Don Gray

Don has enjoyed a thirty-plus year career in sales, marketing, international management, strategic planning, and sales process and coaching. Over his career, he has developed an extensive background in systems software, database and business application technologies, and data warehousing solutions. Additionally, Don has been responsible for sales education development and deployment activities and has extensive experience in facilitating both sales skills and business solution workshop sessions worldwide. Don is experienced with and certified in a variety of selling methodologies including: Sales Force Systems’ Eagle Selling Methodology, Holden International’s Power Base Selling and related programs, Huthwaite’s SPIN Selling, IMPAX Corp’s Strategic Account Sales and related programs, and the Dale Carnegie Sales Course.
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Recent Posts

Achieving Predictable Sales Forecasting Results

History

Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Why could we not get to a high degree of accuracy month over month? It occurred to me that if we did not have a well-defined sales process we could not get a reliable sales forecast. I asked myself, so when do I say a deal is going to close? I realized that it was when I felt it was going to close.
And my sales teams acted the same way. I began to examine what was critical to predict when a sales opportunity was going to close with a high degree of accuracy. My research and my evaluation of the activities
I was doing helped me come up with a model that can drive a very high degree of predictability. 

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The Business of Sales

I am often approached by businesses that complain that their sales are not what they want them to be.
They feel that they have a good organization with good sales representatives. They are certainly interested in growing their business, but the sales aren't there. As I dig further into their concerns, I often discover that the challenge for them might be bigger than just selling. It may be The Business of Sales.

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4 Key Principles to YOUR Sales Process

Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Why could we not get to a high degree of accuracy month over month? It occurred to me that we did not have a well defined sales process to help us in our sales forecasting. I asked myself, "so when do I say a deal is going to close?" I realized that it was when I felt it was going to close. And my sales teams acted the same way. I began to examine what was critical to predict when a sales opportunity was going to close with a high degree of accuracy. My research and my evaluation of the activities I was doing helped me come up with a model that can drive a very high degree of predictability.

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Revenue Performance Management: Acquire That Customer!

Previously, we discussed:

Now that we have these prospects, we need to convert them into customers (that is - ACQUIRE them)! Enter your sales organization!

 
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Getting Sales to Engage with Marketing

As a fellow sales and marketing professional, I wanted to follow up on Margery’s September blog post. Her blog focused on the disconnect between marketing and sales and stressed that we must eliminate this disconnect to ensure successful B2B initiatives. I will examine this from the sales perspective.

It is well known that in today’s digital age, content is king. We can find anything just about anywhere. We can gain insights on how to improve just about anything. But — it wasn’t always this way. The changes the information age has ushered in have made it imperative that sales engages much more closely with marketing.

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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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