About
I am a sales professional with over 20 years of experience in enterprise SaaS, global and…
Articles by Rob
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Are you in the top 10% of enterprise software salespeople in London?
Are you in the top 10% of enterprise software salespeople in London?
By Rob Howes
Contributions
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Your enterprise is facing a data management crisis. How can you solve it?
Based on what I've seen, when data leaders lose sight of the big picture, it's helpful to bring in an outside perspective from someone who can approach the problem without emotional attachment. Hiring a high quality data management specialist advisory firm can help you reset and push forward to data nirvana!
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How can you avoid common feedback mistakes?
Give concrete examples: Start by citing specific instances or examples of the behaviour or performance you're addressing. Instead of saying, "You're not engaging high enough in the account", say, "During the recent sales cycle at X Bank, you didn't get access to the Economic Buyer when the program was de-prioritised and the deal slipped".
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What are the most effective ways to identify pain points during the sales process?
In the qualification stage, it’s advisable to slow down before accelerating. This is crucial, particularly when uncovering the business pain. While the expression “drag them over the glass” might not be a favorite, it emphasizes delving into the details: What occurred? Who was affected? How did it impact customer experience and reputation? Whenever feasible, pinpoint relevant metrics.
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How can you prioritize self-care while working in Data Governance?
"The 85:15 Rule for Data Leaders: Avoiding Burnout" Data leaders grapple with high expectations, low data literacy, and the challenge of conveying data's true business value, leading to potential burnout. The 85:15 rule, inspired by the Pareto Principle, suggests allocating 85% effort to preserve long-term energy. Prioritize the most impactful 15% of tasks to enhance efficiency, resilience, communication, and team productivity. Data leadership is a marathon, and adopting this rule can foster sustainability, preventing burnout while maintaining peak performance.
Activity
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Look what arrived in the post today! 📦📚 I just started reading it and was beyond flattered to be mentioned in the acknowledgements. 😊 Huge…
Look what arrived in the post today! 📦📚 I just started reading it and was beyond flattered to be mentioned in the acknowledgements. 😊 Huge…
Liked by Rob Howes
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WOW - WOW - WOW Following your dreams can lead to achieving some amazing things… My daughter, along with a select few other athletes, has been…
WOW - WOW - WOW Following your dreams can lead to achieving some amazing things… My daughter, along with a select few other athletes, has been…
Liked by Rob Howes
Experience
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Education
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Modules Completed:
-International Marketing Management
-Corporate Finance
Dropped out after joining Good Technology. Hoping to re-visit one day. -
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Licenses & Certifications
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WSET Level 2 - Intermediate Certificate in Wines & Spirits
WSET — Wine & Spirit Education Trust
Volunteer Experience
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Fundraising Officer
Round Table Great Britain and Ireland
- 6 years 6 months
Children
A charitable organisation focusing on issues for the local community
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Trustee
KartForce
- Present 11 years 8 months
Social Services
KartForce is a truly inspirational project with a goal of providing injured troops with memorable, adrenalin packed experiences. Unlike other similar projects, which have a primary aim of raising funds, KartForce focuses on providing the injured troops themselves with the opportunity of enjoying an action packed racing and socialising, something they never thought they could do again.
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Co-Founder
D.A.T.A.
Disaster and Humanitarian Relief
We are mobilising the data & analytics and technology communities to unite in supporting social and humanitarian causes.
Together we can achieve more.
Our first initiative is to buy specialist, life-saving medical kits, for the citizens of Ukraine.
Courses
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Command of the Message
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MEDDPICC Sales Qualification Methadology
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Value Negotiation Training
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Honors & Awards
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Field Kick Off 2020 Atlanta - Green Jacket Award - EMEA Sales
Collibra
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Chairmans Club 2014
Good Technology
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Presidents Club 2014
Good Technology
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Worldwide Key Strategic Win Team 2014 - Citigroup
Good Technology
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Chairmans Club 2013
Good Technology
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Presidents Club 2013
Good Technology
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Worldwide Top Sales Performer 2013
Good Technology
Languages
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Portuguese
Limited working proficiency
Organizations
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Big Data and Analytics community on Linkedin (500,000 members)
Founder
Networking Group for individuals with a special interest in Big Data and Analytics. Ideas exchange, Case studies, Conferences, Seminars, Workshops, Technology Updates, and Jobs.
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Chartered Institute of Marketing - Sales Leadership Alliance
Fellow
The Sales Leadership Alliance (SLA) is a professional body created by senior sales professionals working to promote and establish a clear and authoritative representation of the sales profession. Including thought leadership, professional development, standards, best practice and the interests of the sales professions.
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Low Latency Infrastructure for Trading Group on Linkedin (20,000 members)
Founder
Networking Group for individuals with a special interest in Low Latency Infrastructure for Trading. Ideas exchange, Cases studies, Conferences, Seminars, Workshops, Technology Updates, and Jobs.
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Marlow Technology Club
Founder
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Toastmasters
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Recommendations received
20 people have recommended Rob
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Wow, so after the better part of 3 years, I am leaving the incredible place that is BT Group. It has been an amazing experience, during which I got…
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How much do I need to retire ? it's a common question I receive. An initial response will be how much you are going to spend ? I have clients happy…
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Good morning Sydney! Flying visit for Gartner Data & Analytics summit. My body-clock is all over the place after flying in from London, so let’s just…
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Happy Friday everyone... Calling out Machine Learning Engineers - 6 months+ contract London/Hybrid Inside IR35 #mlengineer #contract #AI #retail 👇
Happy Friday everyone... Calling out Machine Learning Engineers - 6 months+ contract London/Hybrid Inside IR35 #mlengineer #contract #AI #retail 👇
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AND THAT'S A WRAP!! 🎉 😃 Thank you to everyone for your messages to celebrate my 6 year anniversary here at #AstraZeneca; it also marks the end of…
AND THAT'S A WRAP!! 🎉 😃 Thank you to everyone for your messages to celebrate my 6 year anniversary here at #AstraZeneca; it also marks the end of…
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