We are excited to be included in the San Diego Business Journal’s 2019 Book of Lists for Top Training Companies for 3 straight years.

If you would like to hear more on how to drive revenue for your business call John today for a conversation at 858-518-7039

San_Diego_Business_Journal_-_Book_of_Lists_2019

This guest article was written by our colleague and friend, Brian Tracy. It is the first in a series.

Did you know that the most important thing you can do to ensure success is to take control of the suggestive elements in your environment?

What do I mean by that?

I mean, make sure that what you are seeing and listening to is consistent with the goals you want to achieve.

Listen Your Way to Success

Listen to educational audio programs in your car. The average person drives 12,000 to 25,000 miles per year which works out to between 500 and 1,000 hours per year that the average person spends in his or her car. You can become an expert in your field by simply listening to educational audio programs as you drive from place to place. It literally is your education on wheels.

Take Courses in Your Field

Attend seminars given by experts in your field. Take additional courses and learn everything you possibly can. Learn from the experts. Ask them questions, read their books, blogs and articles, and listen to people with proven track records in the area you want to be successful.

Get Around the Right People

Associate only with positive, success-oriented people. Get around winners. As we say, fly with the eagles. You can’t fly with the eagles if you keep scratching with turkeys.

Get away from the go-nowhere types and above all, get away from negative people. Get away from negative coworkers. If you’ve got a negative boss, seriously consider changing jobs. Associating on a regular basis with negative people is enough to condemn you to a life of underachievement, frustration, and failure. Associate only with positive people. Always.

Visualize Your Goals

The last thing before you go to sleep and the first thing in the morning, think about and visualize your goals as realities. See your goal as though it already existed.

Your subconscious mind is only activated by affirmations and pictures that are received in the present tense. See your goal vividly just before you go to sleep. And see yourself performing at your best. Visualize the situations that you’re facing working out exactly the way you want them to. And guess what… if you do this, 9 times out of 10, things will turn out in your favor.

Feed Yourself Mental Pictures

See yourself living the kind of life that you want to live. Picture yourself with the kind of relationships, the kind of health, the kind of car, the kind of home you really want.

Visualize just before you fall asleep at night and when you get up in the morning. Those are the two times of the day when your subconscious mind is most receptive to new programming, so use this to your advantage. Feed your mind with positivity and mental pictures that will aspire you to greatness.

Action Exercises

Here are two things you can do, all day long, to keep your mind and emotions focused on your goals and financial success:

First, listen to audio programs in your car and when you travel around. Continue feeding your mind with a stream of high-quality, educational, motivational material that moves you toward your goal.

Second, resolve to associate with positive, optimistic people. Get around winners and get away from negative people who criticize, condemn and complain.

This can change your life as much as any other factor.

To Your Continuous Positivity,


Brian Tracy

WANT MORE INFORMATION?

Come visit www.briantracy.com today.

John Golden spoke at the Sales POP! & Pipeliner CRM Power Breakfast in Vienna on October 2nd 2018.

He spoke about how to prepare for any professional engagement whether sales-related or other. What to do when you actually engage, plus what pitfalls to look out for and how to ensure you leave a positive, lasting impression. These 5 ways are simple and easy to implement and will lead to more successful, productive and valuable engagements.

John is the Chief Strategy & Marketing Officer (CSMO) with Pipeliner is the best selling author of two books “Social Upheaval: How to Win @ Social Selling” & “Winning the Battle for Sales”. An acknowledged thought leader and speaker on sales and business strategy, he is the former CEO of Huthwaite (SPIN Selling) and Omega Performance, both global consulting companies and Focused Revenue Results, a management consultancy group. John has spoken to audiences across the globe on various business topics and continues to write prolifically for Sales POP! magazine.

See the video HERE

In this month’s OTRA John attended the Eagles vs. the Colts game following the kickoff meeting with a new Life Sciences customer in New Jersey.

This month John was in New York City for business, and visited the 9/11 Memorial and Museum. The Museum serves as the country’s principal institution concerned with exploring the implications of the events of 9/11, and the Memorial is a tasteful and beautiful space to remind us all to never forget.

Join us next week in one of the most exciting cities in the world-New York, NY. John and the FSS team will be in Manhattan to work with a new customer in the refinement of their customer engagement process.

Fashion, entertainment, finance, art and architecture-New York has it all. And in the dog days of summer there lies a great opportunity to revisit your plans to close out 2018 strong, and begin the revised strategic planning for 2019. Budgets and plans for next year are beginning to formulate, and we enable the tactical execution of the sales strategy and related revenue generation programs.

We will be in the Financial District, but could meet at Bryant Park or in the South Seaport for a coffee or lunch-let us know at 858 518-7039. Go ahead, bite the Big Apple!

John was recently working (and hiking) in Asheville, North Carolina for a sales training workshop. Asheville is known for the Blue Ridge mountains, a vibrant arts scene and historic architecture, including the dome-topped Basilica of Saint Lawrence. The vast 19th-century Biltmore estate displays artwork by masters like Renoir. And more importantly, it’s in the home state of John’s lovely wife, Septembre.

About Precor

Precor is a fitness equipment manufacturer and health solutions provider based in Woodinville, Washington. The company is one of several brands in the sporting goods portfolio of Amer Sports based in Helsinki, Finland.

How FSS Helped Precor

For two and half years, Flannery Sales Systems (FSS) provided Precor with content, instruction and coaching services to support a global rollout of the Precor Sales Process (PSP). The program was deployed to 14 countries to enable a consistent way for Precor sales teams to engage with customers in key markets. FSS provided Precor with a global training structure which has been vital in gaining field alignment and propelling sales results.

During year three, Precor brought the program in house, enabling a small team of their own employees to be responsible for the implementation of the PSP.  FSS partnered with Precor to identify credible internal evangelists in order to ensure a successful migration. The PSP leaders were responsible for delivering customized training material for each of their regions. They came from different customer-facing departments such as Global Sales, Marketing and Sales Operations, and each provided a unique insight into customer requirements.

When FSS interviewed these leaders, they emphasized the importance of staying focused on the ultimate goal, which was to deliver an exceptional customer experience.  They emphasized that old school sales tactics like product pushing had no place in their sales process. Precor sales teams had to focus on listening and fully understanding customers’ most important business needs.

“Shifting from a product first, product-only conversation to a focus on learning what the customer wants to achieve with their business has been huge” said Dan Albaum, Precor Global Marketing Director. “These deep insights are reflected in all of our marketing content and sales support tools, which are designed to nurture our customer relationships.”

One of the key differentiators of the PSP was the Meeting Summary (MS). It is is what really set Precor apart from its competition. First if all, It helped to raise the customer’s confidence in the sales rep. In addition, it allowed managers to coach their team members through each opportunity in order to reinforce skill development. As a result, better opportunities were developed, and the overall health of the revenue pipeline increased.

A Precor Channel Partner enthusiastically agreed, stating “I started to notice that I am using the MS in my long-range pipeline to ask better questions and follow through more completely. I have found that reviewing closed sales is always worth the extra time.”

Guy Williams, Precor Global Director of Networked Fitness Sales, said the following key factors of the PSP have been the primary reasons that Precor direct and channel partner sales teams have been able to meet and exceed customer expectations:

  • Tight go-to-market alignment through stronger cross-functional engagement from all Precor customer-facing roles and across all executive levels
  • Defined metrics and documentation that build accountability and more effective coaching
  • Strong focus on process — a commitment to hard work in training workshops translates to sales success in the field

As Guy pointed out, “there is no substitute for live role playing.”

In addition to benefitting Precor direct sellers, the PSP also had many advantages for Channel Partners. A Precor Channel leader in North America pointed out, “the PSP provides the overall structure and related sales skills for gathering pertinent customer information and confirming that information with the prospect. This leads to an opportunity offer relevant and timely value with specific Precor solutions.”

 

 

 

 

 

 

 

A few years ago, I received a LinkedIn message that said “Hi John, if you are in Bhopal (India) next week, let’s meet for a drink.” It was a curious invitation, as I wasn’t anywhere near the Asian subcontinent. But then I figured it out….

John L. Flannery ran the business unit for General Electric (GE) in India from 2009.Someone mistook me for him when sending the request to meet. I had heard of John from a friend who worked for GE, but the surfacing of our shared name really became more prevalent when he was promoted to CEO of all of GE in August of 2017. Similar name, different lives.

While the core name is the same, there are differences in between the middle names/initials of the “E” and the “L”. L grew up in VA, went to Wharton, has 3 kids and enjoys the Boston Red Sox. E grew up in PA, went to San Diego State University, has 2 kids and loves the Super Bowl Champs Eagles.

On my way through the Charlotte airport recently, L was being interviewed on MSNBC, so I had the attached picture taken. There is no real resemblance between us, but I am sure we can trace some connection back to Ireland in the middle of the 19th century. For now, I have a call into L’s office to see if he wants to catch up for a drink- we shall see what happens.