Making sure that existing or prospective customers understand how they will use your product or service to increase revenue, decrease costs, and mitigate risk is a key component to establishing value. But before we can “tell” someone what our value proposition is, we must first understand how they currently operate today in the absence of what we are selling. Make sense? Is it easier said than done? Definitely.
All the features and benefits in the world don’t mean anything until existing or prospective customers have a clear understanding of how your product or service addresses the challenges they are facing and helps them meet their business objectives. So, it makes sense that we must first understand what the business objectives and challenges are before discussing how we can achieve or overcome them. This concept is so basic and fundamental that it is often overlooked. On May 13, we will make sure we all understand the concepts before the session adjourns.
John E. Flannery
Flannery Sales Systems, LLC
603 N. Coast Highway 101, Suite H
Solana Beach, California 92075
John E. Flannery works with his customers to develop specific revenue-generation programs based on sales process. He also provides them with the supporting implementation services to help companies maximize their investments and drive results.
With 29 years of sales, sales management, and business ownership experience, Mr. Flannery understands how sales organizations should run from all levels. After 10 years in Fortune 500 companies, including Pitney Bowes and Nextel, he founded, built, and sold his own business in the wireless industry. As the lead sales executive for a multinational organization, Mr. Flannery drove the implementation of sales process into that company. He sits on the Marketing Department’s Advisory Board at San Diego State University (SDSU) and graduated from SDSU with a B.S. in business administration.
Flannery Sales Systems has customers in many industries, including fitness equipment manufacturing, diagnostic testing, wireless, medical device, web, and professional services. The firm has worked in 14 countries throughout Europe, Asia, and North America, helping companies to drive revenue through sales process.