How’s that title for a “Challenger-esque” way to tell first-line sales managers what they need to be doing with their sales team? Does it inspire you? Or have you already checked out of this article, turned off by being told what to do, despite whether you are doing it or not? For those of you […]
The article in the January/February Harvard Business Review (HBR.org) regarding the unconventional approach to taking market share in the wireless industry that John Legere, CEO of T Mobile, is utilizing is similar to what Nextel Communications did in the mid 90’s. Granted, the market, products and players have shifted significantly from 22 years ago, but […]
Listen in on our first video of the new year, as John discusses the importance of using patience in developing sales opportunities. And after 3 decades of sales methodology rollouts, the market has shifted and sales leaders are looking for customized programs for the markets they compete in. So click on the arrow, and/or check […]
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.pngMalinee2017-01-19 10:00:032017-08-08 10:27:36On The Road Again: Solana Beach, California
Last weekend we got into the Holiday spirit by attending a Christmas parade in Encinitas, the next town up the coast from us in Solana Beach, CA. After finding a parking spot, I happened upon the flashing sign in the attached photo. Upon first impression, it struck me as the very thing NOT to do […]
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.pngMalinee2016-12-19 10:00:412017-08-08 10:34:55Schedule Downtime to Become More
The article below (and picture to the left) were originally posted to our blog in 2015, and again in September 2016. The second posting was when the Chicago Cubs began their historic run to win the American Baseball World Series Championship. While we all look for the shiniest, new object to help increase our results, […]
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.pngMalinee2016-12-13 10:14:452016-12-13 10:25:57Executing the Basics Won a Championship
How will you focus your team this month to successfully close business and maximize revenue potential? One key way is to avoid discounting. This may be easier said than done, especially in the fourth quarter when buyers are working hard to get the best deals possible. But, here are two proven skills we teach our […]
https://www.drive-revenue.com/wp-content/uploads/2023/06/sales-coaching-image.jpg291468Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2016-11-29 10:00:552023-06-28 10:22:51Help Your Salespeople Hold Pricing
Part 1 The work we do with our customers includes intensive focus on sales management. These leaders are the ones who will implement the sales process we have built for their customer-facing teams. Because sales managers are so pivotal in this process, our understanding of their strengths and weaknesses, as well as how to help […]
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.pngMalinee2016-11-10 10:00:592016-11-10 19:55:44Improve As a Sales Manager, But First….
In the early days of digital wireless networks, I had the opportunity to work for Nextel Communications as both an employee and as an Authorized Distributor (Dealer). Starting in 1995, I worked with Nextel for a total of six years. During that time, I was able to observe first-hand the key attributes that made 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.pngMalinee2016-11-03 12:38:322016-11-12 10:37:53Nextel Communications 1995-2000: The Best Sales Team
Matt Heinz has written a terrific book called “Full Funnel Marketing” (click here for a free download: http://results.heinzmarketing.com/FullFunnelMarketing.html) The book describes the invaluable role that Marketing has in helping to fill the revenue Funnel with qualified opportunities, keeping buyers and sellers engaged and to close more business. Matt and I had a chance to work […]
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.pngMalinee2016-10-27 10:00:002016-11-12 10:40:08Spotlight on Marketing : Matt Heinz’s Book on a Full Funnel
Sales Managers Must Coach Selling Skills
General InformationHow’s that title for a “Challenger-esque” way to tell first-line sales managers what they need to be doing with their sales team? Does it inspire you? Or have you already checked out of this article, turned off by being told what to do, despite whether you are doing it or not? For those of you […]
On Taking Market Share: T-Mobile’s Legere Leads the Charge
General InformationThe article in the January/February Harvard Business Review (HBR.org) regarding the unconventional approach to taking market share in the wireless industry that John Legere, CEO of T Mobile, is utilizing is similar to what Nextel Communications did in the mid 90’s. Granted, the market, products and players have shifted significantly from 22 years ago, but […]
On The Road Again: Solana Beach, California
DR, General InformationListen in on our first video of the new year, as John discusses the importance of using patience in developing sales opportunities. And after 3 decades of sales methodology rollouts, the market has shifted and sales leaders are looking for customized programs for the markets they compete in. So click on the arrow, and/or check […]
Schedule Downtime to Become More
DR, General InformationLast weekend we got into the Holiday spirit by attending a Christmas parade in Encinitas, the next town up the coast from us in Solana Beach, CA. After finding a parking spot, I happened upon the flashing sign in the attached photo. Upon first impression, it struck me as the very thing NOT to do […]
Executing the Basics Won a Championship
General InformationThe article below (and picture to the left) were originally posted to our blog in 2015, and again in September 2016. The second posting was when the Chicago Cubs began their historic run to win the American Baseball World Series Championship. While we all look for the shiniest, new object to help increase our results, […]
Help Your Salespeople Hold Pricing
SALES ADVICEHow will you focus your team this month to successfully close business and maximize revenue potential? One key way is to avoid discounting. This may be easier said than done, especially in the fourth quarter when buyers are working hard to get the best deals possible. But, here are two proven skills we teach our […]
Improve As a Sales Manager, But First….
General InformationPart 1 The work we do with our customers includes intensive focus on sales management. These leaders are the ones who will implement the sales process we have built for their customer-facing teams. Because sales managers are so pivotal in this process, our understanding of their strengths and weaknesses, as well as how to help […]
Nextel Communications 1995-2000: The Best Sales Team
General InformationIn the early days of digital wireless networks, I had the opportunity to work for Nextel Communications as both an employee and as an Authorized Distributor (Dealer). Starting in 1995, I worked with Nextel for a total of six years. During that time, I was able to observe first-hand the key attributes that made the […]
Spotlight on Marketing : Matt Heinz’s Book on a Full Funnel
General InformationMatt Heinz has written a terrific book called “Full Funnel Marketing” (click here for a free download: http://results.heinzmarketing.com/FullFunnelMarketing.html) The book describes the invaluable role that Marketing has in helping to fill the revenue Funnel with qualified opportunities, keeping buyers and sellers engaged and to close more business. Matt and I had a chance to work […]