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Dealmaker Index Example Report

Donal Daly January 02, 2012 in Coaching, skills, Innovation, Leadership, Questioning, Pipeline, negotiation, Forecasting, Learning, social media, Technology, Sales Process, Velocity

The Dealmaker Index has been running now since early November 2011 and we have been learning a lot from all of the participants. Here is sample report so that you can see the kind of information you can get if you participate in this free study. The report comes in four parts: Summary Infographic, Executive Summary, Detailed Analysis and Personal Dealmaker Index Report. The Executive Summary and Detailed Analysis components each relate to the company Dealmaker Index score, and the Personal Dealmaker Index Report is tailored to the individual who completed the study.

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The Anatomy of a Dealmaker: Part III - Are you a Dealmaker?

Donal Daly November 08, 2010 in Background, Leadership, negotiation, Learning, Training, Technology, Sales Process, Velocity

This is the final part in a 3-part series on how to become a Dealmaker. Dealmakers win more deals than their less schooled counterparts. In the first post Part I - The Sales Quadrant Profiler, I've tried to structure a model that might illuminate where you are starting from. This was followed by Part II - First Steps to Becoming a Dealmaker I where I described four key attributes that I consider essential for success. Here, in this final part Part III - Are you a Dealmaker?, I want to help you self-assess how you measure up to where you know you should be. I set our 20 basic attributes or proficiencies that you might evaluate from your own perspective to see what you might improve.

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Y.A.H.O.O. - You (should) Always Have Other Options

Donal Daly July 18, 2010 in Innovation, Leadership, Pipeline, negotiation

The founders of Yahoo! are purported to have said, “You Always Have Other Options”. It might be one of those apocryphal stories - but it's a good one. And there's a great and salutary lesson here for sellers. When you're on the receiving end of procurement pressures, negotiation nightmares, or buyer bad behavior, it's good to know that you always have other options. Or do you? Well that depends on what your pipeline looks like, how you're doing so far in the quarter, and what value your product really brings to the customer.

Later in this post I'm going to address the pipeline issue, or rather the "how do I know if I've enough in my pipeline?" question. But first I'd like to consider why it's always good to have other options.

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Negotiation: 3 Rules and 17 Questions

Donal Daly January 02, 2010 in negotiation, Learning

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A Negotiation Story - Don't Confuse Position with Interests

Donal Daly July 28, 2009 in Background, negotiation, Learning

Every deal is important. In these times, because there are fewer of them, each deal is more important than ever before. However, it's getting much harder. Talking to lots of sales professionals I've observed many new barriers appearing. Obstacles seems to emerge un-announced, and deals considered complete are shut down for unknown reasons. As I considered this I was reminded me of a negotiation story I included when I wrote the Select Selling Sales Fieldbook. Here's the extract, context and story.

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