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8 Steps to the Good Side

Donal Daly January 10, 2015 in Background, Leadership

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.

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7 Principles for Individual Sales Success

Donal Daly February 02, 2014 in Coaching, Background, Leadership, Velocity

You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your sales manager, employer, customer, product, partner, bank manager or religious leader who ultimately determines your destiny. It’s you, and in difficult selling times, that’s the first principle that you have to accept.

There are few professions where the inner strength of the individual protagonist is as critical as that of an individual salesperson. During each sales call, you put your own credibility - and that of your company - on the line. Most likely, you are the primary arbiter of success or failure, and you always face the risk of failure or rejection. But when you win, the sense of achievement and personal gratification are amplified just because you are always putting yourself out there.

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A little sales dashboard humor

Donal Daly January 27, 2014 in Coaching, Background, Velocity

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20 Facts about Sales Performance

Donal Daly April 05, 2013 in Background, Innovation, Leadership, Questioning, Forecasting, Learning, Technology, Sales Process

At The TAS Group, we just recently completed a global study of sales performance. The full report will probably be available by late April. If you want a copy email me ddaly (at) the tasgroup (dot) com.

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8 Steps to Effective Sales Methodology Implementation

Donal Daly March 31, 2013 in Background, Leadership, Training, Technology, Velocity

There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales effectiveness of your entire sales organization, significantly increasing your sales revenue. The bad news is that not all sales methodology solutions are implemented well. There are few distinct topics in the world of the Sales VP that raise such polarized views as the effectiveness of sales methodologies. Sometimes the very phrase ‘Sales Methodology’ is enough to make Sales VPs reach for the Pepto-Bismol. On other occasions, sales leaders can point to successful implementations that delivered consistent revenue increases, and improved sales effectiveness. 

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Business, Customer, Method, or Quota?

Donal Daly March 11, 2013 in Background, Leadership, Training

I have observed something very interesting lately, that you may find enlightening. I think I always knew it - but only recently did I start to formalize it. It is a critical area of focus for successful sales people, and it might not be the one you expect.

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A Blog Post (about sheep) for the Holidays

Donal Daly December 19, 2012 in Background

I don't often post funny things - but given the time of year, and the fact that I have not posted in a while - I've been writing a book, more about that later - I thought that I would write this post to make you smile.

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The Challenger Sale Debate - Is it missing the point?

Donal Daly October 07, 2012 in Background, skills, Innovation, Leadership, Questioning, Training, Technology, Sales Process, Velocity

There has been a lot a debate among the sales training / sales enablement community about The Challenger Sale from CEB's Sales Executive Council. Some of it has been cogent and balanced, but unfortunately a lot has been mud-slinging and poorly articulated or uninformed specious commentary that does not reflect well on the sales training industry. Most of the latter type has, probably predictably, come from those who might have good reason to be threatened by the seeming ubiquity or pervasiveness of TCS. On the other hand, where measured arguments have been put forward, it seems that these originate more often from users, practitioners, or observers who acknowledge the value of TCS while wondering about its place in an overall sales eco-system.

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Space

Donal Daly August 18, 2012 in Background, skills

Space - no not the Star Trek variety as in "Space - the Final Frontier, but the gaps in conversation that you need to leave when speaking to someone.

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Carpe Tabulam - Seize the Tablet: The mobile sales force

Donal Daly April 23, 2012 in Coaching, Background, Innovation, Leadership, Sales Mobility, Learning, Training, Technology, Velocity

[This is the second in a series on 6 Factors that are transforming B2B Sales in 2012.]

The inexorable rise of mobile device ownership is one of the most significant changes in the business landscape that any of us has witnessed in our lifetimes. In most developed economies in the world, practically everyone has a cell phone, an increasing number of which are smartphones, and the rapid growth of tablet ownership, pioneered by Apple’s iPad, is the fastest market penetration of any device we have ever seen.

The Mobile Landscape

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