Donal Daly

[This is the third in a series on 6 Factors that are transforming B2B Sales in 2012. This factor deals with Social - and I have broken that down into four separate posts that will be published over the coming week.]

If Mobile is the needle, then Social is the thread.

Mobile makes information accessible anytime, anywhere, and can make information location sensitive.  But Social weaves all of the information together, and we each get to create our own tapestry – being curators of information from multiple and varied sources, engaging and allowing us to shape, create, and co-create information in our own voice, and, amplify the voices of others – all in a global community.

Remember, it is not that long ago that we were all chained to the desk locked down by the desktop computer. In 2000, wireless networking did not exist, and...

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 of their key quota-bearers.  Since so much of a sales person’s time is spent moving between A and B and back again, does it make sense to equip them with the tools to connect to their stakeholders to the greatest extent possible?

As with many important strategic decisions, though, it becomes a question of degree.  To what degree should we enable our sales people to be on the grid when they’re mobile?  Where on the spectrum of mobile phone (low mobility) through to complete mobile replication of their office situation (high mobility) makes most sense for our business and our budgeted investment?

I offer below 6 reasons for why you should embed automated intelligence into the mobilization of your sales force.  I have taken content from our free White Paper called Intelligent Automation for Sales Mobility, which you can...

I read a blog post from the CEO of one the leading brand names in sales training and it bothered me greatly. If this is representative of what is being taught in sales training classes today it is not only worrisome, but plainly wrong on a number of counts.

The post talks about the frustration that a sales person may experience when the Economic Buyer – a truly outdated concept, in my opinion – supports the sales person’s solution but can’t proceed because his team wants to go in a different direction.  The post goes on to suggest a framework to “put the power of the decision into the hands of the leader.”

This is dangerous advice.

The world where ‘top down’ decisions rule has changed, and rightly so. Finally, there is a recognition (among the enlightened) that unless any initiative has the support of those who will implement the initiative and be most impacted – then the initiative will fail.  There is great research from the...

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 fully iPad enabled); we recently launched a new website; just completed the deployment of Dealmaker to one of the world’s largest companies, and signed a very significant partnership with a global powerhouse. You will hear more about that soon.

But it is time to get back to the blog.

The big news in the mobile market in March was the launch of the new iPad. Notwithstanding the fact Apple’s new tablet is a bit lacking in the nomenclature department – I wish they had called it the iPad SJ, as was rumored – the iPad is the dominant tablet in the enterprise, boasting a 96% share of this important market, and smart mobile devices are beginning to outsell laptops. In Tim...