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.
Melissa Clemens has experience in front line Sales, as well as in running a large, dispersed team. Her background includes product and service sales, and her Stanford English degree enhances her communication skills into a finely tuned art, transferring into sales success for her customers and herself. Listen in below on how Melissa has used […]
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.pngMalinee2016-09-07 10:00:052016-09-07 09:36:15Ask A Sales Leader: Melissa Clemens
John and the team will be back in Asia at the end of this month working with customers to reinforce the use of their sales process to help meet business objectives. If you will be in Tokyo or Shanghai between August 30th and September 7th, and would like to participate in a session, or […]
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.pngMalinee2016-08-24 10:00:522017-08-08 10:32:59Flannery Sales Systems returns to Tokyo and Shanghai
My family and I enjoyed a 10 day break at the end of July and beginning of August. Rest, recuperation and recreation are critical pieces of an organization (family, company, etc.) or an individual’s success. Despite what the 24/7 advertising world is bound to convince us of, burning the candle for too long and too […]
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.pngMalinee2016-08-17 10:00:532016-08-17 12:24:30The Dog Days of Summer: A Great Time to Catch Up
A well-worn topic came up in a conversation last week with a Vice President of Sales. Prior to his arrival at the company, the Sales VP from another division had selected a Customer Relationship Management (CRM) system to be rolled out to all team members in customer facing roles (CFR). This comes up often—technology is […]
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.pngMalinee2016-07-14 10:00:162016-07-14 09:17:51Your CRM : An Installation or An Implementation?
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.
Ask A Sales Leader: Melissa Clemens
General InformationMelissa Clemens has experience in front line Sales, as well as in running a large, dispersed team. Her background includes product and service sales, and her Stanford English degree enhances her communication skills into a finely tuned art, transferring into sales success for her customers and herself. Listen in below on how Melissa has used […]
Flannery Sales Systems returns to Tokyo and Shanghai
DR, General InformationJohn and the team will be back in Asia at the end of this month working with customers to reinforce the use of their sales process to help meet business objectives. If you will be in Tokyo or Shanghai between August 30th and September 7th, and would like to participate in a session, or […]
The Dog Days of Summer: A Great Time to Catch Up
General InformationMy family and I enjoyed a 10 day break at the end of July and beginning of August. Rest, recuperation and recreation are critical pieces of an organization (family, company, etc.) or an individual’s success. Despite what the 24/7 advertising world is bound to convince us of, burning the candle for too long and too […]
Your CRM : An Installation or An Implementation?
General InformationA well-worn topic came up in a conversation last week with a Vice President of Sales. Prior to his arrival at the company, the Sales VP from another division had selected a Customer Relationship Management (CRM) system to be rolled out to all team members in customer facing roles (CFR). This comes up often—technology is […]