It was a pleasure to return to Brown University recently to guest lecture once again for the class Sales and Selling Leadership in the Entrepreneurial Environment, taught by Professor Howard Anderson. Last year, we focused on how Sales Process drives the tactical execution of a company’s commercial strategy. This year, the discussion evolved. We dug deeper into how entrepreneurs can scale their ideas through process, discipline, and customer engagement.
It was especially meaningful to have my daughter, Hannah, in the class, now a Senior studying Economics and playing on Brown’s volleyball team. Along with her was teammate and friend, Jessie Golden. Having them in the audience brought a special sense of pride and perspective.
Sales Process as a Foundation for Growth
Professor Anderson cites that startups only have two problems: sales and all else. That premise set the stage for an engaging conversation about how entrepreneurs can build a repeatable sales process that drives predictable results. We explored the idea that process creates objectivity and clarity. It allows founders to focus their creativity where it matters most: solving customer problems.
I asked the students to reflect on three simple but powerful questions when taking a product or service to market:
- Who are the Key Players (KP) you would focus on in B2B Sales?
- What business objectives are the KP measured by?
- What capabilities (services, ideas, etc.) do you bring that help them achieve the objectives?
These are the same principles we apply every day at Flannery Sales Systems (FSS) with clients ranging from high-growth startups to established enterprises. The fundamentals don’t change; only the context does.
Closing Reflections
Speaking at Brown again was deeply rewarding, as it pushed me into a different framework in preparation and delivery. The students’ interaction, questions, and ideas reinforced how critical it is for young leaders to understand that selling, done well, is about creating value and earning trust.
Sales Process Effectiveness Survey
Click on THIS LINK TO BEGIN.
This quick survey is designed to help you take an objective look at how effectively your Commercial Team uses your Sales Process (SP).
Rate each of the seven statements below on a scale of 1 to 10, where 10 represents consistently applied and highly effective.
Once you’ve completed the assessment, we will:
a) Consolidate everyone’s results anonymously into a group ranking
b) Share practical ideas to improve performance based on your input
c) Provide sample tools you can use to strengthen outcomes immediately
Ready? Let’s begin.
John traveled to Portland, Maine where he may have eaten too many lobster rolls but that won’t stop him from helping you in improving your selling skills.
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).