Altify Blog

In a previous post, I outlined the 5 key questions to develop a relationship strategy. Here I delve more deeply into #1. Who Matters? (Who are the Key Players?) Everyone, of course – everyone matters. That’s the first point to make and...
07/02/2018
Donal Daly
Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. When you access the right people in the buying committee and deliver personalized...
06/25/2018
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
One of the best parts of a sales leaders job is hiring and developing sales teams. This is also one of the most difficult and time-consuming aspects of a leadership role. Hours and hours go into the recruiting, interviewing and...
06/13/2018
Christine Merritt
There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Of course,...
06/11/2018
Donal Daly
A quick introduction to the upcoming series of blogs I am teaming with Altify to write over the coming months. This series is all about managing and developing Millennials, specifically in the Sales function of a company. I will be...
06/05/2018
Christine Merritt
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
Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the buying cycle unaided by sellers, evaluating solutions on their own, and only reaching out to suppliers in the late stages of their process. According to Inside...
05/21/2018
Donal Daly
I’m a bit of a geek / nerd / techy. I love technology. However, I worry about where we are today and where technology is headed. I worry about the over-reliance on technology to do our thinking for us and...
05/14/2018
Donal Daly
I have worked with talented sales professionals around the world and I have found that failing to access the key people, or to influence them effectively (by demonstrating value), is one of the most frequent reasons cited for failure in...
05/08/2018
Donal Daly
If you‘ve read many of my posts you know that I like to do a lot of primary research and look beyond opinion to real data to get insight into the reasons why certain companies perform better than others. Why...
04/30/2018
Donal Daly
Over the last few weeks I have posted here, here, here, here, and here to describe the underlying framework to build your Ideal Customer Profile. Doing this well is one of the most impactful exercises for Marketing and Sales professionals. In this post I will pull it...
04/23/2018
Donal Daly

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