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
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
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.
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
Sales SkillsHow’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 […]