Earlier this week, we introduced you to the idea that thoroughly understanding your customers’ key business objectives and the challenges inhibiting their fulfillment is the most important element to the sales process, and that traditionally salespeople do a poor job in this phase. If you haven’t read the first part of this series, “Why It […]
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 Flannery2014-08-15 16:45:052016-11-02 09:55:37Helping Your Customers Achieve Their Objectives: A How To Guide Part 2: What to Ask
An elevator pitch is a short summary designed to simply define your company or product. As the name implies, it should be short enough that it can be delivered during the span of an elevator ride. Why the brevity? The truth is that when you are “cold calling” into a prospect, ten to fifteen seconds […]
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 Flannery2014-07-29 16:03:302014-07-29 16:03:30Redefining the Elevator Pitch: Creating a Successful “Cold Call”
The Challenger Sale has been a huge trend in the sales training industry in recent years, and one that has garnered its share of conversation and controversy. Co-authors Matthew Dixon and Brent Adamson proclaim their ideas to be “the biggest shock to sales wisdom in decades.” However, much of their work is far from new. […]
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 Flannery2014-07-17 04:17:282014-07-17 04:17:28Perspective on the Challenger Sale and Your Sales Process
We recently had the opportunity to sit down with Tom Martin, former president of Miller Heiman and 20+ year veteran of the sales methodology and training industry. During our time together, we discussed many of the big ideas pervading the space today. Below, please find an excerpt from our conversation on one of today’s biggest […]
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 Flannery2014-07-15 16:02:512014-07-17 03:53:18Drive Revenue with Social Selling
In a business-to-business environment, negotiating can be everything from a simple, one issue give and take to a very complex process requiring multiple meetings. Since most salespeople seldom “sit down across the negotiating table,” our intent here is to provide you with some basic negotiating tactics that will help you level the playing field. Yes, […]
https://www.drive-revenue.com/wp-content/uploads/2014/07/negotiating-1.jpg9331400John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2014-07-10 14:50:292022-05-17 11:13:57What to Avoid in Sales Negotiations
At Flannery Sales Systems, we help companies drive revenue through sales process definition, sales team training and management coaching and reinforcement. We are proud to unveil a new logo which represents these three important parts of our business. Our customized three pronged approach is what makes us different from other sales training programs, and […]
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 Flannery2014-07-03 16:43:022014-07-03 16:43:02Flannery Sales Systems Unveils our New Logo
Flannery Sales Systems traveled to the East Coast this month. In this video, John talks to us about his travels and what we have to look forward to in the upcoming FSS newsletter, namely an interview with sales thought leader Tom Martin as well as John’s perspective on the Challenger program.
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 Flannery2014-07-01 17:42:542014-07-01 17:42:54Flannery Sales Systems in Washington, DC
What makes a great sales leader? Ask this question to a dozen sales executives and you may get a dozen different answers. Many great sales leaders rise up through an organization by being top performers themselves and leading by example. Others are known for recruiting top talent, providing excellent coaching and mentorship, or successfully aligning […]
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 Flannery2014-06-26 18:19:582014-06-26 18:19:58How to Help Your Sales Reps Unstick a Stalled Deal
Guest article by Melissa Clemens, experienced Sales Leader and Writer. As the Senior Director for a large, distributed sales team (20+ regional managers and nearly 300 sales associates), one of my most important jobs was training. Within my organization, I’d become known for my ability to bring in and develop top performers, and, as a […]
Helping Your Customers Achieve Their Objectives: A How To Guide Part 2: What to Ask
General InformationEarlier this week, we introduced you to the idea that thoroughly understanding your customers’ key business objectives and the challenges inhibiting their fulfillment is the most important element to the sales process, and that traditionally salespeople do a poor job in this phase. If you haven’t read the first part of this series, “Why It […]
Redefining the Elevator Pitch: Creating a Successful “Cold Call”
General InformationAn elevator pitch is a short summary designed to simply define your company or product. As the name implies, it should be short enough that it can be delivered during the span of an elevator ride. Why the brevity? The truth is that when you are “cold calling” into a prospect, ten to fifteen seconds […]
Perspective on the Challenger Sale and Your Sales Process
General InformationThe Challenger Sale has been a huge trend in the sales training industry in recent years, and one that has garnered its share of conversation and controversy. Co-authors Matthew Dixon and Brent Adamson proclaim their ideas to be “the biggest shock to sales wisdom in decades.” However, much of their work is far from new. […]
Drive Revenue with Social Selling
General InformationWe recently had the opportunity to sit down with Tom Martin, former president of Miller Heiman and 20+ year veteran of the sales methodology and training industry. During our time together, we discussed many of the big ideas pervading the space today. Below, please find an excerpt from our conversation on one of today’s biggest […]
What to Avoid in Sales Negotiations
SALES STRATEGYIn a business-to-business environment, negotiating can be everything from a simple, one issue give and take to a very complex process requiring multiple meetings. Since most salespeople seldom “sit down across the negotiating table,” our intent here is to provide you with some basic negotiating tactics that will help you level the playing field. Yes, […]
Flannery Sales Systems Unveils our New Logo
General InformationAt Flannery Sales Systems, we help companies drive revenue through sales process definition, sales team training and management coaching and reinforcement. We are proud to unveil a new logo which represents these three important parts of our business. Our customized three pronged approach is what makes us different from other sales training programs, and […]
Flannery Sales Systems in Washington, DC
General InformationFlannery Sales Systems traveled to the East Coast this month. In this video, John talks to us about his travels and what we have to look forward to in the upcoming FSS newsletter, namely an interview with sales thought leader Tom Martin as well as John’s perspective on the Challenger program.
How to Help Your Sales Reps Unstick a Stalled Deal
General InformationWhat makes a great sales leader? Ask this question to a dozen sales executives and you may get a dozen different answers. Many great sales leaders rise up through an organization by being top performers themselves and leading by example. Others are known for recruiting top talent, providing excellent coaching and mentorship, or successfully aligning […]
Think You’re Delivering Great Training? Consider This…
SALES TRAININGGuest article by Melissa Clemens, experienced Sales Leader and Writer. As the Senior Director for a large, distributed sales team (20+ regional managers and nearly 300 sales associates), one of my most important jobs was training. Within my organization, I’d become known for my ability to bring in and develop top performers, and, as a […]