Donal Daly
Donal Daly
Donal is Founder and CEO of The TAS Group the creators of the Dealmaker intelligent sales software application. Donal also founded Software Development Tools - acquired by Wall Data (NASDAQ: WALL), NewWorld Commerce, The Customer Respect Group and Select Strategies. Donal is author of five books including his recent #1 Amazon Bestseller Account Planning in Salesforce. He can be found on his blog at www.thetasgroup.com/donal-daly-blog or on Twitter @donaldaly
Stay Connected. Be Smart. Sell Better.
In his keynote address at Dreamforce on Wednesday, Marc Benioff talked about topics ranging from the Internet of Things to groundbreaking approaches to cancer...
Valuable Sales Calls Start With A Plan
When you pick up that phone to make a sales call, you are in control right? You’ve made the decision on when to call, and...
Why Sales Mobility Isn’t Just About Going Mobile
Back in 2012, I wrote about the proliferation of mobile devices and how this would impact on the way we work and sell. I...
5 Steps to a Great Sales Insight
Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that...
What Customers Should You Pursue in 2015?
> In business, there are really only two things that you control; who you call on, and what you say when you get there. If...
(Sales) Interaction Design
I had an interesting discussion just the other day about the rise of social selling; increase in virtual, rather than physical, sales engagement;...
A Sales Story for Our Time: Part 2
This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround...
5 Sales Credibility Killers
There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for...
Salesforce Sales Leadership Forum: 3 Key Takeaways
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....
Executing your 2015 Account Plan
One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There...
A Sales Story for Our Time
When Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new...
12 Steps to Account Planning in 2015
It’s that time. As you prepare for 2015 you need to be thinking about how to maximize revenue from your existing customers. I’m sure...
Will all Future Presidents be White Men? -The Predictive Analytics Problem
The answer to the question in the title is of course almost certainly No. But that’s not what the data said. If you look...
What Sales Managers Can Learn From The Music Business
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...
13 Things Marketers Need To Know About Sales
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 Metrics That Matter
The best sales professionals are constantly looking for help. Winners are honest in their self-assessment of the skills and competencies – or at least...
Battling the 57% – Part 3: Getting Ahead of the Curve
Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor....
Battling the 57% – Part2: Flanking to Win
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...
Battling the 57% – Buyers Buy Different Things
There’s a statistic out there that buyers have, on average, progressed 57% through their buying process before they engage a salesperson. That ‘average’ piece...
Make Every Sales Call Matter
So here’s the thing. There are really only two things that a salesperson controls; (1) who they call on, and (2) what they say...