Dan Perry
Dan Perry
Dan is an industry thought leader with more than 25 years of experience in b-to-b field sales, sales management, and sales operations. Dan has delivered domestic and international results for companies such as Hewlett Packard, Terremark Worldwide, Dow Jones, Activant Solutions, Kronos, CDS Global, Microsemi.
How to Develop an ‘A’ Player
Companies can only succeed if they place the right talent in the right conditions. But, how do you make sure you have the right...
Why Market Research Matters
Market research is a critical piece to a company’s success. Yet many companies struggle with it, or skip it all together. But, if you...
Does Your Sales Team Need More Customer Face Time? Here’s How to Get It.
Both Sales and Sales Operations are busier than ever. With access to data, we have metrics to quantify the pressure to excel. Every Sales...
The Secret to Predicting Sales Rep Turnover
A high-performing sales rep quits. A poor performer is let go. In both cases, you think, “I wish I’d seen it coming.” If you could…
How Well Do You Know Your Competitors?
Every sales leader wants to know what their competitors are doing. Knowing how your competitors are enabling their sales force can provide an advantage. But...
The Real Reason Your Best Sales Reps Leave
An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity...
Building A Team of A Players
Todd Skiles discovered a curious statistic after taking over in February 2014 as senior vice president of sales and solutions of the supply chain...
How to Get Employee Buy-in After Organizational Changes
The CEO called for organizational changes in the company. Now it's time to deal with the aftermath. HR bears responsibility for communicating why the...
6 Keys to Developing the Ultimate Sales Manager
The Sales Manager is the most important position on the sales team. Developing them should be your highest priority as a Sales VP. Their...
3 Reasons to Invest in Your Sales Managers
The Sales Manager is the most important position in a Sales Force. They are the connective tissue between the strategy and tactics to execute...
Is Salesforce.com Worth It?
A large technology customer just switched from one CRM to another. Complaints were consistent from the old system. “It took too long to enter...
Why Your Talent Program is Failing
Sales VPs complain they need better talent. They rely on a few sales people to make the number. The rest of the team misses...
Do You Have a Great Sales Culture?
Every sales team has a sales culture. Great ones are rare. They take a tremendous amount of work to establish and maintain. But most...
Three Ways to Find Out What the Other Guy is Doing
It is the most common question you ask when you have a sales dilemma. How have other people solved this problem? And how quickly...
3 Ways to Master Sales Team Politics
We all have it. It is the political bank account inside a company that gets things done. Some people have more political capital than...
How to Kill a Sales Team in 90 Days
Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase...
RIP: Sales Training
You just hung up from your weekly forecast call. Numbers don't look good. Your team is going to be short again this...
7 Signs Your Sales Rep Should Be Promoted
Preparing for the New Year requires decisions to be made. As a Sales VP, putting the best people in the correct positions is...
Surviving the Late Release of Your New Quota
Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. It was...
The One Thing You Cannot Skip When Hiring an ‘A’ Player
It's that time of the year. Planning for 2014 is in full swing. You just got off the weekly call with the...