Selling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
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Happy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
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.pngMalinee2024-01-17 15:28:152024-01-30 12:30:27On The “Trail” Again: San Jacinto Mountains
Missing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
This guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]
https://www.drive-revenue.com/wp-content/uploads/2023/12/steve-goodman.jpg23742560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-12-07 08:33:092023-12-12 09:23:48Ask A Sales Leader: Steve Goodman on Replicating Success
In the dynamic world of sales, understanding five critical areas from prospective customers can significantly impact your chances of making a successful sale. At our company, we emphasize the importance of uncovering this information before submitting a proposal or quote. Let’s delve into these key areas—The Players, Timetable, Decision Criteria, Proposal Content, and Roadblocks—and discover […]
https://www.drive-revenue.com/wp-content/uploads/2023/12/yes-no-1-scaled.jpg25601707Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-12-06 10:16:542023-12-06 10:56:35Decoding Decision-Making: Unveiling the Five Essential Qualification Areas
John visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
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.pngMalinee2023-11-13 15:15:452023-11-13 15:21:50On The Road Again: Providence, Rhode Island
It’s that time again when executives begin to finalize their plans and budgets for the next business year. While sellers are closing out their pipelines for this year, Leaders are getting ready for what comes next. Companies spend millions of dollars to get their commercial strategies right. A global customer of ours just spent 4 […]
https://www.drive-revenue.com/wp-content/uploads/2023/11/2024.jpg14502175Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-11-08 19:09:532023-11-13 15:22:27Finalize Your Sales Plans for Next Year Strategy, Budget and Execution
Last month, I had the opportunity to visit the JFK Museum in Boston while on a business trip to the area. This visit had been on my bucket list for some time, and I had immersed myself in reading about President John F. Kennedy to prepare for the experience. Little did I know that the […]
https://www.drive-revenue.com/wp-content/uploads/2023/11/jfk-museum-pic-jef-scaled.jpg25601862Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-11-08 17:02:032023-11-10 11:40:46On Leadership and Service to Others: President John F. Kennedy
In the world of sales, creating value with clients is paramount to success. To achieve this, sales professionals must embark on a journey of discovery, understanding the client’s needs, objectives, and challenges. This process begins with the creation of a “Discovery Map.” In this blog post, we’ll explore the significance of building a Discovery Map […]
https://www.drive-revenue.com/wp-content/uploads/2023/09/discovery-scaled.jpg17072560Malineehttps://www.drive-revenue.com/wp-content/uploads/2017/04/flannery_logo_color.pngMalinee2023-09-25 13:20:452023-09-25 13:39:52Navigating Success: The Importance of Building a Discovery Map in Sales
Are You Selling What Your Customers Are Buying?
buyers cycleSelling is harder than ever. Sales cycles are longer, budgets aren’t always clear and the balance of power is no longer in the hands of the seller. According to Global Newswire, 95% of customers in 2023 read product reviews before making a purchase. And according to Trustpilot, 89% of global consumers say checking online reviews […]
On The “Trail” Again: San Jacinto Mountains
ON THE ROAD IN SALESHappy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
Your Pipeline, Your Success
SALES PIPELINEMissing sales goals is not what an executive team member sets out to do. Invariably, however, quarter or year-end surprises happen. Being able to trust your pipeline will minimize those blunders. But that’s the rub – discounting, the rush of quarter-end contracts and erroneous optimism impact forecasting. If you want a pipeline you can […]
Ask A Sales Leader: Steve Goodman on Replicating Success
ASK A SALES LEADERThis guest article is written by Steve Goodman. Steve has been in sales for over forty years, and has had the fortunate experience to lead sales teams and divisional organizations in the laboratory supply industry for most of that time. Customer interactions are a critical part of his duties all the time. ______________________________________________________ I love […]
Decoding Decision-Making: Unveiling the Five Essential Qualification Areas
Key Players in SalesIn the dynamic world of sales, understanding five critical areas from prospective customers can significantly impact your chances of making a successful sale. At our company, we emphasize the importance of uncovering this information before submitting a proposal or quote. Let’s delve into these key areas—The Players, Timetable, Decision Criteria, Proposal Content, and Roadblocks—and discover […]
On The Road Again: Providence, Rhode Island
ON THE ROAD IN SALESJohn visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
Finalize Your Sales Plans for Next Year Strategy, Budget and Execution
SALES PLANNINGIt’s that time again when executives begin to finalize their plans and budgets for the next business year. While sellers are closing out their pipelines for this year, Leaders are getting ready for what comes next. Companies spend millions of dollars to get their commercial strategies right. A global customer of ours just spent 4 […]
On Leadership and Service to Others: President John F. Kennedy
ON THE ROAD IN SALES, SALES LEADERSHIPLast month, I had the opportunity to visit the JFK Museum in Boston while on a business trip to the area. This visit had been on my bucket list for some time, and I had immersed myself in reading about President John F. Kennedy to prepare for the experience. Little did I know that the […]
Navigating Success: The Importance of Building a Discovery Map in Sales
Sales Discovery MapIn the world of sales, creating value with clients is paramount to success. To achieve this, sales professionals must embark on a journey of discovery, understanding the client’s needs, objectives, and challenges. This process begins with the creation of a “Discovery Map.” In this blog post, we’ll explore the significance of building a Discovery Map […]