkillsNegotiations are part of the sales process, but we all know they aren’t necessarily straightforward. There is a buyer on the other end with his or her own motivations and needs. And sometimes that buyer has done some homework and is ready to make your job harder. But you can go into a negotiation with an upper hand simply by […]
And What Did You Get In Return? Thoughts On Managing Buyers
buyers cycleThey called you and asked for a quote. Or information, and a reference. And you had not spoken with them before, whether it was a customer (with a new key player), prospect or suspect. What did you ask for in return? And what did you then receive? The dynamic is so basic in sales that […]
What do Snorkeling on the Great Barrier Reef and Role Playing to Improve Sales Skills Have in Common?
Sales SkillsLack of Preparation, aka “Winging It” A few years ago my family and I experienced an amazing day snorkeling on the Great Barrier Reef (GBR) in Australia. It ended as a day we will never forget, but it did not start out that way. We took a day trip out to The Reef from Cairns. […]
On The Road Again: The Rolling Stones in Philadelphia
ON THE ROAD AGAIN IN SALESThis month John was fortunate enough to see the Rolling Stones in concert at Lincoln Financial Center in Philadelphia. He originally saw them here 38 years ago and has seen them 27 times since. Take a listen to what he has to share.
How to Use Stories to Connect with Prospects and Qualify Leads
PROSPECTINGThe use of stories to transfer information has been around as long as humans have walked upright and used language to communicate. Even before we had a written language, humans have used stories to teach, to entertain and to track their histories. We are innately drawn to stories as a result, even in the digital age. That makes storytelling […]
How (and Why) to Write a Meeting Summary
SALES ADVICEIdeally, when you’re involved in a sales call, you will get into conversations with buyers that allow you to discuss primary business objectives (PBOs), challenges and capabilities. However, in many circumstances, you won’t get to all parts of the Discovery Map in one call, as time may have been limited. And this can be an […]
Three Tactics Top Sellers Use to Demonstrate Value
SALES ADVICEIn his book To Sell is Human, Daniel H. Pink describes selling as “the ability to move others to exchange what they have for what we have.” A sales person can help to facilitate that exchange in ways that are based on value and not just on the product he or she sells. When a client engages me to help their sales staff, I interview their top performers. My […]
Tips To Keep Your Sales Skills Sharp
SALES ADVICEMost of the companies that we call on, who are either a customer or a prospect, are experiencing solid results from this robust economy. Corporate earnings reports from Q2 showed higher than anticipated growth, unemployment is low, and new construction continues to flourish. In this go-go economy, how can you tell if your sellers are […]
Who Leads The Way? The Buyer Or Seller?
SALES ADVICEIf the Buyer Is in the Lead, Your Sales Process Has Fallen Behind One day a salesman approached me while I was working in my yard. He was selling house painting services and asked me if I was interested in getting my house painted. I said yes. Then he made a mistake that allowed me to take over and lead […]