WorldCat Identities

Donnolo, Mark

Overview
Works: 9 works in 61 publications in 1 language and 3,565 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 1,270 WorldCat member libraries worldwide

Working Through the Innovative Sale ProcessCHAPTER 9: The Innovative Sale in Practice: Coaching Your Team; The Innovative Sale Assessment: Understanding Your Sales Team's Creative Quotient for Sales; Putting It into Action; CHAPTER 10: What's Your Creative Quotient for Sales?; Get Your Creative Quotient for Sales; Building Your Innovative Sale Muscles; APPENDIX: Your Revenue Roadmap: A Powerful Left- Brained Approach for Connecting the Sales Effectiveness Disciplines; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; X; Y; About the Author
Essential account planning : 5 keys for helping your sales team drive revenue by Mark Donnolo( )

9 editions published in 2017 in English and held by 813 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!
Quotas! : design thinking to solve your biggest sales challenge by Mark Donnolo( )

6 editions published in 2019 in English and held by 784 WorldCat member libraries worldwide

Every quota challenge has a story. Sales quotas aren't all about the numbers. Quotas! Using Design Thinking to Solve Your Biggest Sales Challenge sheds new light on quota challenges, the story behind them, and the methods to solve them. Many organizations struggle to reach effective, market-driven sales quotas, with more than half reporting quota setting as one of their top sales dilemmas. Instead of wrestling over the number, author Mark Donnolo contends that organizations can better achieve effective sales quotas by applying a problem-solving approach. With decades of experience working with major organizations on successful sales strategies, he offers engaging stories embedded with business problems and poses challenge questions to prompt a creative, five-step design-thinking process. Chapters feature quota design frameworks and a range of applicable, scalable methods. You'll also find rare, expert guidance through the candid perspectives and advice of CEOs and other senior leaders. This book is a must-read for those who help set quotas as well as those who fulfill them
What your CEO needs to know about sales compensation : connecting the corner office to the front line by Mark Donnolo( )

13 editions published in 2013 in English and held by 610 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( )

13 editions published in 2014 in English and held by 84 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
What Your CEO Needs to Know About Sales Compensation by Mark Donnolo( )

1 edition published in 2013 in English and held by 1 WorldCat member library worldwide

The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. 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. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans. Sales compensation powers the performance of the entire business. What Your CEO Needs to Know about Sales Compensation casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate goals of their organization
The Innovative Sale : Unleash Your Creativity for Better Customer Solutions and Extraordinary Results by Mark Donnolo( )

1 edition published in 2014 in English and held by 1 WorldCat member library 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 book on sales creativity, readers 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. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: • Define the sales challenge • Question assumptions and look for ways to reframe the problem • Mine unrelated situations for fresh solutions • Get comfortable with feeling lost as you explore new directions • Break some rules and learn to “grow with the flow” The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they’ll unleash their own unique powers of intuition and innovation, and land more sales than ever before—in ways they never imagined possible
What Your CEO Needs to Know About Sales Compensation by Mark Donnolo( )

1 edition published in 2013 in English and held by 1 WorldCat member library worldwide

The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. 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. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans. Sales compensation powers the performance of the entire business. What Your CEO Needs to Know about Sales Compensation casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate goals of their organization
The Innovative Sale : Unleash Your Creativity for Better Customer Solutions and Extraordinary Results by Mark Donnolo( )

1 edition published in 2014 in English and held by 1 WorldCat member library 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 book on sales creativity, readers 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. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: • Define the sales challenge • Question assumptions and look for ways to reframe the problem • Mine unrelated situations for fresh solutions • Get comfortable with feeling lost as you explore new directions • Break some rules and learn to “grow with the flow” The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they’ll unleash their own unique powers of intuition and innovation, and land more sales than ever before—in ways they never imagined possible
 
Audience Level
0
Audience Level
1
  Kids General Special  
Audience level: 0.12 (from 0.07 for The Innova ... to 0.99 for The Innova ...)

The innovative sale : unleash your creativity for better customer solutions and extraordinary results
Covers
Essential account planning : 5 keys for helping your sales team drive revenueQuotas! : design thinking to solve your biggest sales challengeWhat your CEO needs to know about sales compensation : connecting the corner office to the front line
Languages
English (61)