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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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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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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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5 Abilities That Help to Predict Success

Donal Daly July 10, 2014 in skills, Leadership

We are all born with a certain set of skill or abilities. As we grow and develop we get the opportunity to maximize the contribution we make to the world and to each other, in work and in our personal lives.

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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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10 Rules for Great Sales Coaching

Donal Daly November 12, 2013 in Coaching, skills, Leadership, Analytics / BIg Data, Technology

Over the last number of years I have given a lot of thought to Sales Performance Management. I think that most experienced practitioners and observers recognize that the front-line sales manager is the key to scaling sales performance. But it is a really hard job. And if sales managers are in fact the linch-pin of the sales organization, then when sales management fails, sales fails. Bouncing from task to task, managing up, out and wide, getting to the important tasks often suffers under the pressure of the urgent. One of the important tasks that get relegated to the 'I-know-I-should-do-it-but-I-just-can't-get-to-it' bucket is sales coaching. I thought that I would share some thoughts here on how you might make what every coaching time that you have most effective.

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What to do when "No Decision" is not in the customer's best interest

Donal Daly August 27, 2013 in skills, Leadership, Sales Process

I have written before about the only two reasons that you lose a sale;

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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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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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