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Author: Martin Moran

Scaling US Technology Companies in Europe

CEOs mustn’t assume that the European market is all the same because it isn’t. I recently spoke to GSinsight Magazine about scaling US technology companies in Europe, the challenges this presents and offered some advice to overcome them. I spent my formative years at Oracle in the 1990s when the business was growing fast in Europe. In the early 2000s, I left Oracle with a group of colleagues to establish Salesforce in Europe. At first it was just the three of us in an office, with three laptops and that was it. During my ten years there however, we...

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The State of Sales: Why Europe is Beating the US – Part 1

There’s never a silver bullet when it comes to high performance sales results. There are, however, repeatable patterns and best practices in sales activity that can lead to outstanding results. I’ve combed through the “State of Sales 2017” research from InsideSales Labs. It’s an incredible snapshot of the sales landscape and covers sales technology, structure and people. The surprise was that Europe and the UK are better at adopting sales technology and better at some other aspects of sales when compared to their peers in the United States. Here’s how and why Europe is beating the US at the sales...

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The 3 Essential Dimensions of Sales Hiring

Successful companies are maniacal about customer service. Organisations that do everything they can to delight customers will keep their churn rate low, build strong brand recognition and attain a strong bottom line. However, while many organisations spend a great deal of time and money on resources, systems and facilities to take care of customers, they often neglect their own employees, particularly their sales teams. To remedy this problem, you should consider the key components of your customer strategy — acquisition, growth and retention — and apply them to your sales hiring process. 1. Employee acquisition If sales is the lifeblood...

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Data Science Is the Key to Powering Business Growth

Predictive science is already changing our behaviour. We now measure and quantify our lives daily through a myriad of apps and business processes. Its impact on areas including political campaigns, professional sports, consumer credit, healthcare and fraud detection is palpable. It is also fundamentally changing business growth. Organisations are harnessing the power of technology to enable and support greater efficiency and effectiveness. This movement is part of a computing evolution – from the early days of the centralised mainframe to the explosion of data in the cloud, there is a proliferation of devices feeding new information into the connected...

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The Fast and the Frequent: How Speed and Persistency Close Deals

I often reference a well-known study by Corporate Executive Board that revealed that about 60 percent of purchasing decisions are made before a prospect ever interacts with a vendor. That eye-opening statistic tells us that in our digital age, prospects are doing their own research and are better informed than ever before. Therefore, if you have any hope of reaching them and influencing their decisions, you must understand their buying journey and engage with them as early as possible. You also must remain pleasantly persistent in your follow-up to earn your place as an active participant in the buying...

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