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Pat O'Brien

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CEO, GetMyROI

22 points

Past: Rep, Director, and VP in both Business Development and Sales almost exclusively with young technology companies selling complex solutions. Achieved Top Rep or Salesman of the Year multiple times. High Earnings attributed mostly to a diagnostic, curiosity driven, value ...

Past: Rep, Director, and VP in both Business Development and Sales almost exclusively with young technology companies selling complex solutions. Achieved Top Rep or Salesman of the Year multiple times. High Earnings attributed mostly to a diagnostic, curiosity driven, value based approach to selling.

Current: Founder of SaaS Company, GetMyROI, focused on helping sales reps, and sales organizations achieve better effectiveness through value based selling.

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WEB: GetMyROI blog

Jan. 27, 2012

Pat O'Brien and 7 other people answered this question

What are some examples of good KPIs (key performance indicators) to track?

Pretty sure this post is past expiration, but I can’t help myself from adding my .02 because this subject is so near and dear to my heart. Let me keep it simple. For complex, expensive, enterprise sales, the KPIs for Sales or the Sales VP ... more

Business Intelligence

Key Performance Indicators

Sept. 21, 2011

Pat O'Brien asked a question

What is the best sales app/solution/tool for Enterprise Sales that focuses on Sales Effectiveness?

Aug. 10, 2011

Pat O'Brien and 9 other people answered this question at this roundtable

How to Ask the Right Sales Questions [7/20 @ 9 am]

Why is it so hard for sales people to listen instead of talk at their prospects?

Dave, it's so true. The pressure comes from within (management) and outside (customer). I find this challenge myself with my current endeavor. Even as I genuinely search for the problem(s) with sales effectiveness, many folks respond with some version of "show me what you got," ... more

Sales Management

Aug. 10, 2011

Pat O'Brien and 104 other people answered this question

What do you think successful people do that others don't?

Nick,
Without going down the philosophical path of asking “what do you mean by success?” and talking about important things like life balance, I’ll assume you mean the classic notion of success – people who are really damn good at something.
For Complex Enterprise Selling (the world ... more

General Management

Human Resources

May 26, 2011

Pat O'Brien and 5 other people answered this question

What are the biggest inhibitors to forecast accuracy?

Whew, Dave, where do I start?
At least with young companies, a management focus on metrics – efficiency – before having a really clear picture of things like exactly what is the profile of an ideal customer, what are your key value propositions, how are ... more

Forecast Accuracy

May 26, 2011

Pat O'Brien and 62 other people answered this question at this roundtable

Smart or Lucky - What Differentiates Successful Technology Companies? [5/24 @ 1:30 pm]

What's the one piece of advice you would give to an entrepreneur who is looking to start a company?

Most of the folks giving answers probably have better insight I do, but my simple answer would be to buy and read – carefully, like a text book - Steven Blank’s The Four Steps to the Epiphany. more

Entrepreneurship

May 17, 2011

Pat O'Brien and 1 other person answered this question at this roundtable

Building the Ultimate Revenue Machine [5/19 @ 1 pm]

What's your view of an "ultimate revenue machine?"

Dave,
If I were building a sales organization from scratch, say one selling an innovative complex technology solution, my three would be:
1. Attract and retain World Class talent. Like so many things this is much easier said than done, but it is by far the most ... more

Demand Generation

May 13, 2011

Pat O'Brien and 23 other people answered this question

How can you create a sense of urgency to finish a transaction when your client doesn't feel the same

The “Stephen Covey Approach” advocated by Charles Green is right on. I emphatically agree. But if we get just a wee bit more tactical, I would argue that there is a direct relationship between the perceived value of your solution and the urgency to get ... more

May 12, 2011

Pat O'Brien and 7 other people answered this question

What is the single biggest challenge that Enterprise Salespeople selling complex solutions face?

Dan,
My apologies. I can assure you my question was a genuine one. My interest in other people’s opinion earnest. While my goal wasn’t self promotion, I can see how it came across that way. And I guess it was a selfish motivation in the end.
We’re ... more

Enterprise Sales

Solution Selling

May 4, 2011

Pat O'Brien and 6 other people answered this question

Is ROI selling dead? Why would you argue yes/no?

I believe real “ROI selling” is not dead because it’s never had a chance to really live! It’s important to note that I’m using a more generic definition of ROI selling that is probably better described as value based selling. Done properly that means two ... more

Anthony Iannarino

May 4, 2011

Pat O'Brien and 26 other people answered this question

Sales Presentation Best Practices: What are your 3 tips for giving a successful sales presentation?

Here I thought I was going to get to deliver the clever, “provocative,” answer but several others stole that thunder. I agree that the whole notion that you’re showing up to deliver a one way regurgitation of stuff in the form of a presentation is ... more

General Management

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Sales Management

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