It seems ridiculous to think that change from a typewriter to a computer was anything but a “no brainer”. It wasn’t. In fact, there are still published authors, John Irving to name one, that write entire novels in long hand or on typewriters. Without the vision of how a change will provide benefits, very little […]
Most of the companies that we work with have invested in their sales organization to some degree. Whether it is money spent on sales training, a time and territory management offering, or an outing for team building, companies are investing in their people. The disconnect we see is that companies are willing to spend the […]
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 Flannery2012-09-19 00:41:382021-09-14 13:03:453 Ways to Optimize Your Investments in Salespeople & CRM
On the heels of the rapid development of technology and tools to supplement field sales organizations, the role of the Sales Operations professional has become more critical for success in driving revenue. In the past, the Sales Ops team was responsible for managing compensation plans, organizing the usage of CRMs and making sure that product […]
My Aunt Jeanne, 92, just passed away. She was the last living relative of my parent’s generation. Jeanne had 13 children, 32 grandchildren and 36 great grandchildren. Add in spouses and you have well over 120 people. In her lifetime she had to manage the equivalent of a small village, and did it largely on […]
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 Flannery2012-09-19 00:38:072016-11-02 08:38:40Lessons Learned From a Life Well-Lived: Mary Jeanne Flannery O’Connell
Closing the big deal is exciting. It looks so glamorous in the movies; standing in front of a board room full of executives with a dramatic speech, grandstanding and a win in the end. In real life, the negotiations are usually quiet and not as glamorous. In our business we help sales people capture revenue, […]
https://www.drive-revenue.com/wp-content/uploads/2012/08/tobias-tullius-9qdzKJ8MP-I-unsplash.jpg20401632John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2012-08-28 20:05:012022-09-06 11:25:02Negotiating In A Turbulent Economy
On a recent field trip to the San Diego Zoo with my daughter Hannah (on my knee in the photo), the students, parent-chaperones and teachers went through an introductory one hour interactive session called the “Life Cycles Program”. We were all entertained by a great speaker who took us through the Four Steps in the […]
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 Flannery2012-06-22 18:16:472016-11-02 08:53:46On Cycles: In Life, Sales and At The Zoo
SDSU just announced the addition of a series of Sales courses to the College of Business’s Marketing Department. John (above) was pleased to participate with Dean Michael Cunningham as a speaker at the Kickoff event held on campus on May 8, 2012. John, an active SDSU alumnus, was a recognized for his leadership in the field […]
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 Flannery2012-05-25 17:10:482016-11-02 08:35:25San Diego State Adds Sales to Business School Curriculum
The technical sale requires people who can grasp the intricate (or scientific, medical, etc) nuances of a product and are smart enough to articulate them in a simple, easy-to-understand manner. These sales people are amazing to me. Many times they are recruited to change seats from the buyer’s seat to the seller’s role. This seller […]
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 Flannery2012-05-24 21:23:122014-03-20 05:52:17Top Deal Killing Mistakes Made by Intelligent Sales People
Over the past few years, the majority of the work that we have done with customers is on defining (or refining) their sales process. This was necessitated by the dramatic changes exhibited in buying behavior during the economic downturn. And indeed, the most important aspect of our customer’s sales processes is that it mirrors how […]
The 3 M’s: Getting Buyers to Change
SALES ADVICEIt seems ridiculous to think that change from a typewriter to a computer was anything but a “no brainer”. It wasn’t. In fact, there are still published authors, John Irving to name one, that write entire novels in long hand or on typewriters. Without the vision of how a change will provide benefits, very little […]
3 Ways to Optimize Your Investments in Salespeople & CRM
Latest NewsMost of the companies that we work with have invested in their sales organization to some degree. Whether it is money spent on sales training, a time and territory management offering, or an outing for team building, companies are investing in their people. The disconnect we see is that companies are willing to spend the […]
What is SalesOpShop.com?
Latest NewsOn the heels of the rapid development of technology and tools to supplement field sales organizations, the role of the Sales Operations professional has become more critical for success in driving revenue. In the past, the Sales Ops team was responsible for managing compensation plans, organizing the usage of CRMs and making sure that product […]
Lessons Learned From a Life Well-Lived: Mary Jeanne Flannery O’Connell
Latest NewsMy Aunt Jeanne, 92, just passed away. She was the last living relative of my parent’s generation. Jeanne had 13 children, 32 grandchildren and 36 great grandchildren. Add in spouses and you have well over 120 people. In her lifetime she had to manage the equivalent of a small village, and did it largely on […]
Negotiating In A Turbulent Economy
SALES STRATEGY, SALES TOOLS, SELLING IN UNCERTAIN TIMESClosing the big deal is exciting. It looks so glamorous in the movies; standing in front of a board room full of executives with a dramatic speech, grandstanding and a win in the end. In real life, the negotiations are usually quiet and not as glamorous. In our business we help sales people capture revenue, […]
On Cycles: In Life, Sales and At The Zoo
buyers cycle, General Information, life cycle, sales cycle, San Diego ZooOn a recent field trip to the San Diego Zoo with my daughter Hannah (on my knee in the photo), the students, parent-chaperones and teachers went through an introductory one hour interactive session called the “Life Cycles Program”. We were all entertained by a great speaker who took us through the Four Steps in the […]
San Diego State Adds Sales to Business School Curriculum
General InformationSDSU just announced the addition of a series of Sales courses to the College of Business’s Marketing Department. John (above) was pleased to participate with Dean Michael Cunningham as a speaker at the Kickoff event held on campus on May 8, 2012. John, an active SDSU alumnus, was a recognized for his leadership in the field […]
Top Deal Killing Mistakes Made by Intelligent Sales People
computer sales, General Information, medical device sales, technical salesThe technical sale requires people who can grasp the intricate (or scientific, medical, etc) nuances of a product and are smart enough to articulate them in a simple, easy-to-understand manner. These sales people are amazing to me. Many times they are recruited to change seats from the buyer’s seat to the seller’s role. This seller […]
The Top 3 Milestones for Sales Success
SALES ADVICEOver the past few years, the majority of the work that we have done with customers is on defining (or refining) their sales process. This was necessitated by the dramatic changes exhibited in buying behavior during the economic downturn. And indeed, the most important aspect of our customer’s sales processes is that it mirrors how […]