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#4 Don Cash, Vice President of Global Inside Sales at BMC Software – 25+ Years of Back-to-Back Quota Overachievement
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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 different offices) based on the book, “The Sales Acceleration Formula” – by Mark Roberge
- Qualities important to being a successful salesperson
- “Don’t let fear keep you from pushing forward.”
- Laugh about your mistakes. Create an environment where it’s OK to make mistakes
- Leadership
- Hire the right people, and get out of their way
- Work ethic is most important, followed by being coachable
- Work hard AND work smart
- Millennial employees
- Leveraging ExecVision to review inside sales phone calls (good and bad)
- Don’s evolution as a sales leader
- What can I do to help my team today?
- Their success is my success!
- Personal Achievements
- Climbing the 7 highest peaks…one on each continent (7 Summits)
- Dream big…your dreams should scare you a little
- Sharpening your skills
- Read books, listen to podcasts
- Take care of your mental, physical, career, family relationships
- Prospecting
- Cut through the noise in your prospecting (uses Consensus for video messages)
- Video messages, handwritten messages, make your message personal, get your recipient to laugh
- SendBloom
- Find your own groove
- Cut through the noise in your prospecting (uses Consensus for video messages)
- Artificial Intelligence in sales #AI
2015 – Present – Vice President Global Inside Sales, BMC Software
2009 – 2015 – Vice President Inside Sales and Account Development, Adobe
2004 – 2009 – Vice President Sales and Account Development, Omniture
2000 – 2003 – Senior Director of Mid-Market Sales, Siebel Systems and Oracle Company
Music Provided by: https://www.bensound.com
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