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
The Trust Default (Part II) – The Changing Shape of the Trust Circle
This is second post in a series on The Trust Default serialized from my upcoming book on Account Planning. (If you are interested...
The Trust Default (Part 1)
I have been away for a while, and have not posted here for two months. The reason: I have have been writing a...
The Four Phases of Customer Evolution
There are only four customer phases, and all customers will be in one of these at all times. There are many erudite articles...
The Challenger Sale Debate – Is it missing the point?
There has been a lot a debate among the sales training / sales enablement community about The Challenger Sale from the Sales Executive Council....
Sales Metrics That Matter [Infographic]
In previous posts I have written about the sales velocity equation and four levers that impact sales, number of deals, average deal size,...
Space
Space – no not the Star Trek variety as in "Space – the Final Frontier, but the gaps in conversation that you need to...
Customer Network Value
In June 2012, Angela Ahrendts, CEO of Burberry appeared on the cover of Fortune magazine. As Fortune reports it: Last May, Burberry CEO...
Customer are not just for life – but for the network
It is well understood that the cost of generating business from a new customer is much greater than acquiring business from a new customer....
Social Business Phases – a factor that is transforming B2B sales
Social Business Phases All commercial transactions go through three phases; Contact, Contract and Control. In the Contact phase, the seller is trying to find...
Social Trust – the Core of the Social Universe
Social Trust We are seeing a fundamental shift in the interactions between buyers and sellers, and indeed between all commercial entities and their customers. Attitude...
If mobile is the needle – social is the thread
If Mobile is the needle, then Social is the thread. Mobile makes information accessible anytime, anywhere, and can make information location sensitive. But Social...
Carpe Tabulam – Seize the Tablet: The mobile sales force
The inexorable rise of mobile device ownership is one of the most significant changes in the business landscape that any of us has witnessed...
Exactly How Mobile Is Your Sales Force?
Time is precious, and the sales person's time is incredibly precious, both to them and to the sales organization looking to maximize the performance...
6 Factors that are transforming B2B Sales – Part 1
I recently had the privilege of speaking at the Sales 2.0 Conference in San Francisco. My session – entitled Six Factors that are...
Embrace Change: A response to a dangerous post
I read a blog post from the CEO of one the leading brand names in sales training and it bothered me greatly. If this...
The Problem With Commitment
Earlier this month I had the pleasure of speaking at a conference for one of our partners. My presentation – "So, you have a...
iPad on the Sales Road: 13 Best Practice Tips
It's been too long since I've posted here. We've been a little busy with the new release of Dealmaker (big news – now it's...
Using LinkedIn Properly
In my previous post, Which B2B Social Network is the Most Valuable? I referenced the research we did through the DealmakerIndex and it was...
Which B2B Social Network is Most Valuable?
In my blog post My Social Media Experiment, I bemoaned the fact that most of the focus in reporting on the Social Universe...
Avoid the Delta of Disappointment
In a previous post, I recounted the returns companies get when they deploy a sales methodology, and also the reasons why many companies invest...