Altify Blog

If I love you a lot, and demonstrate that to you clearly through my actions, then I think it is only fair that you love me back. If you don’t want to love me back, or if for some reason...
10/02/2018
Donal Daly
Over the last posts I’ve written a lot about how to develop a business relationship strategy. You can see those posts here: 5 Key Relationship Questions, #1: Who Matters?, #2: How Do They Think?, #3: What is your Current Relationship?,  #4: What is the Relationship...
08/13/2018
Donal Daly
I want to tell you a story about how investing time to learn about the person behind the buyer helped me in a very large sale. It was April 2015 and I participated in a Deal Review – at Altify, we...
06/18/2018
Donal Daly
In order to improve your relationship with the customer, you first have to understand where you’re starting from – in the context of the customer’s decision cycle. Typically, when a customer is making an investment, they are doing so in...
05/28/2018
Donal Daly
Those that occupy that rarified space of ‘best-in-class’ sales transformation programs deliver exceptional value to their companies. Without exception, the leader driving the change is passionate, charismatic, dedicated to the cause, and the guiding light for the rest of the...
09/25/2018
Donal Daly
I took last month off from writing. A month is a long time for me not to post anything – but it was time for me to read more than write, to focus solely on learning from others, and take...
09/19/2018
Donal Daly
This is an extract from the Executive Sponsor Program section of my book: Digital Sales Transformation in a Customer First World. Executive customer visits are often clumsy attempts to close a deal that the account manager has not been able to...
09/10/2018
Donal Daly
In a previous post I have written about the value of an Executive Sponsor Program.  The benefits are clear; but it is not always straightforward to embed it in an organization. For an Executive Sponsor Program to work, it must first of...
08/27/2018
Donal Daly
I too have heard the horror stories. The senior executive arrives to join the ‘closing call’.  Because she is not well prepared she sends the deal sideways. Or because there are no agreed rules of engagement she overrides the salesperson’s pricing...
08/20/2018
Donal Daly
In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last four posts I explained #1: Who Matters?, #2: How Do They Think?, #3: What is your Current Relationship? and #4: What is the Relationship Gap? In this post...
08/07/2018
Donal Daly
In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last three posts I explained #1: Who Matters?, #2: How Do They Think? and # 3: What is your Current Relationship? Now we know our starting position. In this...
07/23/2018
Donal Daly
In a previous post I outlined the 5 key questions to develop a relationship strategy and in the last two posts I explained #1: Who Matters? and #2: How Do They Think? In this post I will help you to understand the current state of...
07/16/2018
Donal Daly
Deal reviews done correctly can be game changers for sales execution, and they are critical to bringing about a culture of consistent improvement across the company. Good deal reviews on a regular cadence help everyone, from the front-line account executive...
07/12/2018
Anthony Reynolds
In a previous post I outlined the 5 key questions to develop a relationship strategy and in the last post I explained #1: Who Matters. In this post, we will try to get inside the mind of the customer as a key element...
07/09/2018
Donal Daly

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