This month I had the pleasure of visiting Columbia and Panama, my 59th and 60th countries. And also toured one of the modern marvels on this planet, The Panama Canal. Listen above for how this applies to sales success.
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.pngMalinee2024-02-23 12:05:182024-02-27 16:07:38On The Road Again: Panama & Columbia
Have you ever spent several thousand dollars (and then some) on training only to see no change or short-term boosts at best? If your sales training is striking out, it’s probably due to a lack of prep and follow-up. There are ways to achieve long-term positive changes through training but you’ve got to know what […]
https://www.drive-revenue.com/wp-content/uploads/2024/02/make-training-worth-it.jpg480640Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-13 10:54:182024-02-14 09:25:06Make Training Worth It
When I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
https://www.drive-revenue.com/wp-content/uploads/2013/05/man-holding-cash.jpg848566Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-06 09:14:462024-02-06 09:14:46Tried-and-True Tactics That Sell Value
My travels for business and adventure continue, and I am pleased to be traveling to Cartagena, CO and Panama City, Panama from Feb 7 to Feb 16th. Do you live in or near these exciting cities? Or who do you know that does who would enjoy a Global Sales conversation? I would welcome a chance […]
https://www.drive-revenue.com/wp-content/uploads/2024/02/cartegena-columbia.jpg19701724Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-02-03 17:42:402024-02-03 17:42:40Who do You Know In Cartegena, Columbia and Panama City, Panama? Let’s Meet!
Many new sales managers think they are good at managing salespeople because they excel at selling. While selling may have come naturally to them, it’s not innate for everyone. And now, a frontline manager, it’s their job to recognize performance barriers and empower their reps. But a promoted salesperson often has a hard time […]
https://www.drive-revenue.com/wp-content/uploads/2024/01/manager-1.jpg13762064Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-01-30 13:09:062024-01-30 13:13:00Turn Top Sales Performers Into Great Sales Managers
Selling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
https://www.drive-revenue.com/wp-content/uploads/2024/01/buyers-have-changed.jpg12001800Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-01-17 15:46:352024-01-17 15:46:35Are You Selling What Your Customers Are Buying?
Happy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
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.pngMalinee2024-01-17 15:28:152024-01-30 12:30:27On The “Trail” Again: San Jacinto Mountains
Missing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
This guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]
https://www.drive-revenue.com/wp-content/uploads/2023/12/steve-goodman.jpg23742560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-12-07 08:33:092023-12-12 09:23:48Ask A Sales Leader: Steve Goodman on Replicating Success
On The Road Again: Panama & Columbia
ON THE ROAD AGAIN IN SALESThis month I had the pleasure of visiting Columbia and Panama, my 59th and 60th countries. And also toured one of the modern marvels on this planet, The Panama Canal. Listen above for how this applies to sales success.
Make Training Worth It
SALES COACHING, SALES LEADERSHIP, SALES TRAININGHave you ever spent several thousand dollars (and then some) on training only to see no change or short-term boosts at best? If your sales training is striking out, it’s probably due to a lack of prep and follow-up. There are ways to achieve long-term positive changes through training but you’ve got to know what […]
Tried-and-True Tactics That Sell Value
SALES ADVICE, SALES COACHING, SALES LEADERSHIPWhen I’m retained by clients to help their sales team, the first thing I do is to ask to interview their top performers. My purpose is to decode their selling DNA and identify the markers that make them successful. Invariably, effective salespeople sell value, not solutions or services. They recognize that it’s the ‘why’ that […]
Who do You Know In Cartegena, Columbia and Panama City, Panama? Let’s Meet!
ON THE ROAD AGAIN IN SALESMy travels for business and adventure continue, and I am pleased to be traveling to Cartagena, CO and Panama City, Panama from Feb 7 to Feb 16th. Do you live in or near these exciting cities? Or who do you know that does who would enjoy a Global Sales conversation? I would welcome a chance […]
Turn Top Sales Performers Into Great Sales Managers
SALES ADVICE, SALES COACHING, SALES LEADERSHIPMany new sales managers think they are good at managing salespeople because they excel at selling. While selling may have come naturally to them, it’s not innate for everyone. And now, a frontline manager, it’s their job to recognize performance barriers and empower their reps. But a promoted salesperson often has a hard time […]
Are You Selling What Your Customers Are Buying?
buyers cycleSelling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
On The “Trail” Again: San Jacinto Mountains
ON THE ROAD IN SALESHappy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
Your Pipeline, Your Success
SALES PIPELINEMissing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
Ask A Sales Leader: Steve Goodman on Replicating Success
ASK A SALES LEADERThis guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]