Altify Blog

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
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
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
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

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