I like to write and use the writing process as a way to formulate my thoughts and to create. I take topics that interest me, are both personal and professional, but in each case the subject matter is something that I care about. If the topic is complex I do my best to synthesize it and reduce the bigger issues into simple principles that can be used everyday as applicable.
In this section there are three categories of publications; Amazon #1 Bestsellers: my commercial books that I have published and been fortunate enough to see get to #1 on Amazon, Research / Studies: research papers or studies that take general business topics where I gather a lot of data and derive insights that I feel are instructive and helpful, and finally, eBooks: quicker shorter reads on very specific topics.
Amazon #1 Bestsellers
Digital Sales Transformation
Tomorrow | Today
Account Planning in Salesforce
Select Selling Sales Fieldbook
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Digital Sales Transformation - Donal Daly - Front Cover 200x295
Digital Sales Transformation
Digital Sales Transformation is about selling in a digitally transformed world. It changes how you sell and engage with your customer. Defining a Digital Sales Transformation blueprint to guide sales organizations to respond to this disruption as they struggle to catch up to their more digitally advanced customers is this book's core theme. Digital Sales Transformation in a Customer First World will be your constant companion as your execute your Digital Sales Transformation strategy. -
Tomorrow | Today
The book focuses primarily on the impact of AI on in the knowledge economy – particularly Sales, Marketing, and Customer Service. It will encourage you to embrace the arrival of AI (particularly the Augmented variety) as a positive force for the enablement of knowledge workers, and will help you to decide what tasks currently being undertaken by your knowledge workers, can be offloaded to the machine. The book will guide you to look at your most value-add activities – those that require the application of expertise, such as strategic sales, marketing strategy, and customer engagement – and consider how these activities would be better with augmented intelligence. Solving this problem will deliver rapid competitive advantage. -
Account Planning in Salesforce
ACCOUNT PLANNING in SALESFORCE is focused on helping companies that have purchased Salesforce with their Account Planning initiatives. Its goal is to be the reference text on Account Planning for all Salesforce users. -
Select Selling Sales Fieldbook
Growing revenue in this evolved economy is a challenge. Products are hard to describe and value is difficult to explain. Traditional sales techniques are ineffective. Buyers are more sophisticated, selling cycles are longer and customers have increasingly complex buying processes. With CEOs, sales management and professional sales executives in mind, the SELECT SELLING methodology addresses this challenge. Between them, they have started six successful companies. In 40 years' combined experience, spanning five continents, they have sold complex products, managed and trained sales teams, and helped companies grow revenue through the definition and implementation of organizational process - from strategic market positioning to sales execution.
Research
Predicting the Future: Business Performance Benchmark Study
Account Planning Book of Evidence
Inside the Buyer's Mind: Buyer / Seller Value Index 2016
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Predicting the Future: Business Performance Benchmark Study
The Business Performance Benchmark Study explores strategic directions, revenue growth considerations, improvement priorities and metrics to gauge progress. The submissions from 833 participants, in 60 countries, across 12 different industries segments, provided an in-depth perspective on the current state of business performance and outlook around the world. The study outlines strategic imperatives for 2017, impending disruptive factors and the business impact of societal factors such as trust and diversity. It assesses the opinions of business leaders, management and individual contributors on sales and marketing effectiveness, and examines relationships between the efficacy of best practices, the degree to which a company’s customer guides its actions, and the consequent company performance. For business leaders who are tasked with driving profitable, predictable revenue growth, or improving customer experiences, the Business Performance Benchmark Study is one of the world’s richest insight sources on how some organizations consistently perform better than others. -
Account Planning Book of Evidence
Account planning and management is used by winning sales organizations that repeatedly outpace their competitors. We have known this for a long time, but now the research is done and the evidence is in. With participation from 1,034 people from 942 companies in 62 countries, the Account Planning Book of Evidence Study reflects their experiences and perspective. Key Study Findings: 72% of participants cited increased understanding of a customer’s business as one of the key benefits of account planning 74% of participants cited account planning results in a better win rate 55% of participants cited better customer loyalty Account planning drives revenue, increases customer satisfaction, aligns your organization to serve your customer better, and provides incredibly gratifying moments when you can see the impact of your work – both for your customer, and for your company. -
Inside the Buyer's Mind: Buyer / Seller Value Index 2016
Customer-centricity starts with the first promise you make, and ends with the first promise you break. Valuable engagements occur when buyers and sellers take an approach that delivers shared benefit and this path to mutual value has proven to sustain relationships and reduce friction and expense. Did you know that: 67% of buyers engage sellers early in the sales cycle? US enterprise spends $579Bn a year on bad meetings? The customer experience is the most important factor in future business? Inside the Buyer’s Mind – The Altify Buyer/Seller Value Index 2016, uncovers the truth about the gaps between buyers and sellers, when buyers engage sellers, the costs incurred by both parties, and the opportunity to create greater mutual value.
These are downloads from the Altify website where you may be asked to enter your details again (sorry about that!)
eBooks
10 Elements of a Smart Sales Call Plan
Winning Sales Performance Management
Connect Solutions to Customer Problems
12 Elements of a Great Sales Playbook
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10 Elements of a Smart Sales Call Plan
There are only two things that a salesperson controls: 1. Who they call on, and 2. What they say when they get there Why is it that 62% of sales calls do not progress past the first meeting? The harsh truth is that most sellers are not adequately prepared. With this eBook, learn the elements of successful sales call planning and how agreeing on expectations with the customer and collaborating with your team on call strategy can have a measurable impact on your deal velocity. Make every sales call matter by ensuring that you and your sales team are prepared. -
Winning Sales Performance Management
Front-line Sales Managers have the toughest job in sales. They are pulled in so many different directions, by so many people, it’s hard to find the time to focus on effective sales performance management. It doesn’t have to be that way. Sales managers deserve better. The problem is not a deficit of data, but a deficit of insight. In other words, you can only get the right answers if you know the right questions. This eBook by Donal Daly, CEO of Altify, answers the 5 Key Sales Performance Management Questions: What’s the best cadence for managing my sales team? How can I understand the sales performance KPIs in my business? Can I reduce risk and avoid surprises to make my sales forecast? Are there enough real deals in my pipeline? Where are the risks? QBR: What happened to my forecast/pipeline last quarter? Download now and discover how Sales Managers can achieve the best sales performance possible from their teams, and crush the quarter. Because, in the end, that’s what matters. -
Connect Solutions to Customer Problems
One of the main challenges for enterprise sales is the inability of sellers to have real business conversations that deliver value to their buyers. Sellers that uncover their customer’s business problems and demonstrate value creation with their solutions achieve greater quota attainment. Read this eBook to discover: How to enable sellers to uncover their buyer’s real business problems How to create value-add conversations and map those to your buyer’s problems The essential steps to become a Trusted Advisor Value-add business conversations accelerate the seller’s credibility, which can have a significant impact on your sales velocity. -
12 Elements of a Great Sales Playbook
Sales Processes communicate best practices and serve as a valuable sales resource, advising sales people what to do in different situations and also motivating them through each stage of the sales cycle. A repeatable sales process provides your teams with a defined, systematic and measurable way to sell, and makes sure every sales person knows the buying signs that occur when you are winning, or the activities that will ensure they succeed. Download this free eBook from Altify and learn how to create and implement a Sales Process, the catalyst to remarkable improvement in your Sales Velocity.
These are downloads from the Altify website where you may be asked to enter your details again (sorry about that!)
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Comments / Feedback
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