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
Battling the 57%: From Sex to Romance – The Ultimate Flank
Don’t be put off by the title. This might not be what you expect. And sometimes that’s the point. There is a lot of nuance...
Helping the Front-Line Sales Manager – It’s All about Rhythm
About once every six months I have the privilege of hosting some of our customers at our Customer Advisory Board meeting. At these meetings...
7 Principles for Individual Sales Success
You should only read this on if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced...
Unpacking Sales Velocity
When Henry called me yesterday he asked a really interesting question. ”Why is it”, he said, “that everyone feels that the start of the...
7 Principles for Successful Sales Leadership
One of the perks of my job is the interaction I am privileged to have with so many great sales leaders. During the beta...
10 Rules for Great Sales Coaching
Over the last number of years I have given a lot of thought to Sales Performance Management. I think that most experienced practitioners...
Why LinkedIn is losing its value to me
I don't know about you, but I am a little frustrated with LinkedIn lately. Every single day now I am getting multiple generic...
Why Big Data for Sales fails
The Big Data hype worries me. A lot. Particularly as it pertains to sales analytics. When it comes to understanding the inflection points that...
Realtime (Honest) Feedback on your Sales Proposals?
As you may know I published my most recent book – Account Planning in Salesforce - earlier this year. I am always nervous when...
What to do when “No Decision” is not in the customer’s best interest
I have written before about the only two reasons that you lose a sale; You should not have been there (chasing this particular opportunity), or…
10 Things Every Sales Manager Should Know About Sales Performance (Infographic)
Thanks to our friends over at Work.com for helping us with this infographic. . The data in this infographic is based largely on the Dealmaker…
The Role of Account Based Marketing in Account Planning
You may be aware that I recently published my latest book called Account Planning in Salesforce. (You can get a free extract here.)...
When is your Win Rate not your Win Rate?
It seems pretty simple at first, but calculating your Win Rate is not as straightforward as it might appear. In most cases sellers will...
12 Elements of a Great Sales Playbook
The implementation of a sales playbook can be one of the most impactful initiatives for any sales organization. There are two reasons for this...
Sales Playbooks & CRMs – The Perfect Tango
I was speaking recently at a conference on Sales 2.0 tools. During the coffee break after my session I ended up in a...
20 Facts about Sales Performance
At The TAS Group, we just recently completed a global study of sales performance. The full report will probably be available by late...
8 Steps to Effective Sales Methodology Implementation
There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales effectiveness of...
Business, Customer, Method, or Quota?
I have observed something very interesting lately, that you may find enlightening. I think I always knew it – but only recently did I...
When B2B Cross Selling Goes Bad
My new book, Account Planning in Salesforce, is due to be published at the end of March 2013. I am excited about it....
The Trust Default (Part III) – Building Trust
This is third post in a series on The Trust Default, serialized from my upcoming book on Account Planning. You can click on...