In this final post of our three part “Prospecting Spotlight” series, we elaborate on the strategies for effectively getting in touch with key contacts after hearing news of an award or recognition for an innovative accomplishment. After establishing your target account list, create a system to actively engage with an organization’s activity and their industry […]
These are the questions that Brian Dietmeyer, the President and CEO of 5600blue and Think! Inc., and I answered in a podcast that he has posted over on his blog . During the podcast, we aimed to answer the following: What is sales enablement? There are many different definitions from industry experts, so for the […]
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.pngMalinee2017-06-01 10:00:262017-06-01 11:22:39What is sales enablement & do you need it?
In this month’s On The Road Again, John informs of updates on Insight Selling and how to improve your sales, one conversation at a time. Click on the arrow above to view.
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.pngMalinee2017-05-19 10:00:372017-08-08 10:27:36On The Road Again: Chicago and Portland
Before you answer, consider the following: 80% of front line sales and cross functional leaders are not satisfied with their ability to lead the customer decision and map how they meet customer needs better than alternatives to creative value. [1] American Marketing Association reports that 90% of what marketing provides for sales is not meeting […]
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.pngMalinee2017-05-04 11:55:032018-09-26 10:59:49How Prepared Are You To Win?
Sixty one highly talented undergraduates from 14 universities were in attendance last week at the 3M SDSU Frontline Sales Conference (more on the background of Frontline as written in the previous blog seen here). It was my pleasure to join them, as well as the other 80 attendees including 3M Executives, Faculty from the […]
We spend the majority of our time building custom Sales Process programs for our customers that help them with two (categorically) fundamental conversations. The first is the conversation that the salesperson (or anyone in a customer facing role) has with the customer. The second conversation is the one that the Sales Manager has with the […]
Prospecting Spotlight: How Expansion Opens New Doors When prospecting, strategically timing your messaging is critical for success. Last month’s feature highlighted the benefits of reaching out to decision makers when they take on a new role. Today, we focus on how to leverage news of a prospect’s expansion into closing your next deal. Expansion takes […]
Most organizations that operate on a calendar basis have completed, or will soon complete, their team’s 2016 annual performance reviews. This year-end analysis covers a range of topics depending on the role of the employee, the size of the organization and the scope of the employee’s job requirements. Standard reviews will include organizational, team and […]
John was in Newport Beach last week working with a new customer in the financial services and financial technology industry at their National Sales Meeting. Their focus is on how they sell as the differentiator in the buying process. Listen in on other featured articles in our upcoming newsletter by clicking on the arrow below.
https://www.drive-revenue.com/wp-content/uploads/2017/01/blog-ontheroadagain03.jpg216829Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2017-03-09 10:00:292017-08-08 10:27:36On The Road Again: Newport Beach, California
Prospecting Spotlight: How Awards & Accomplishments Start Conversations
General InformationIn this final post of our three part “Prospecting Spotlight” series, we elaborate on the strategies for effectively getting in touch with key contacts after hearing news of an award or recognition for an innovative accomplishment. After establishing your target account list, create a system to actively engage with an organization’s activity and their industry […]
What is sales enablement & do you need it?
General InformationThese are the questions that Brian Dietmeyer, the President and CEO of 5600blue and Think! Inc., and I answered in a podcast that he has posted over on his blog . During the podcast, we aimed to answer the following: What is sales enablement? There are many different definitions from industry experts, so for the […]
On The Road Again: Chicago and Portland
DR, General InformationIn this month’s On The Road Again, John informs of updates on Insight Selling and how to improve your sales, one conversation at a time. Click on the arrow above to view.
How Prepared Are You To Win?
General InformationBefore you answer, consider the following: 80% of front line sales and cross functional leaders are not satisfied with their ability to lead the customer decision and map how they meet customer needs better than alternatives to creative value. [1] American Marketing Association reports that 90% of what marketing provides for sales is not meeting […]
3M SDSU Frontline Sales Conference Recap
General InformationSixty one highly talented undergraduates from 14 universities were in attendance last week at the 3M SDSU Frontline Sales Conference (more on the background of Frontline as written in the previous blog seen here). It was my pleasure to join them, as well as the other 80 attendees including 3M Executives, Faculty from the […]
The 5 Fundamentals of Effective Sales Management
General InformationWe spend the majority of our time building custom Sales Process programs for our customers that help them with two (categorically) fundamental conversations. The first is the conversation that the salesperson (or anyone in a customer facing role) has with the customer. The second conversation is the one that the Sales Manager has with the […]
Prospecting Spotlight: Expansion
General InformationProspecting Spotlight: How Expansion Opens New Doors When prospecting, strategically timing your messaging is critical for success. Last month’s feature highlighted the benefits of reaching out to decision makers when they take on a new role. Today, we focus on how to leverage news of a prospect’s expansion into closing your next deal. Expansion takes […]
Include Sales Skills Assessment in Performance Reviews
General InformationMost organizations that operate on a calendar basis have completed, or will soon complete, their team’s 2016 annual performance reviews. This year-end analysis covers a range of topics depending on the role of the employee, the size of the organization and the scope of the employee’s job requirements. Standard reviews will include organizational, team and […]
On The Road Again: Newport Beach, California
DR, General InformationJohn was in Newport Beach last week working with a new customer in the financial services and financial technology industry at their National Sales Meeting. Their focus is on how they sell as the differentiator in the buying process. Listen in on other featured articles in our upcoming newsletter by clicking on the arrow below.