Happy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
John visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
Last month, I had the opportunity to visit the JFK Museum in Boston while on a business trip to the area. This visit had been on my bucket list for some time, and I had immersed myself in reading about President John F. Kennedy to prepare for the experience. Little did I know that the real essence of JFK’s leadership and service to others would come to life in a whole new way as I walked through the museum.
I was already aware of the pivotal moments in Kennedy’s life, such as his journey to the Oval Office, his role in the Cuban Missile Crisis, and his unwavering support for the Civil Rights movement. However, being at the museum allowed me to delve deeper into the complexity, danger, and the level of involvement he had in both these monumental events.
It would be odd not to be in awe of the pressure and responsibility that Kennedy faced during those harrowing days in October 1962. The world stood on the brink of nuclear war, and it was Kennedy’s leadership, his calm and measured approach, that steered us away from potential catastrophe. The crisis underscored the true test of a leader, showing how one handles adversity and the lives of millions hanging in the balance. Kennedy’s decision-making during this crisis demonstrated his resolve and his commitment to safeguarding not just American lives but the entire world.
The additional profound impact JFK had on shaping the world was through the establishment of The Peace Corps. While these two major crises unfolded in the 1960s, Kennedy was also laying the foundational work for the Peace Corps, which would go on to become a beacon of American goodwill and humanitarianism. This organization exemplified his vision of service to others, both domestically and internationally.
Visiting the JFK Museum was a powerful reminder of the enduring legacy of President Kennedy’s leadership and his unwavering commitment to service. His ability to inspire others to serve their country and the world is a testament to the kind of leadership that transcends time and continues to shape our world today. In an age where leadership and service are more crucial than ever, Kennedy’s example remains a beacon of hope and inspiration, one that would could certainly use in our next President.
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.
New business development has me crossing the Atlantic from Saturday, 26 November until Saturday 3 Dec. It’s a pleasure to be back in Paris and adapt to the European approach to buying and selling.
If you are around and available, let’s meet to discuss Sales, stroll through a park, eat lunch, or simply revel in the beauty of Paris. Message me here or at john@drive-revenue.com or What’s App 1 858 518-7039. Au Revoir!
The Leading Conference for B2B Sales and Revenue Leaders
The Sales 3.0 Conference will be held at the Kennedy Space Center in Florida, and we are proud to sponsor this event. Day One will focus on accelerating sales performance. Day Two will focus on building a faster, better, and higher performing revenue engine.
If you’re interested in being our guest at this conference, please contact John at john@drive-revenue.com or 858 518-7039.
Sales 3.0 has invited 22 world-class sales acceleration experts to share their proven ideas, strategies, and tactics to help you win. 250 high-level sales leaders will be attending in person and it will be broadcasted live to over 500 sales leaders residing in 50 countries worldwide.
Who Should Attend
- CEOs/Presidents
- Chief Revenue Officers
- Chief Sales Officer & Sales VPs
- Revenue Operations Leaders
- Sales Training/Development Leaders
- Sales Performance/Productivity Leaders
- Sales Director/Sales Managers
Conference Location
Kennedy Space Center
State Road 405, Building M6-306
Kennedy Space Center, FL 32899
We hope to see you there. Blast OFF!
John attended sports events at the University of Michigan, both field hockey and football. Both sports require continuous skill development as does a career in sales. What sales skills are you currently working on?
We are thrilled to be traveling across an ocean after 27 months of being domestic. John was in Istanbul, Turkey, the 55th country he has visited.
It’s been 27 months since I’ve crossed an ocean, and I can’t wait for the International travel next week. A Sales Process Workshop takes me to suburban Prague, but I will also be having meetings (and adventure travel) in Istanbul (June 13 to 16), Krakow (June 17 to 20), the Czech Republic (June 21 to 23), and finally in London (June 24 to 26).
If you are around and available, let’s meet to discuss Sales, hike a trail (click on photo above), eat lunch, walk in the park or simply revel in the glory of being back on the road. THE PEOPLE are what I’ve missed the most- let’s connect. Message me here, or to john@drive-revenue.com or What’s App 1 858 518-7039. Cheers
Marco Trombetti, the creative, fun, passionate, successful CEO of Translated has embarked on a project that reflects his vision to embrace the spirit of humans in an epic adventure. Marco and his wife Isabelle are the co-Founders of Translated, a language services company that has harnessed the power of Artificial Intelligence (AI) to break down the barriers in language and elevate human communication and effectiveness. We have been training their Global Sales team since February of 2020.
In 2023, Translated will compete in the Global Ocean Race, a sailing challenge that will circumnavigate the world in a 4-leg journey without the assistance of high technology navigation. Another stipulation of the race is that 7 amateurs must be on the crew of 10 at all times, working alongside 3 sailing professionals. Marco invited my wife Septembre and me to join their crew in a practice run out on San Francisco Bay last weekend.
Paul Cayard is the Captain of Translated9; Paul is one of the most successful sailors on the planet. As we set the sails and cruised into the bay, under the Golden Gate Bridge towards the ocean, I spoke with both Marco and Paul. Paul talked about the skills sailors need, Leadership on board, innumerable variables to manage, and the process followed to run a global ocean race.
Marco shared the vision of Translated’s services, the content and tools that they have developed, and the importance of engagement and connection with customers. The latter part reflects the company’s motto and the upcoming voyage-We Believe In Humans, as painted on the side of the boat. The race is emblematic of the team’s work, embracing technology and tools, but ultimately relying on the talented people in the company.
The experience on Translated9 was electrifying, being on a beautiful craft managed by a highly capable team ripping across the water. I sense that this race in 2023 will be monumental for the Translated team, focusing on the belief in one another as much as the finish line.