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Big Questions for Sales Managers

Donal Daly March 09, 2015 in Account Management, Sales Process, sales competency, Sales Planning, Sales Management, Sales Coaching,, sales manager

Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really difficult to know how to answer the questions “How do I get the most from my sales team?” and “How do I remove uncertainty?”


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Trust Matters: The Data Is In

Donal Daly March 09, 2015 in Account Management, planning, sales tips, Donal Daly, competitive intelligence, Leadership, Sales skills, Value Proposition, dealmaker, Sales Process, Sales Alignment, Account Planning

I have written often about the importance of Trust In Business. I have always contended that without Trust it is rare that you will be successful. It has also been my experience that many others care about this deeply. It was interesting to note that in my book Account Planning in Salesforce, the chapter on Trust was one of the most underlined sections of the book. (There is this cool feature for an author for books distributed on a Kindle where you can see what people are marking up or underlining.)


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What Customers Should You Pursue in 2015?

Donal Daly December 22, 2014 in Account Management, Technology

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.

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Executing your 2015 Account Plan

Donal Daly November 28, 2014 in Account Management, Technology

One 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.

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12 Steps to Account Planning in 2015

Donal Daly October 09, 2014 in Account Management, Technology

It’s that time. As you prepare for 2015 you need to be thinking about how to maximize revenue from your existing customers. I’m sure you know acquired business from an existing customer is six times more profitable than pursuing new customers. But, did you also know that you are seven times more likely to win business from an existing customer than you are when you are trying to capture that new logo? I have written about this extensively in my book Account Planning in Salesforce, but to get you started, here are 12 things you should think about as you look to how your existing customers can contribute to your 2015 revenue goals (with a focus on Salesforce users).

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5 Key Dreamforce Sessions and 3 Tips

Donal Daly September 29, 2014 in Account Management, Coaching, Sales Mobility, Technology, Sales Process

There is a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions. It is not possible to cover everything, so you need to be judicious in your selections.

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Sales Metrics That Matter

Donal Daly July 23, 2014 in Account Management, Coaching, skills, Questioning, Pipeline, Forecasting, Sales Process

The best sales professionals are constantly looking for help. Winners are honest in their self-assessment of the skills and competencies - or at least as honest as they can be.

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Battling the 57% - Part 3: Getting Ahead of the Curve

Donal Daly July 15, 2014 in Account Management, Coaching, skills, Leadership, Sales Process

Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor. I have written about this how I think the ‘57%’ is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes the call you after they have done their own research. Strong patterns exist that correlate the level of awareness that a buyer has of a need to act as he rushes headlong to that 57% Point, directly with his propensity to buy something. That is really no surprise. The parallel pattern however is that his level of awareness is inversely proportional to your opportunity to create value. This is a vital opportunity to which every sales strategist should be paying attention and that’s because most effective selling happens before the buyer calls someone for a solution.

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Battling the 57% - Part2: Flanking to Win

Donal Daly July 05, 2014 in Account Management, Call Planning, Coaching, skills, Questioning, Sales Process, Velocity

I have written before about the statistic that is out there ‘buyers have progressed 57% through their buying process before they engage a salesperson’ – is in fact an average and that how you act before and after ‘the 57%’ is a matter of choice, not a function of averages. It really comes down to whether you engage first with the buyer, or react to their engagement with you. In this post I will set out some guidelines on how you might react ‘after the 57% point’ if you find yourself in that situation.

Let’s first consider the whole spectrum of engagement – the Sales & Marketing Continuum.

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Battling the 57% – Buyers Buy Different Things

Donal Daly June 03, 2014 in Account Management, Call Planning, Coaching, Questioning, Sales Process

There’s a statistic out there that buyers have, on average, progressed 57% through their buying process before they engage a salesperson. That ‘average’ piece seems to have been lost, and a commonly held-belief now is that this 57% is a fact in all cases.

How you act before and after ‘the 57%’ is a matter of choice, not a function of averages. Buyers buy different things, and sellers sell differently. You get to choose. But first, let’s explore the differences.

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