Every so often, I meet someone who significantly changes and updates my perspective on life. It is always refreshing and enjoyable, and it sparks curiosity as you look at things through their lens. Two years ago, Una Mary McCarthy Deering was (and still is) that person.

The original introduction was through business, as she works for the California Life Sciences Association, a not-for-profit membership organization that provides services to companies in the BioTech, Med Device and Pharma-related industries. Their leadership team is largely from VWR Avantor, who we trained 17 years ago. When I met Una Mary, I was familiar with the overall team, but not her. That ended fairly quickly as we established common ground in business pursuits and a love for Ireland, where she is from, before moving here to the States in 2023.

Una Mary has an innate curiosity about many topics, asks great questions, and listens intently. The latter trait is something that I believe we all can improve on. She also comes up with new ideas on ways to pursue business and has the knack for connection, which I believe stems from the other factors listed. Her interests range from travel, continuous learning to line country dancing, and meeting/befriending people from all walks of life. The Irish do that; they make you feel heard and welcomed.

In just 18 short months, we have become friends- she’s met my entire family and spent 13 hours flying to our 20th company Anniversary party last June (the flight from San Francisco should have been about 75 minutes…what?). It is a pleasure to know her, a silver lining in business when many interactions fall flat. As one of my favorite authors, Jonathan Bach says “Your friends will know you better in the first minute you meet than your acquaintances will know you in a thousand years.” Thanks, Una Mary!

Join us on Thursday, May 7th at the Belly Up Tavern as we sponsor the Battle of the Biotech Bands (BoBB), the BoBB Foundation’s signature philanthropic musical battle for charity. They have raised over $1.5 million for countless charities in the fields of patient advocacy, healthcare, and community engagement and Flannery Sales Systems’ is proud to sponsor this life changing cause. Read more about the event and purchase tickets here: https://www.battleofthebiotechbands.com/san-diego-1

Last week I attended (virtually, on campus) in the Memorial at Brown University following the tragic events of December 13. Dozens of lives have been permanently altered, and the issue at the core of this pandemic goes unchanged. What are YOU going to do about it?

We are grateful to all our customers for another successful year. Happy Thanksgiving from Malinee Churanakoses and myself here at Flannery Sales Systems. Thank you to Tom Martin, John Zimmer, Amanda Trinder and Lisa Nicholas.

Renato Beninatto and I have been having conversations for 25 years. The first was in Los Angeles in 2000, when he hired me to lead the North American sales team at Berlitz GlobalNET. The most recent? A conversation we recorded last week for this podcast, What Buyers Really Want.

Between those two milestones, we’ve had dozens of conversations across 11 countries, in dialogues with over 250 attendees at sales process workshops, and during more than a few memorable meals. One of the most special? Sharing dinner with our wives while overlooking the Mediterranean from a villa in Tuscany.

In the video above, Renato shares a wealth of insights on how to Establish Value with your customers to stay relevant in the conversation and uncover new business opportunities with both existing and prospective clients. This research is based on 60 meetings with buyers conducted in Europe, North America, and Australia.

If you’ve been wondering: 

  • How do today’s buyers really make decisions? 
  • Where can I bring more value into my customer conversations? 
  • What’s changed (and what hasn’t) in buyer behavior? 

Renato and I cover these topics, and tactics to improve your results.
 

After you watch and listen, please reply and let us know:  

  • What parts of this exchange resonated the most for you? 
  • How are you working to establish value with your customers today? 

Until next time, thank you Renato!

John traveled to San Francisco recently to attend some events around the JP Morgan Healthcare Conference. Click on the video to learn more about organic revenue growth.

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.

The “March Madness” basketball tournament, formally known as the NCAA Mens/Womens Basketball Championship, is the pinnacle showcase for skill mastery in the collegiate basketball world. This year, my alma mater, the Aztecs of San Diego State University (SDSU), had a spectacular run-up to the championship match.  

What The Aztecs did so well is similar to the work we do with our customers’ sales teams, albeit in a different “business setting.” Coach Brian Dutcher of SDSU has refined and reinforced their process (sports leaders will often call it a system), relied on tools, committed to Coaching and focused on continuous skill improvement.  

For his team, those skills include bouncing and shooting a ball, playing defense, and getting rebounds. For the sales teams we work with, the key skills are proactively developing new business, identifying business objectives, establishing value, accessing key players, managing the buying process, and (of course) negotiating and closing. 

How are you getting better today? Are your sales leaders doing everything they can do to ensure that all customer-facing roles have the skills they need to win? Don’t wait to improve—the competition sure won’t.  

https://www.youtube.com/shorts/LEoXD6yHftQ