Every professional role requires initial and ongoing training. Doctors and lawyers have to renew their licenses annually. I am certainly glad the pilots we had were trained. How prepared are your sellers for buying gauntlets? Click on the video to hear more.
Travel has always been a core part of my life. The excitement, mystery, hassle, fun, and occasional confusion it brings fuels my creativity, propels me toward the next destination, and makes returning to my home in San Diego even more special.
As one of my favorite storyteller, writer, and chef Anthony Bourdain once said:
“Travel is about the gorgeous feeling of teetering in the unknown.”
My friend John Spence knows this feeling well. With more than 30 years in the travel industry, John and his wife, Emma, have crafted experiences for travelers across the globe. Over the past decade, they built their own successful agency, sold it to a larger firm, spent several years within that organization, and then took a well-earned sabbatical. They went traveling, of course.
Now, they’re back and have launched The Spence Connection (TSC). Their approach is simple but powerful: assemble the very best talent, resources, and experiences from across the industry to create a cohesive, custom travel plan for each client. Because they’re not bound to a single company’s offerings, they have the flexibility to hand-pick the right experts and services for your exact itinerary.
To get a feel for the kind of travelers they serve, I recommend reading John’s recent article:
The Power of Planning Your Five-Year Travel Plan
If these services spark your interest, let me know. I’m working with John to create travel memories for my family and for the customers we serve in our core business.
In the swamps by the bayou, you can’t often see what’s coming at you. How about in your revenue pipeline? Click the video to listen more on increasing your visibility to revenue.
B2B Sales Job Seeker Checklist
Before you review the Checklist below, does everybody you know understand that you are looking for a job? I’m not saying to bring it up first thing at a birthday party, but you should let people close to you know what you are looking for. And then, get on LinkedIn and make those connections to ALL the people who have crossed your path, business and personal. Alright, proceed below…..
1. Understand Yourself, and Where You Want to be
- Identify your sales strengths (e.g., prospecting, closing, relationship building)
- Know your industry preferences and company type (S, M, L)
- Understand your career goals: entry-level, account exec, sales manager, etc.
2. Sharpen the Saw
- Understand CRM tools (Salesforce, HubSpot, Zoho)
- Develop core skills: cold calling, email outreach, discovery, objection handling
- Improve business acumen: learn a P&L, pain points, and the buying processes
3. Personal Branding & Resume
- Craft a clear, results-oriented resume with B2B language
- Tailor your LinkedIn profile for B2B roles (highlight sales numbers, achievements)
- Gather and post recommendations from colleagues or past clients
4. Targeting Companies
- Identify target industries and regions
- Build a list of companies hiring for B2B sales roles
- Research each company’s business model, growth, and product offerings
- Use Glassdoor/LinkedIn to assess company culture and reputation
5. Job Application Process
- Find the Hiring Manager or a connection to that person. Speak with them FIRST
- Apply directly through company sites or via LinkedIn
- Reach out to your connections for referrals to Hiring Managers
- Track your applications in a spreadsheet or job tracker tool
6. Practice, Practice, Practice
- Be ready to explain your sales process, metrics, and customer stories (if you have experience; if not relevant school curriculum)
- Prepare questions for the employer (their customers, team structure, quotas, training, territory)
- Refine virtual interview etiquette (camera, lighting, tone, etc.)
7. Networking
- Join industry groups (LinkedIn, Meetup, local business orgs)
- Attend webinars or B2B sales events
- Consider finding a mentor in B2B sales
Then comes the offer, and your negotiation to get the best compensation package. Let me know when that happens, I’m happy to help.
Greetings everyone from Albania and Montenegro. I am enjoying adventure travel this week before a full week of Sales Process Workshops next week in Paris.
Click on the video above to hear the topics we will assist you with as we wrap up Q3! Hvala ( or thank you in Montenegrin).
In my business and personal travels, I have been fortunate to see many wonderful parts of the world. One of the main reasons this privilege exists, among other liberties we enjoy in free societies, comes from the sacrifice of others.
My recent visit to the Normandy Coast of France, specifically to Utah and Omaha Beaches, Sainte-Mere Eglise, Pointe du Hoc and the American Cemetery at Normandy impacted me significantly. My Father served as a Medic in World War II, and while he was not part of the D Day invasion, he gave up a significant part of his life (during and after the war) for our shared freedom. It’s hard to find the accurate words to describe the courage and selflessness these people found to deliver us from pure tyranny; the will of goodness versus an evil power that would have literally changed the course of our world.
We all should contribute to freedom. Upcoming elections in France and the USA, and other democracies are one call to action. Another means to honor those who sacrificed is to neutralize bullies who overstep their bounds, breaking written and moral codes while limiting the voice and choice of others’ way of life. Too much of this exists now.
Let Freedom Ring. “Merci Beaucoup” or a “Thank You” is not enough-we all must act.
The Flannery Sales Systems team returns to Europe in June to deliver the customized AMP Workshop to a multinational customer in Brussels the week of June 17th. Tom Martin will join John to lead the Workshop to provide process, tools, selling skills and Coaching for immediate deployment to the field teams.
And in the week before (on June 13 and 14), John will be in Amsterdam to meet with prospects. If you are around and available for a coffee in either city, let us know and we will meet up.