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
From the MD&M Trade Show in Anaheim, CA The MD&M trade show in Anaheim was very well attended, and full of impressive technology and innovation for the medical device industry. Of the 20 or so salespeople I spoke to at different booths in the show, only a few could articulate how their customers used their […]
https://www.drive-revenue.com/wp-content/uploads/2017/02/alison_smith.jpeg800710Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2017-02-21 09:28:372017-03-30 13:18:27How do Your Customers USE Your Product or Service?
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
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.
How do Your Customers USE Your Product or Service?
General InformationFrom the MD&M Trade Show in Anaheim, CA The MD&M trade show in Anaheim was very well attended, and full of impressive technology and innovation for the medical device industry. Of the 20 or so salespeople I spoke to at different booths in the show, only a few could articulate how their customers used their […]
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 […]