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 10:00:552024-08-28 14:39:51Help 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
On another customer visit to Asia, John discusses the importance of having Sales and Marketing focused on the best targets for new business, as well as the items that a salesperson must have before presenting a proposal to a prospect .
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.pngMalinee2016-10-11 10:00:062017-08-08 10:27:36On The Road Again: Shanghai, China
Although the word “profiling” may have a negative connotation in some capacities, profiling in sales is not only permissible, it is paramount to success. According to Merriam Webster, profiling is defined as “the act or process of targeting a person (or organization) on the basis of known traits, tendencies, characteristics or behaviors”. A […]
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.pngMalinee2016-10-06 10:00:072016-10-10 12:38:24Prospect Profiling: Agree on the Best Targets First
John reports back from his original hometown on the upcoming topics in our newsletter to include Ask A Sales Leader with Melissa Clemens. Also, we revisit “Doing Simple Better”; what are the basic components, which are often overlooked or minimized, when developing sales opportunities.
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 […]
On The Road Again: Shanghai, China
DR, General InformationOn another customer visit to Asia, John discusses the importance of having Sales and Marketing focused on the best targets for new business, as well as the items that a salesperson must have before presenting a proposal to a prospect .
Prospect Profiling: Agree on the Best Targets First
General InformationAlthough the word “profiling” may have a negative connotation in some capacities, profiling in sales is not only permissible, it is paramount to success. According to Merriam Webster, profiling is defined as “the act or process of targeting a person (or organization) on the basis of known traits, tendencies, characteristics or behaviors”. A […]
On The Road Again: Narberth, Pennsylvania
DR, General InformationJohn reports back from his original hometown on the upcoming topics in our newsletter to include Ask A Sales Leader with Melissa Clemens. Also, we revisit “Doing Simple Better”; what are the basic components, which are often overlooked or minimized, when developing sales opportunities.