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 […]
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?
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 […]
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 […]