This is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness. They try to distribute their time evenly between all team members and provide similar opportunities for coaching and development. While I appreciate the intent, I disagree with the practice. At the end of […]
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 Flannery2014-10-16 15:03:332014-10-16 15:03:33Do You Treat All Your Sales Reps the Same?
Part II Earlier this week, we discussed the importance of helping your team avoid discounting, especially during Q4 when sales reps are eager to close business and buyers are ready to play hardball. The first skill we discussed is teaching your reps to prove value. If you missed that post, take a look here. The […]
Part I Q4 is upon us. How are you going to focus your team in the coming months to successfully close business and maximize revenue potential? One 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. […]
Flannery Sales Systems traveled to New York last week to conduct a training workshop. In this video, John talks about our upcoming content for the month of October. With the beginning of Q4 upon us, we’ll be focusing on how to effectively coach your reps to hold margin and maximize their revenue performance. Click 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 Flannery2014-10-01 16:27:182014-10-01 18:00:42Flannery Sales Systems in New York City
Flannery Sales Systems traveled to Arizona this month to conduct a training workshop and attend the Anytime Fitness conference. Fortunately, John was able to prepare for the fitness-related show with an impressive hand stand during his tour of Facebook earlier in the month (if you missed it, take a look here…be sure to scroll down […]
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 Flannery2014-09-23 19:38:442014-09-24 14:25:37Flannery Sales Systems in Phoenix, AZ
Last week I had the opportunity to take a tour of Facebook (FB) in Menlo Park, CA. The offer to visit the campus was extended to me back in April during the conference I spoke at in Riga, Latvia, where Iris Oriss, Director of Internationalization and Localization for FB, was the keynote speaker. Iris […]
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 Flannery2014-09-10 10:00:292014-09-17 20:27:35Observations from My Tour of Facebook
The following is a guest post by Jackie Meyer, a former customer and current colleague of Flannery Sales Systems. The idea of 180 Degree selling is not a new sales methodology, rather it is the strategy of selling internally into your organization. Most sales books, seminars and classes teach how to sell into an […]
John E Flannery of Flannery Sales Systems sits down with long-time friend and Olympic gold medalist Kerri Pottharst. Since retiring from professional volleyball in 2005, Kerri now works with businesses executives, managers and staff to help them overcome fears and reach their goals. John and Kerri discuss these topics as they relate to sales professionals. […]
John E Flannery, President of Flannery Sales Systems, has been invited to present at a San Diego event sponsored by the Association for Manufacturing Excellence (AME). AME is the premier organization for the exchange of knowledge in enterprise excellence. Members come together to explore Lean thinking and other enterprise improvement methods, network and exchange […]
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 Flannery2014-08-21 15:54:312014-08-21 15:54:31John E Flannery Invited to Speak at a Local AME Event
Do You Treat All Your Sales Reps the Same?
General InformationThis is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness. They try to distribute their time evenly between all team members and provide similar opportunities for coaching and development. While I appreciate the intent, I disagree with the practice. At the end of […]
How Sales Managers and Reps Protect Margins in Q4
General InformationPart II Earlier this week, we discussed the importance of helping your team avoid discounting, especially during Q4 when sales reps are eager to close business and buyers are ready to play hardball. The first skill we discussed is teaching your reps to prove value. If you missed that post, take a look here. The […]
How Sales Managers and Reps Protect Margins in Q4
General InformationPart I Q4 is upon us. How are you going to focus your team in the coming months to successfully close business and maximize revenue potential? One 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. […]
Flannery Sales Systems in New York City
General InformationFlannery Sales Systems traveled to New York last week to conduct a training workshop. In this video, John talks about our upcoming content for the month of October. With the beginning of Q4 upon us, we’ll be focusing on how to effectively coach your reps to hold margin and maximize their revenue performance. Click to […]
Flannery Sales Systems in Phoenix, AZ
General InformationFlannery Sales Systems traveled to Arizona this month to conduct a training workshop and attend the Anytime Fitness conference. Fortunately, John was able to prepare for the fitness-related show with an impressive hand stand during his tour of Facebook earlier in the month (if you missed it, take a look here…be sure to scroll down […]
Observations from My Tour of Facebook
General InformationLast week I had the opportunity to take a tour of Facebook (FB) in Menlo Park, CA. The offer to visit the campus was extended to me back in April during the conference I spoke at in Riga, Latvia, where Iris Oriss, Director of Internationalization and Localization for FB, was the keynote speaker. Iris […]
5 “Must-Know” Tips for Selling Internally
General InformationThe following is a guest post by Jackie Meyer, a former customer and current colleague of Flannery Sales Systems. The idea of 180 Degree selling is not a new sales methodology, rather it is the strategy of selling internally into your organization. Most sales books, seminars and classes teach how to sell into an […]
An Interview with Olympic Gold Medalist Kerri Pottharst
General InformationJohn E Flannery of Flannery Sales Systems sits down with long-time friend and Olympic gold medalist Kerri Pottharst. Since retiring from professional volleyball in 2005, Kerri now works with businesses executives, managers and staff to help them overcome fears and reach their goals. John and Kerri discuss these topics as they relate to sales professionals. […]
John E Flannery Invited to Speak at a Local AME Event
General InformationJohn E Flannery, President of Flannery Sales Systems, has been invited to present at a San Diego event sponsored by the Association for Manufacturing Excellence (AME). AME is the premier organization for the exchange of knowledge in enterprise excellence. Members come together to explore Lean thinking and other enterprise improvement methods, network and exchange […]