Altify Blog

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
We are now onto the final of the three categories of attributes that describe your Ideal Customer Profile. Firmographics: Who should you call? (See here) Customer Business Problem: What problem do they have? (See here) This post addresses Positive Impact Potential: Will they be successful?, possibly the...
04/16/2018
Donal Daly
The attributes of your Ideal Customer Profile can be separated into the three categories: Firmographics: Who should you call? Customer Business Problem: What problem do they have? Positive Impact Potential: Will they be successful? In my last post I described what to do to get...
04/09/2018
Donal Daly
In my last post Ideal Customer Profile: Mining Your Customers, I showed how your existing customers are a great place to start to discover your ICP. This built on the previous post Ideal Customer Profile – Part 1: Introduction, where I introduced...
04/02/2018
Donal Daly
I have written about Trust a lot over the years, but was prompted to revisit this important subject having just watched In Technology We Trust, a panel discussion from Davos. Before I get into the topic here, it’s worth watching this...
03/26/2018
Donal Daly
Exhibit 1: And I find it kinda funny, I find it kinda sad The dreams in which I’m dying are the best I’ve ever had Exhibit 2: Yes, there are two paths you can go by, but in the long...
03/19/2018
Donal Daly

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