UNLOCKING REVENUE IN 2011

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 drivers and techniques for jump-starting your sales process.  Successful strategies used by top performing companies will be shared.

Topics to be addressed:

  • How do I focus our company’s sales resources to get the maximum ROI?
  • How can marketing and sales work together more effectively?
  • How do I improve the performance of the bottom half of my sales organization?
  • How do I improve accuracy of my sales forecast?

Seating is limited.  Please email mindy@drive-revenue.com or call (858) 350-6223 to reserve your seat.

March 17, 2011 from 7:30 – 9:30 a.m.  A light breakfast will be served.

AMN Healthcare Boardroom
12400 High Bluff Drive
San Diego, CA 92130

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$150,000 Opportunity Closed – Who’s Next?

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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 framework helps answer the questions: Is it a fit with our product/service offering? And does it match the prospect's goals? This review helped to advance a “go/no go” decision point into a go.

We then coached our customer through the opportunity development that resulted in three key player/champion letters. When crafted properly, the champion letter is the most powerful tool to give momentum to a deal. Our customer saw the tools as “simple, yet extremely effective”. This sales rep had natural talent in his skill set. Now he had simple tools to improve his craft; he took an opportunity that had been stalled for 5 months and applied 3 simple, yet powerful tools and closed it in 4 weeks. Bring us your stalled opportunities and let us help your organization learn and apply simple principles that will drive your revenue in 2011.

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WE HELP YOU TO EXECUTE

The focus at Flannery Sales Systems is on the execution (aka implementation) of your sales process to better identify customer goals and how you can assist those companies in meeting their objectives. On regular occasions, we are called to help get ready to win, and have offered this valuable Coaching in several capacities.

Here is how the CEO of a multi-national company describes our involvement last week:

“We called upon John to support our team during the preparation and dry run of an oral presentation following an RFP of strategic importance for the organization. The presentation dynamics were complex with at least a dozen executives in attendance to include three decision-makers. Given the high level of technical content, John’s mission was to help our executive team keep the focus on  the usage of our services versus the features and benefits and to provide a fair opinion on our approach to the presentation. His feedback and support played an important role in the success of the presentation.”

We welcome an opportunity to work with your team in any phase of the opportunity development, preferably sooner than later. Don’t wait until the negotiation comes for another potential client; prepare to win now.

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On Training and Preparing to Win

I have had the unique opportunity to train with one of the best athletes in the world. Michellie Jones is one of the most accomplished triathletes in the history of the sport to include first place at the infamous Ironman (Ironwoman?) in Hawaii and numerous other victories. When she was asked how she prepares for an event, Michellie said “lots of rest after lots of training”.

The setting was a local “Boot Camp” that is put on by her boyfriend, and it attracts a variety of amateur participants. I was paired up with Michellie to go through an 8 station loop course to be completed three times within the 55 minute session.

In a triathlon, the components are: Swim, Bike and Run. In Sales, it’s: Identify, Qualify, Develop and Close.

Half way through the first loop, I began to notice my heart rate rise and sweat level increase. How many times has Michellie done this routine vs. the amateur she was paired with? She didn’t appear to be nearly as flustered going into the second loop as I was, and she was even keeled as I struggled onto the tires for a resistance exercise on a two person pulley.

There were eight stations in the Boot Camp loop, and there are six skills in sales that we identify where mastery must be fluent in order to succeed: new business development, needs analysis, accessing key players, identification of value, opportunity control and negotiating/closing. How often do you run through all exercises to make sure you are in a position to win?

To compare myself to a professional athlete is silly, so I won’t go down that path. But what is the differential between an average sales person and the top performers in the field? Preparation and training are the key components.

How much time are you spending refining your skills so that you put yourself into a position to win?

As I recall limping around the office in the past, I was amazed at how sore certain parts of my body were and was reminded what it takes to succeed. And while I won’t be planning to compete in the next Iron Man, I will be practicing my sales skills so I am ready to win the next opportunity. How about you?

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MID YEAR PERSPECTIVE

With 12 selling days left before the close of Q2, and the mid-year point for 2010, where do you find yourself in relation to your revenue plan?

I hope your results are strong AND that your revenue pipeline remains full of qualified opportunities. It can be challenging to keep both balls in the air simultaneously. Take a moment now to revisit our article from earlier this year on the “Pipeline to Success” (link to the right) to help keep your team and you on target. Keeping yourself out of the sales doldrums is important now, and it will become even more critical when you reach this point in December.

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