Ep: 003 Selling in a Changing World – with Danny O’Neill

What characteristics define your most successful salespeople? How long does your average deal take to close? How many people are involved in your prospect’s buying cycle?  

 

The world of buying and selling is changing and is an integral part of business.

Listen to Danny O’Neill, CEO of Animis Labs and Richard Higham on the Changing World of Sales and what we can do to stay ahead.  

 

 KEY TAKEAWAYS:

 

1. Mega changes affecting sales
2. The impact on buyers
3. The implications for sellers

 

BEST MOMENTS:

 

“In the last 20 years, plus, we've seen incredible advancements with digital technology, new tools in the sales and marketing space. … I guess we're reaching a point where it's almost feels like there's a paradigm shift about to happen. The pandemic has probably shone a light on that more than ever, and we've refocused our minds. But, it's an incredibly exciting time to be in B2B selling. I think the next years are going to see even more change.”

 

 

“I've seen figures where doubling of the number of stakeholders doubles the sale cycle. The average technology sales duration is now eight months. But once you go over a million dollar deals, you're getting up to 12 months plus so really helping the customer to get to the point of decision quicker becomes even more important.”

 

RESOURCES:

 

The Rise of Deep Collaboration

Jake Saper from Emergence Capital

 

Deep Learning: Engage the world, change the world.

Deep learning as a model to unlock potential in a constantly changing and complex world.

 

Organisation Physics: The 3 faces of every company

Value creation team structures.

 

McKinsey: Meet the missing ingredient in successful sales transformations: Science

Building agile, data-driven sale organisations.

Email: Richard.higham@saleslvers.com or Richard.higham@gyroscopeintenrational.com

Book a virtual meeting at calendly.com/richard-higham

 

 

 

 

ABOUT THE HOST

 

 

 

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as Chair of Gyroscope International.

 

 

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk   

www.gyroscopeinternational.com

 

 

ABOUT THE GUEST

 

 

Danny O’Neill served in a number of senior sales and operational roles in Dell before setting up Dublin-based Animis Labs creating relationship tools to support technology sales.

 

www.animislabs.com