Communication skills are the key to being successful in sales. They serve two important purposes. First, they help you understand the prospect’s business objectives. Second, by focusing the conversation on the prospect, you are able to build a high level of trust and minimize the perception of self-interest. Communication is a two-way street. […]
In March, John is up in the Pacific Northwest in the beautiful tree filled city of Seattle instructing a Sales Process Workshop, and working with the Managers on how to Coach to the process. In this video, John previews the upcoming articles for the newsletter and announces exciting travel plans that take FSS back out […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-03-05 18:03:022017-08-08 10:28:30On The Road Again: In Seattle, WA
Our new feature article, “Ask a Sales Leader” is designed to provide perspectives from the Sales Leaders that we have worked with and how they have used sales processes to win more business. We asked four questions below to capture this insight. In this edition, we feature Kevin Leak. Kevin is a two time customer […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-02-24 00:00:222015-02-24 00:02:39Ask A Sales Leader: Perspectives from the Front
We have worked with over seventy individuals in a Sales Kickoff Workshop that took place in Australia and New Jersey. There were many bright stars within these groups, meaning the top 10 % that simply gets things done. But for as long as we have been doing this (over ten years), it never ceases to […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-02-12 23:52:312018-10-11 11:26:29Improve Sales Forecasting Accuracy: Confirm the Customer’s Opinion During Opportunity Development
Here’s a summary of common beliefs salespeople have that will do them more harm than good. 1. I need to educate my prospect; presentation skills are my most effective tool. Premature presentations are the biggest challenge salespeople face today. Let’s face it, no one ever lost a sale by listening too much. When you’re […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-02-05 20:03:072015-02-05 20:03:077 Common Sales Myths to Avoid
Industry experts are talking about Sales Operations. Kellogg’s School of Management Professor Emeritus, Andris A. Zoltners, says “sales operations or ‘sales ops’ has become widely accepted as essential for effective sales management.” Seattle-based agency Heinz Marketing says “Sales operations may very well be THE most important and unsung hero for sales teams.” Why has […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-01-20 20:12:472015-01-20 20:12:47How to Get Sales Operations Right in 2015
On my way to have lunch with Brian Tracy, I took a moment to consider the conversation that would unfold. On one hand, I was about to sit down with one of the best known speaker-author-entrepreneurs in the world when it comes to optimizing human and organizational performance and results. On the other hand, […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-01-15 18:56:492015-01-15 18:56:49Creating and Connecting the Dots with Brian Tracy
John is back in the new year with his first “On the Road Again” video of 2015. Here he is, literally on the road in his hometown of San Diego, CA, talking to us about what we have to look forward to in this month’s Flannery Sales Systems newsletter. Features include an interview with Brian […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-01-13 20:13:592017-08-08 10:33:00On the Road Again – Ringing in the New Year
I will be in Sydney, Australia next week as part of a global rollout out of the sales process implementation plan for one of our customers. If you are in or around the city or near Bondi and Manly beaches, come meet for coffee or a meal. We can discuss your priorities for 2015, […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2015-01-08 15:38:012017-08-08 10:33:00Meet Up with John in Australia
Becoming A Master Communicator
General InformationCommunication skills are the key to being successful in sales. They serve two important purposes. First, they help you understand the prospect’s business objectives. Second, by focusing the conversation on the prospect, you are able to build a high level of trust and minimize the perception of self-interest. Communication is a two-way street. […]
On The Road Again: In Seattle, WA
DR, General InformationIn March, John is up in the Pacific Northwest in the beautiful tree filled city of Seattle instructing a Sales Process Workshop, and working with the Managers on how to Coach to the process. In this video, John previews the upcoming articles for the newsletter and announces exciting travel plans that take FSS back out […]
Ask A Sales Leader: Perspectives from the Front
General InformationOur new feature article, “Ask a Sales Leader” is designed to provide perspectives from the Sales Leaders that we have worked with and how they have used sales processes to win more business. We asked four questions below to capture this insight. In this edition, we feature Kevin Leak. Kevin is a two time customer […]
Improve Sales Forecasting Accuracy: Confirm the Customer’s Opinion During Opportunity Development
General InformationWe have worked with over seventy individuals in a Sales Kickoff Workshop that took place in Australia and New Jersey. There were many bright stars within these groups, meaning the top 10 % that simply gets things done. But for as long as we have been doing this (over ten years), it never ceases to […]
7 Common Sales Myths to Avoid
General InformationHere’s a summary of common beliefs salespeople have that will do them more harm than good. 1. I need to educate my prospect; presentation skills are my most effective tool. Premature presentations are the biggest challenge salespeople face today. Let’s face it, no one ever lost a sale by listening too much. When you’re […]
How to Get Sales Operations Right in 2015
General InformationIndustry experts are talking about Sales Operations. Kellogg’s School of Management Professor Emeritus, Andris A. Zoltners, says “sales operations or ‘sales ops’ has become widely accepted as essential for effective sales management.” Seattle-based agency Heinz Marketing says “Sales operations may very well be THE most important and unsung hero for sales teams.” Why has […]
Creating and Connecting the Dots with Brian Tracy
General InformationOn my way to have lunch with Brian Tracy, I took a moment to consider the conversation that would unfold. On one hand, I was about to sit down with one of the best known speaker-author-entrepreneurs in the world when it comes to optimizing human and organizational performance and results. On the other hand, […]
On the Road Again – Ringing in the New Year
DR, General InformationJohn is back in the new year with his first “On the Road Again” video of 2015. Here he is, literally on the road in his hometown of San Diego, CA, talking to us about what we have to look forward to in this month’s Flannery Sales Systems newsletter. Features include an interview with Brian […]
Meet Up with John in Australia
DR, General InformationI will be in Sydney, Australia next week as part of a global rollout out of the sales process implementation plan for one of our customers. If you are in or around the city or near Bondi and Manly beaches, come meet for coffee or a meal. We can discuss your priorities for 2015, […]