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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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Do you know your Win Rate?

Donal Daly January 23, 2015 in dealmaker, win/loss, Sales Process, Velocity


As you are developing your sales strategy for 2015 (you are right?) one of the critical elements in determining your sales velocity is your Win Rate. If you don't know how many opportunities to need to pursue to make your number, your vision for the future will be cloudy. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel. It seems pretty simple at first, but calculating your Win Rate is not as straightforward as it might appear. In most cases sellers will think about their Win Rate as the number of wins as a percentage of the number of opportunities that were pursued. But that doesn’t tell the full story. 

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5 Sales Credibility Killers

Donal Daly December 09, 2014 in Call Planning, skills, Sales Process

...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.

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Salesforce Sales Leadership Forum: 3 Key Takeaways

Donal Daly December 04, 2014 in Leadership, Sales Mobility, Sales Process

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 with their peers in the sales leadership community, and of course network.

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A Sales Story for Our Time

Donal Daly November 25, 2014 in Coaching, skills, Questioning, Sales Process

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

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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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What Sales Managers Can Learn From The Music Business

Donal Daly August 15, 2014 in Coaching, Leadership, Sales Process

There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years.

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13 Things Marketers Need To Know About Sales

Donal Daly August 09, 2014 in Call Planning, Sales Process

There are few distinct viewpoints in business that are as polarized as those of marketing and sales professionals. Marketing is glamorous, sales less so. Sales are measurable, marketing less so. The uneasy relationship between sales and marketing is widespread and infects almost all types of businesses.

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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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