Lisa Nash has been a top performing salesperson in the Life Sciences industry for over 20 years, working successfully in a Major Accounts capacity with some of the largest pharma and biotech companies in the world. In the article she wrote for us below, Lisa describes her dedicated approach to the use of sales process, […]
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The Gateway Arch is the iconic symbol of western expansion of the 19th century in the United States, and where John visited last week while conducting kickoff meetings with a new customer based in Missouri. Click on the arrow above to hear more about our “Ask a Sales Leader” series featuring Bevin Mercer Carter, as […]
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The above words stopped me in my tracks, literally, as I strolled through the streets of Bath, England in April. This poster was in the window of a bank, and made me think about the importance of first impressions in sales situations, and how to establish trust and rapport while meeting a prospect for the […]
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In this month’s “Ask A Sales Leader” we are pleased to hear from Bevin Carter. Bevin is the Founder and CEO of MC | Mercer Carter, a boutique consulting firm that focuses on accelerating the pace of scientific discovery. Bevin went through our program prior to starting her own consulting firm. Read below to learn more about […]
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There are five key areas that sellers must understand from prospective customers that will be used to make a purchasing decision. And we instruct our customers’ sellers to identify this information before they submit a proposal or quote. They include The Players, Timetable, Decision Criteria, Proposal Content and Roadblocks. Take a look at these different […]
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Over the years, John has spoken to the San Diego State University College of Business Marketing students about how his customers use sales process to meet their commercial objectives, and about careers in the field of sales. From the discussion, he learned what the companies they are interviewing with look for in qualified candidates. So […]
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.pngMalinee2016-05-12 10:00:072018-10-24 18:32:56Characteristics of New Hires for Sales
In this month’s OTRA John visits Bath, England known for its natural hot springs and 18th-century Georgian architecture. The second stop is Stonehenge, the well known prehistoric monument in Wiltshire, England that was added to UNESCO’s list of World Heritage Sites in 1986.Hear what John has to say about our upcoming newsletter which will include articles on The Characteristics of New Sales Hires and the importance of understanding the Decision Qualification Criteria that […]
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.pngMalinee2016-05-10 10:00:132017-08-08 10:27:37On The Road Again: Bath and Stonehenge England
Posted on the RS Fitness Facebook Page, February 2016 Precor Incorporated and Hilton Hotels join forces and host World Class Fitness Equipment Sales Training in Dubai. American sales training experts – John Flannery and Susan Wilcox brought their “PBO” game to Dubai last week, when Precor hosted their dealers Middle Eastern Sales Conference at the newly […]
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As a brief recap from the first part of this series, you have now 1) established qualified opportunity criteria, 2) begun coaching opportunities in early stages of development and 3) practiced skill conversations with members of your team. With that foundation in place, you’re ready to start analyzing individual and team pipelines. Just as 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.pngMalinee2016-04-21 10:00:382018-04-17 13:13:16How to Fill Your Sales Pipeline to Hit 2018 Revenue Targets (Part 2 of 2)
Ask A Sales Leader: Lisa Nash
General InformationLisa Nash has been a top performing salesperson in the Life Sciences industry for over 20 years, working successfully in a Major Accounts capacity with some of the largest pharma and biotech companies in the world. In the article she wrote for us below, Lisa describes her dedicated approach to the use of sales process, […]
On The Road Again: St. Louis, Missouri
DR, General InformationThe Gateway Arch is the iconic symbol of western expansion of the 19th century in the United States, and where John visited last week while conducting kickoff meetings with a new customer based in Missouri. Click on the arrow above to hear more about our “Ask a Sales Leader” series featuring Bevin Mercer Carter, as […]
Building Trust and Rapport
General InformationThe above words stopped me in my tracks, literally, as I strolled through the streets of Bath, England in April. This poster was in the window of a bank, and made me think about the importance of first impressions in sales situations, and how to establish trust and rapport while meeting a prospect for the […]
Ask A Sales Leader: Bevin Carter
General InformationIn this month’s “Ask A Sales Leader” we are pleased to hear from Bevin Carter. Bevin is the Founder and CEO of MC | Mercer Carter, a boutique consulting firm that focuses on accelerating the pace of scientific discovery. Bevin went through our program prior to starting her own consulting firm. Read below to learn more about […]
Five Key Areas of Decision Qualification
SALES ADVICEThere are five key areas that sellers must understand from prospective customers that will be used to make a purchasing decision. And we instruct our customers’ sellers to identify this information before they submit a proposal or quote. They include The Players, Timetable, Decision Criteria, Proposal Content and Roadblocks. Take a look at these different […]
Characteristics of New Hires for Sales
General InformationOver the years, John has spoken to the San Diego State University College of Business Marketing students about how his customers use sales process to meet their commercial objectives, and about careers in the field of sales. From the discussion, he learned what the companies they are interviewing with look for in qualified candidates. So […]
On The Road Again: Bath and Stonehenge England
DR, General InformationIn this month’s OTRA John visits Bath, England known for its natural hot springs and 18th-century Georgian architecture. The second stop is Stonehenge, the well known prehistoric monument in Wiltshire, England that was added to UNESCO’s list of World Heritage Sites in 1986.Hear what John has to say about our upcoming newsletter which will include articles on The Characteristics of New Sales Hires and the importance of understanding the Decision Qualification Criteria that […]
From the Sales Process Workshop in Dubai
DR, General InformationPosted on the RS Fitness Facebook Page, February 2016 Precor Incorporated and Hilton Hotels join forces and host World Class Fitness Equipment Sales Training in Dubai. American sales training experts – John Flannery and Susan Wilcox brought their “PBO” game to Dubai last week, when Precor hosted their dealers Middle Eastern Sales Conference at the newly […]
How to Fill Your Sales Pipeline to Hit 2018 Revenue Targets (Part 2 of 2)
DR, General InformationAs a brief recap from the first part of this series, you have now 1) established qualified opportunity criteria, 2) begun coaching opportunities in early stages of development and 3) practiced skill conversations with members of your team. With that foundation in place, you’re ready to start analyzing individual and team pipelines. Just as a […]