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 […]
Keeping the pipeline filled with qualified opportunities is one of the toughest things a sales person is required to do. And just as water in a pipe will follow the path of least resistance, so will a sales person when not kept on task. It’s like homework in college or that dentist appointment that you’re […]
https://www.drive-revenue.com/wp-content/uploads/2012/03/pipeline-killer-scaled.jpg25601716John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2012-03-26 19:07:312021-03-18 17:49:28What is the #1 Pipeline Killer?
We all have to deliver a presentation at some point in our lives. The kindergartener “presents” in show and tell, the politician presents in hopes to get elected, the PhD candidate presents in pursuit of a title. And, of course, the sales rep presents in order to close a deal. Over the course of my career, I […]
On Tuesday, March 6, join John Flannery at the Philadelphia Country Club for a round table discussion about generating revenue through sales process. oem software downloads John will share insights into how to define (or refine) your sales process. This approach has helped his customers to: Use objective criteria to improve predictable revenue streams. Allocate […]
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 Flannery2012-01-27 22:22:372013-11-14 01:42:46GENERATING REVENUE THROUGH SALES PROCESS
It's the time of year for reflection and goal making for the next year. Here are some resolutions, some for business and some more personal. Maybe it will help in developing your own list. Use a more targeted social media strategy to pad the pipeline. “Adapt or die” is what they say. You can't get […]
This time of year brings thoughts of Thanksgiving, Christmas and 2024. For some sales organizations it brings a number of worried thoughts and concerns as well. Will we hit quota, is the pipeline as strong as it needs to be, and do we have the right players in place? Are our buyers as committed to […]
https://www.drive-revenue.com/wp-content/uploads/2011/10/november-2024.jpg14561117John Flanneryhttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngJohn Flannery2011-10-24 22:27:012023-11-06 16:32:47Maintaining Momentum In Quarter Four
After workshops many of my clients often come to me with a specific skill that needs to be addressed like: We are working on an enormous opportunity and could use an outside look. Our people seem to be wasting their time with unqualified opportunities. We need a reminder of how and what to prepare […]
On Thursday, March 17, join John Flannery for an executive briefing that will explore how to turn the cost cutting of 2010 to revenue building in 2011. Over the past few years buying behavior has changed. This has had an impact on many companies’ ability to generate revenue. He will share insights into key revenue […]
We recently worked with a sales team to turn around a stalled opportunity that represented $150,000 in new revenue. We helped to apply the tools from our sales process workshops to first decide whether the opportunity was a fit with our customer's capabilities. The tools provide an objective framework to help accurately assess the opportunity. […]
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 […]
What is the #1 Pipeline Killer?
SALES PIPELINEKeeping the pipeline filled with qualified opportunities is one of the toughest things a sales person is required to do. And just as water in a pipe will follow the path of least resistance, so will a sales person when not kept on task. It’s like homework in college or that dentist appointment that you’re […]
Top 3 Tips for an Effective Presentation
SALES ADVICE, SALES COACHINGWe all have to deliver a presentation at some point in our lives. The kindergartener “presents” in show and tell, the politician presents in hopes to get elected, the PhD candidate presents in pursuit of a title. And, of course, the sales rep presents in order to close a deal. Over the course of my career, I […]
GENERATING REVENUE THROUGH SALES PROCESS
General InformationOn Tuesday, March 6, join John Flannery at the Philadelphia Country Club for a round table discussion about generating revenue through sales process. oem software downloads John will share insights into how to define (or refine) your sales process. This approach has helped his customers to: Use objective criteria to improve predictable revenue streams. Allocate […]
2012 New Year’s Resolutions
General InformationIt's the time of year for reflection and goal making for the next year. Here are some resolutions, some for business and some more personal. Maybe it will help in developing your own list. Use a more targeted social media strategy to pad the pipeline. “Adapt or die” is what they say. You can't get […]
Maintaining Momentum In Quarter Four
SALES ADVICE, SALES COACHING, SALES LEADERSHIPThis time of year brings thoughts of Thanksgiving, Christmas and 2024. For some sales organizations it brings a number of worried thoughts and concerns as well. Will we hit quota, is the pipeline as strong as it needs to be, and do we have the right players in place? Are our buyers as committed to […]
Focus on Coaching: Assessing Selling Skills
SALES COACHINGAfter workshops many of my clients often come to me with a specific skill that needs to be addressed like: We are working on an enormous opportunity and could use an outside look. Our people seem to be wasting their time with unqualified opportunities. We need a reminder of how and what to prepare […]
UNLOCKING REVENUE IN 2011
General InformationOn Thursday, March 17, join John Flannery for an executive briefing that will explore how to turn the cost cutting of 2010 to revenue building in 2011. Over the past few years buying behavior has changed. This has had an impact on many companies’ ability to generate revenue. He will share insights into key revenue […]
$150,000 Opportunity Closed – Who’s Next?
DR, General InformationWe recently worked with a sales team to turn around a stalled opportunity that represented $150,000 in new revenue. We helped to apply the tools from our sales process workshops to first decide whether the opportunity was a fit with our customer's capabilities. The tools provide an objective framework to help accurately assess the opportunity. […]