Hunters And Closers

Don has more than 25 consecutive years of quota over-achievement. Currently, he is the Vice President of Global Inside Sales for BMC Software. Don is responsible for over 200+ sales people at 6 world-wide locations including Raleigh-Durham, Tampa, Dublin, Buenos Aries, Singapore and Salt Lake City. BMC Software is an IT game-changer! Global Businesses rely on BMC Software to transform their Cloud, Mainframe, Virtual and Mobile IT services. BMC Software innovates and secures extraordinary business performance at significantly reduced risk. Topics Discussed: Sales Quotas – Accepting quotas that are attainable, while still being a stretch, and creating a plan to achieve them Filling your sales pipeline with the right sized opportunities Engaging your Executive Team on big deals The 3 Whys of Forecasting (why buy anything, why buy from me, why buy this quarter?) Applying your time on the opportunities that have the best chance of closing Standardizing the sales candidate interview worldwide (6 di