Toronto Sales & Management SummitFebruary 19-20, 2019
I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line.
By Bonnie Sussman-Versace
Jack Daly, sales coach and trainer, frequently asks his audiences, “What does your company culture smell like? Does it smell sweet, or does it stink?”
When I first heard these questions, they seemed rather strange. In addition, what does Daly’s message about creating unique and sustainable sales techniques and opportunities have to do with a company’s culture?
The reality is that it has everything to do with it. The how, what, where, when, why, how much and by whom of sales start with the culture and all the human senses that are driven by the culture. What does it look like, sound like, feel like, and – to Daly’s point – smell like?
When a company culture stinks, it negatively affects the perception of how customers, employees, vendors and the community perceive the company. Because a person’s perception is his or her reality, it also means that the opposite is true – those same groups of people will be inspired to do business with, or be connected to, a company whose culture is fragrant (healthy).
If we want people to have the best perceptions about our company, we need to make sure the culture is on rock-solid ground and smells as refreshing as a spring rain.
Think about the message customers receive when they walk into a business 11 minutes before the published closing time and are greeted by a less than genuinely interested representative of the company.
Sep 16, 2015- Nashville, TN
Exceptional Entrepreneur Hyper Growth Bootcamp
Sep 25, 2015- Fort Lauderdale, Florida
Smart Selling Workshop – Fort Lauderdale, FL
Oct 2, 2015- Cincinnati, Ohio
Smart Selling Workshop – Cincinnati, OH
Oct 6, 2015- San Antonio, TX
Smart Selling Workshop – San Antonio, TX
Oct 9, 2015- Atlanta, Georgia
Smart Selling Workshop – Atlanta, GA
For all registration questions, please contact Gabriel Clift at Gabriel@jackdaly.net
Building a World Class Sales Organisation Workshops (Management)
Winning Sales Strategies Workshops (Sales)
For all registration questions, please contact Sean Scott at email@example.com
By Caryn Kopp
Maximizing relationships means you find ways to get new dollars from existing clients. Generally speaking, you want to work to increase your share of sale with your clients that may need more from you. You want to purposefully work toward getting a bigger “piece of the pie.” This will get you closer to a 100-percent share of sale.
If at all possible, you also want to think of creative ways to grow the overall pie. One of my clients, “Tom,” owned a business that monograms T-shirts and other items. He was working with a large client company. “ClientCo” had almost 100 different decision makers with budgets, and Tom knew one of them. I knew immediately that my job was to help him get in front of the other 99.
The decision maker that Tom had built a relationship with purchased about 50 T-shirts for a charity walk his department was sponsoring. So I asked Tom the key questions: What else? Who else? What’s bigger than that? What else could he sell this decision maker, and who else might want to buy these T-shirts? After all, ClientCo had 20,000 employees. A sale of 50 T-shirts was just scratching the surface.
Tom thought about the questions. He knew of a second charity walk that the department was sponsoring later in the year that would more than double the order. We talked more and decided also to offer water bottles and key chains T-shirts. I continued to ask Tom for more possibilities until he was stumped.
by Seth Godin
Don’t jerk people around
Here’s a simple marketing strategy for a smaller company trying to compete in a big-company world: Choose your customers, trust them, treat them well.
Bend the rules.
Show up on time.
Keep your promises.
Don’t exert power merely because you can.
Be human, be kind, pay attention, smile.
Not everyone deserves this sort of treatment, not everyone will do their part to be the kind of customer you can delight and serve. But that’s okay, you don’t need everyone.
When in doubt, be the anti-airline.
Have you attended one of Jack Daly’s sales workshops or seen one of Jack’s keynotes? We’d love to hear from you! Let us know!
Your time with our team has them really fired up (Jack’d up) and it is a really exciting thing to see. In my wrap up on Friday following your presentation, I asked everyone to identify a minimum of 3 things that they will be doing differently based upon your time with us, things that they will be using to grow exponentially this year, and that can be discussed openly on coaching calls that I have with them. I set a timeline of today to have them over to me, yet almost the entire team had them to me Saturday and Sunday. I even had one of our newest reps work backwards to his goal- he defined his success, and charted backwards to the present- and he did this while flying on his flight home early Saturday morning! I am really excited Jack.
Your time with us was all that we could hope for and more, which is the understatement of the year.
Our conversion rate went through the roof after seeing you. We went from around $900 million funds under management at the time to $3.2 billion today and that occurred in the aftermath of the great financial crisis when many of our competitors were struggling. I feel a sincere thank you is in order for all that you have done to help us
Before we began working with you we lacked a coherent sales and marketing system to capture leads and convert them to clients. Since that time we have implemented a new CRM system, completely overhauled our website, identified our core prospects, and successfully increased our sales by over 50%. Since we began working with you we have far surpassed the original goals that we set from day one as a direct result of the collaboration between your team and ours. You have helped us focus on the most important aspects of our business which has allowed us to thrive during a period of turmoil for many of our peers. Thank you again for the superior communication, service, and coaching that has moved Fabian Wealth Strategies to the next level.
Thank you Jack and thank you for a great job! Since 1998 we have run 27 conferences of this type. Ours is a tough crowd so your evaluation score is all that much more meaningful-a 4.96 out of 5! In fact only Jim Collins has scored over a 4.95 at one of our gigs.
Jack spoke at the Belfast Open Day yesterday to a capacity audience of 200. His passion, enthusiasm, relevant experiences and stories lit up the room and everyone went away feeling they had achieved excellent value and plenty of very valuable take away action points. Overall ratings by the members were 99% for value and presentation.
Jack has trained thousands of our nation’s heroes, military recruiters from all branches including the Canadian Armed Forces on multiple occasions. Jack always knocks it out of the park and leaves my clients begging for more. Jack is a win-win for my clients, as they gain so much insight on how to become a better recruiter and they also get to apply Jacks tips and techniques in their personal life.
We at Oakworth Capital have implement Jack’s techniques and methods over the course of our relationship with him, and it has made us a higher performing financial institution. Our annual client retention rate is 99.5%. Earnings increased over 32% last year. The average annual shareholder return for the past six years is 16.7%. Oakworth Capital Bank is performing at a higher level thanks to Jack Daly.
I had the opportunity to see Jack in action during his visit to an event put on by EO Calgary in January 2014. He is easily the best speaker that I’ve seen to date and he packs a ton of energy to the stage! We left the event feeling not only rejuvenated about connecting with our prospects, customers and clients but also full of new exciting ideas that I can’t wait to implement right away.
Jack greatly helped our organization gain clarity around our strategic vision and direction. His background from being an entrepreneur to running large organizations provides him with a unique perspective as CEO of Professional Sales Coach. Whether it is tackling the toughest sales problems or the toughest triathlon you can count on “IronMan” Jack to take you across the finish line.
Thanks again for the outstanding workshop. Of the many I’ve attended over 30 plus years, I walked away from yours with the most concrete ideas and value for money – by far. Please note that your workbook will not sit on our shelves. I don’t think you had even left when the room when our team had pulled together to go through it. We start implementing Monday morning.
Your session today was incredibly insightful and your fundamentals are great reminders to focus on what matters to build trust with clients and prospects. As a business owner, there were plenty of moments in which I took a hard look at how our companies operate, and I recognized the need for some real change. This evening, I have generated three goals for each of our companies, and I intend to personally track each one with metrics and honest feedback within our team.
When I first heard Jack Daly speak at the national conference earlier this year, I just knew we had to bring him to Milwaukee. He takes powerful material, adds his personal street smarts and actual experience, and delivers a wallop of words that every CEO needs to hear once in a while. And I want my top sales person to hear the same message with me.
On behalf of Inc. Magazine, I would like to thank you for your participation in our annual Growing the Company Conference. Your session was evaluated by attendees based on a scale of 4 (excellent) to 1 (poor). Your average score was 3.96…the highest scoring session!.
What rave reviews you received for your presentation at the RPMA conference. The comments I got were that everyone wanted more. This is the 12th year for the conference, and I think yours was the best review I’ve received in all 12 years.
I didn’t need to tell you what it takes to hold the attention of an “All-CEO” group such as mine, because you did it. All too often, speakers come from theory without practice. Your background indicated “you’ve been there” and your presentation showed it. The most frequent comment heard was the amount of immediately implementable action ideas delivered.
The “Best in his industry” Guaranteed.
I have had the pleasure of having Jack address groups of CEO’s and he always gets rave reviews for his delivery, content, and applicability of the information he dispenses.
I have known and worked with Jack in a variety of situations including as a speaker and a consultant. Jack’s openness, passion, energy, skills and expertise in unmatched. I consider Jack one of my “gurus” in life and in business.
Jack is an incredible and dynamic speaker on sales and corporate culture. His process is actionable and his energy is unparalleled. I’m pleased to know Jack and am comfortable recommending him to anyone.
Outstanding Sales Coach and Key Note Speaker!! Jack has been the most talked about speaker at our industry annual conference (NACCB) for the last few years. Very high energy and packs a ton of great ideas into his presentations regarding increasing sales, increasing organizational efficiencies, and improving company culture! I highly recommend Jack!!
If you think Jack Daly is just another motivational speaker… then You Don’t Know Jack!