WorldCat Identities

Donnolo, Mark

Works: 5 works in 47 publications in 1 language and 2,031 library holdings
Roles: Author
Classifications: HF5438.4, 658.81
Publication Timeline
Most widely held works by Mark Donnolo
The innovative sale : unleash your creativity for better customer solutions and extraordinary results by Mark Donnolo( )

16 editions published in 2014 in English and held by 823 WorldCat member libraries worldwide

Cover; Contents; Acknowledgments; Introduction; CHAPTER 1 The Sales Innovation Dilemma; The Dilemma of Perception; The Dilemma of Constraints; The Dilemma of Personality; How Sales and Innovation Work Together; CHAPTER 2 The Innovative Sale Principles; Principle One: Pattern; Principle Two: Variety; Principle Three: Unity; Principle Four: Contrast; Principle Five: Movement; Principle Six: Harmony; CHAPTER 3 What's Your Problem? Laying the Foundation and Gathering Insight; The Innovative Sale Process: An Overview; Step 1: Define the Challenge and Constraints; Step 2: Gather Insight
Essential account planning : 5 keys for helping your sales team drive revenue by Mark Donnolo( )

7 editions published in 2017 in English and held by 624 WorldCat member libraries worldwide

Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning , sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today!
What your CEO needs to know about sales compensation : connecting the corner office to the front line by Mark Donnolo( )

11 editions published in 2013 in English and held by 528 WorldCat member libraries worldwide

Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business
The innovative sale : unleash your creativity for better customer solutions and extraordinary results by Mark Donnolo( )

12 editions published in 2014 in English and held by 55 WorldCat member libraries worldwide

When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically ... or by the seat of their pants. In this groundbreaking audiobook on sales creativity, listeners will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking
QUOTAS! : design thinking to solve your biggest sales challenge by Mark Donnolo( Book )

1 edition published in 2019 in English and held by 1 WorldCat member library worldwide

Audience Level
Audience Level
  Kids General Special  
Audience level: 0.18 (from 0.07 for Essential ... to 0.78 for QUOTAS! : ...)

English (47)