In sales, “deal slippage” is a term that causes immediate concern. It refers to the delay or loss of a deal that was expected to close in a specific time frame. When deals slip, it disrupts forecasts, impacts revenue targets, and can reduce team morale. But why do deals slip, and how can sales professionals […]
https://www.drive-revenue.com/wp-content/uploads/2024/11/Screenshot-2024-11-18-at-11.48.01 AM.png7971425Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-11-18 11:49:282024-11-18 11:49:28How to Prevent Deal Slippage: Focus on Value
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-11-17 20:37:192024-11-17 20:38:36On The Road Again: New York City
When a business undergoes an acquisition, upselling and cross-selling become essential strategies for integrating product lines and maximizing value. Upselling encourages customers to buy premium or enhanced products, while cross-selling offers complementary products from the newly combined company portfolio. During acquisitions, these tactics help drive immediate revenue by enhancing existing customer relationships with broader offerings. […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-11-07 16:28:162024-11-07 16:28:16Leveraging Upselling and Cross-Selling in Acquisitions to Drive Growth
In the current business landscape, establishing the value of your product or service is more crucial than ever. If you can’t communicate how your offering boosts revenue, reduces costs, improves patient recovery time, or delivers better clinical results, it becomes challenging for potential customers to see why they should choose you over your competitors. According […]
https://www.drive-revenue.com/wp-content/uploads/2024/11/Screenshot-2024-11-06-at-4.38.57 PM.png10101824Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-11-06 16:40:102024-11-06 16:40:10How to Establish Value in Life Sciences Sales
Last week I had the distinct pleasure to guest lecture at Brown University in Providence, RI. As some of you know, my daughter Hannah is in her third year there, studying Economics and playing on the volleyball team. It is always rewarding to speak at a university, but to do so in an Ivy League […]
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In the fast-paced world of sales, success hinges on more than just having a great product or service—it’s about reaching the right people. All too often, sales teams focus on delivering the perfect pitch but miss the mark by not engaging the true decision-makers. Identifying and speaking to the key players, those with the power […]
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The energy on Wall Street is palpable. And as Sales organizations round out this year, and prep for 2025, that momentum has to carry through all team members. Listen in on how to harness that power for success.
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-10-16 10:54:132024-10-22 10:06:41On The Road Again: New York Stock Exchange, Wall Street
In today’s competitive market, a well-defined commercial strategy is essential for achieving long-term success in sales. But what separates high-performing sales teams from those that struggle isn’t just the strategy itself—it’s how effectively that strategy is executed. Tactical execution transforms a high-level commercial vision into real, measurable results. Let’s explore the key elements of tactical […]
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Every Revenue Stream is vulnerable to leaks, those gaps where potential revenue slips away unnoticed. Whether it’s poor follow-up, misaligned sales and marketing efforts, or inefficient lead qualification, these leaks can quietly erode growth. Identifying and sealing these leaks requires: Regular pipeline reviews Improved communication across teams Data-driven insights to track lost opportunities By […]
https://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.png00Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2024-10-11 12:04:292024-10-11 12:04:29Leaks in the Revenue Stream Are Real in Sales
How to Prevent Deal Slippage: Focus on Value
SALES LEADERSHIPIn sales, “deal slippage” is a term that causes immediate concern. It refers to the delay or loss of a deal that was expected to close in a specific time frame. When deals slip, it disrupts forecasts, impacts revenue targets, and can reduce team morale. But why do deals slip, and how can sales professionals […]
On The Road Again: New York City
ON THE ROAD IN SALESLeveraging Upselling and Cross-Selling in Acquisitions to Drive Growth
SALES COACHING, Sales SkillsWhen a business undergoes an acquisition, upselling and cross-selling become essential strategies for integrating product lines and maximizing value. Upselling encourages customers to buy premium or enhanced products, while cross-selling offers complementary products from the newly combined company portfolio. During acquisitions, these tactics help drive immediate revenue by enhancing existing customer relationships with broader offerings. […]
How to Establish Value in Life Sciences Sales
SALES TOOLSIn the current business landscape, establishing the value of your product or service is more crucial than ever. If you can’t communicate how your offering boosts revenue, reduces costs, improves patient recovery time, or delivers better clinical results, it becomes challenging for potential customers to see why they should choose you over your competitors. According […]
An Ivy League Perspective on Sales
SALES ADVICE, SALES PRESENTATIONLast week I had the distinct pleasure to guest lecture at Brown University in Providence, RI. As some of you know, my daughter Hannah is in her third year there, studying Economics and playing on the volleyball team. It is always rewarding to speak at a university, but to do so in an Ivy League […]
Are You Speaking to the Right Key Players?
Sales Skills, SALES TOOLS, SALES TRAININGIn the fast-paced world of sales, success hinges on more than just having a great product or service—it’s about reaching the right people. All too often, sales teams focus on delivering the perfect pitch but miss the mark by not engaging the true decision-makers. Identifying and speaking to the key players, those with the power […]
On The Road Again: New York Stock Exchange, Wall Street
General InformationThe energy on Wall Street is palpable. And as Sales organizations round out this year, and prep for 2025, that momentum has to carry through all team members. Listen in on how to harness that power for success.
Tactical Execution of Commercial Strategy (TECS) in Sales
SALES ADVICE, SALES LEADERSHIP, Sales Skills, SALES TOOLS, SALES TRAININGIn today’s competitive market, a well-defined commercial strategy is essential for achieving long-term success in sales. But what separates high-performing sales teams from those that struggle isn’t just the strategy itself—it’s how effectively that strategy is executed. Tactical execution transforms a high-level commercial vision into real, measurable results. Let’s explore the key elements of tactical […]
Leaks in the Revenue Stream Are Real in Sales
SALES ADVICEEvery Revenue Stream is vulnerable to leaks, those gaps where potential revenue slips away unnoticed. Whether it’s poor follow-up, misaligned sales and marketing efforts, or inefficient lead qualification, these leaks can quietly erode growth. Identifying and sealing these leaks requires: Regular pipeline reviews Improved communication across teams Data-driven insights to track lost opportunities By […]