The Blog has MOVED!

DonalNewBlogPlease note, this blog has been moved to http://www.thetasgroup.com/donal-daly-blog

All future posts will be on this new domain, and all previous posts will redirect to there as well.

Please update your bookmarks and links to direct to the new blog

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS
  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

8 Steps to the Good Side

1 Comment →

postcard-front-final-700

>

They say that a child laughs on average 300 times a day, and an adult just 5 times. If that is true, it is pretty sad. I get how life can catch up with us; but at the end of the day what you see in the mirror is what other people see. If you smile, others are more likely to smile back. It’s an example of positive engagement.

Most successful people smile. Cause and effect.

I have nearly always worked for myself so I’ve never had the benefit of a senior in-company role model (though I have learned a lot from…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

5 Steps to a Great Sales Insight

here-be-dragonsMuch has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your product. However, not much has been written about how to do this well or consistently. Sellers are struggling to know where to start, and some sales and marketing organizations flounder when trying to build an ‘insight machine’ that scales. How can you ensure that your insight machine (a) delivers insights that customers appreciate and (b) guides them to your solutions?

According to Forrester Research, 64%…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

What Customers Should You Pursue in 2015?

US Map

>

In business, there are really only two things that you control; who you call on, and what you say when you get there. If you put the effort into deciding what customers you call on, you are much likely to be effective when you get there. This applies as much to individual sellers as it does to those responsible for developing the company’s strategic sales or marketing approach.

So, how do you decide where to spend your selling time in 2015? You need to decide where to prioritize your time, because not all account or opportunities (or markets) are equal.

How to…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

(Sales) Interaction Design

idI had an interesting discussion just the other day about the [putative] rise of social selling; increase in virtual, rather than physical, sales engagement; and the rush to redeploy field sales resources to inside sales. The topic being discussed was how, or if, a company should adjust its sales strategy to accommodate or leverage these new capabilities. I have a few thoughts about this and I would welcome your opinion.

There is a growing body of opinion that these “trends” (social, virtual, inside) are the ‘new normal’, and unless you quickly adopt them, and switch your investments from other (possibly successful)…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

A Sales Story for Our Time: Part 2

frustrated-man-and-woman-with-computer

This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack always felt that Dignam, the lead singer of Irish rock band Aslan, was one of the world’s undiscovered singers. “Damn right, it’s far too complicated” Jack mused as he nudged the BMW forward on San Francisco’s Montgomery Street.

As CMO of JKHiggs, Jack was thinking about his conversation with Matt Langton, one of JKHiggs’ star sales performers. Or, perhaps better said, one of the company’s past star performers.…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

5 Sales Credibility Killers

1 Comment →

Trust-Me 650

There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage.  Buying from a market leader was often seen as the obvious (and safest) path for a buyer to take.

But the world has moved on.  Established companies are being disrupted. Remember Kodak? Did we ever think we would see Microsoft’s dominance of the desktop challenged?  What about the decline of Nokia and Blackberry?

In…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

Salesforce Sales Leadership Forum: 3 Key Takeaways

Salesforce is the world’s largest cloud company, and many businesses around the world run their businesses on one, or a combination, of their solutions. So it would seem logical that Salesforce could provide a focal point for companies to exchange business ideas and best practices. I participated in an event recently that was designed by Salesforce to be just such a forum for Sales Leaders.

The stated objective of the event (part of a broader program) was to provide an opportunity for Salesforce customers to hear from trusted sales thought-leaders on the changing trends in sales, share best practices and innovations…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

Executing your 2015 Account Plan

success 650One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Dealmaker). Developing a plan has limited benefit unless you have the requisite tools and action plan to help you follow through. In this post, I give a short summary of an account planning approach and detail how you might think about your action plan.

In my book Account Planning in Salesforce, I set out three basic themes…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS

A Sales Story for Our Time

frustrated-manWhen Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new supplier.

“You know it’s not you. I like working with you Matt. How long are we working together? It’s been a long time.” Said Joanne, the EVP Operations at DeepEarth Oil, “But Mandy Adamson at Innopartners – she blew us away. I know they are a little more expensive than you, but Mandy agreed to share her vision with the whole executive team as well at our next exec QBR. She helped me think about this company…

  • LinkedIn
  • Twitter
  • Facebook
  • email
  • Print
  • RSS



Dealmaker365 Blog © 2010 - 2015 All Rights Reserved. Using WordPress 3.5 Engine