The Sales Playbook for Hyper Sales Growth
Dec 7, 2023I’ve never started my newsletter with book highlights, but these two are critical reads. SCALING UP by Verne Harnish and EXPONENTIAL ORGANIZATIONS by Salim Ismail. Verne’s follow-up to Mastering the Rockefeller Habits is a book that I would describe this way – no one considering building a business or currently running a business should be doing so without devouring SCALING UP and implementing the described systems and processes for success. I would strongly recommend investing in the paper version, and this is coming from a guy who almost always is reading books electronic format these days. However, the structure of the book is more of a workbook/guide/textbook, and will lose something in the electronic version. The book is structured around 4 basic sections: People; Strategy; Execution; and Cash. Many of my clients have benefited from Vern’s Rock Habits, but this SCALING UP is like the Rock Habits on steroids. It’s full of forms, schedules and examples for effective implementation. While all the sections are incredibly filled with immediate value action items, the section on Cash is so powerful I can’t imagine anyone not benefiting enormously. My book has more notes and highlights than any book I’ve read in the last decade, and this will be a book I will be driving my clients to for many years to come
I had the opportunity to hear Salim Ismail keynote Verne’s Growth Summit in Las Vegas and he blew the audience of 650 business leader’s minds. The conference took a 30 minute break right after Salim’s opening words, and the facial and verbal expressions ranged from either stark panic of “how will my business survive this?” to “what an opportunity we have to take advantage of such dramatic world change”. We were all fortunate to get a copy of Salim’s recently published EXPONENTIAL ORGANIZATIONS, and each page seems to elicit a similar response. Radical transformation is the name of the game. The world as we once knew it is gone and over. New organizations, leveraging technology, are ten times better, faster and cheaper than those who are not acting similarly. To continue to do business as one has in the past (even if it has proved to be successful), is a death sentence. The word to be taken here is Disruption. The world as we have known it is being hyper changed. Just think: Ten years ago we had five hundred million internet-connected devices. Today there are about eight billion. By 2020 there will be fifty billion and a decade later we’ll have a trillion internet-connected devices. Opportunity or threat? All in the eyes of the viewer. David Rose, author of the bestselling book ANGEL INVESTING sums it up well: “Any company designed for success in the 20th century is doomed to failure in the 21st.” Some examples of “disruptors” enjoying great success and competitive advantages include: Uber; Google; Zappos; Airbnb; Google; Waze; Quirky; and the list goes on. Salim does a great job in EXPONENTIAL ORGANIZATIONS of identifying the current landscape and suggesting a route to be a victor in this new economy. While at it, I’d suggest you web browse Singularity University for a mind blowing deep dive into the “new world”.
I will finish up this section with Verne’s “Five Questions to Ponder for 2015” article in FORTUNE December 22:
Each year I encourage my readers to get serious about your goal setting. I call it Backward Thinking, similar to Steven Covey’s “begin with the end in mind”. Four key component parts: Goals in writing; written plan on how to achieve the goals; system of measurement; and, system of accountability. To hear more about this, click here to video that make the point.
Each year I post several items on my website – jackdaly.net –in section Life by Design. There I have my detailed personal goals, my year-end summary of how 2014 went, and my overall Bucket List. This adds a level of accountability beyond the 5 people who regularly hold me accountable. I hope that those who visit the website walk away inspired by the possibilities available in your own lives, and pick up some ideas on how to better “design” theirs.
Since the beginning of a new year typically gets people refocusing on their health, I wanted to introduce you to vwellhealth.com. They use authentic health education and real-life tools and resources to combat the overwhelming epidemic of chronic disease and illness, working with hospitals and corporations to foster healthy lifestyles in their organizations. Their performance stats regarding improved body fat percentages, weight loss, and increased muscle mass are impressive, especially when accomplished in such a fun, healthy fashion. I encourage all to take a look!
The book and goal setting app should be released in the first quarter, and I am truly excited to bring this to market. In partnership with Govindh Jayaraman, more than 1000 successful entrepreneurs were asked to write down the most important key to their success, on the back of a napkin. From there, several were dug deeper via a podcast – click here to get a sense of the value. Both Gov and I will be presenting the first of many ONE DAY WORKSHOPS as a follow-up to my one day Smart Selling Workshop on February 26-27 in Toronto. You can register for both or either of the two at jackdaly.net. Our Sales Workshops have garnered “best ever” reviews for years; here, now, is the day we take the business goals resulting from the Sales Workshop and turn them into a Action Plan to ensure success.
Intent is not the same as Action. The big difference in people and their results is those that “intend” to get to it, don’t. Those that take action are so much better off in their business a year from now. Reliable, sustainable, and bigger sales results are driven by focused action on proven ideas.
The highest achieving athletes and business leaders use coaches to leverage their success. Any business that wants to see substantial profits must understand that a productive sales organization is the only way to grow revenues, and your sales team needs the best training and techniques available to reach its full potential. Sales Managers also need reinforcement with bright ideas and street proven techniques to make their leadership more impactful. Imagine having a sales coach available any time of day or night to provide your sales team with out-of-the-box, exciting new ideas to make your company more profitable, all while having fun doing it!
With that, I’ve created a convenient tool designed to all sales professionals the proven tools, knowledge, and application to successfully sell in today’s hyper-competitive business environment. All of this is available now with Jack Daly Sales University! Please check out my personal intro to Sales U.
The full program is 13 hours of fun, energetic, and powerful material that can be used to train your entire sales team, from entry level to seasoned veterans. Sales Managers will get relevant methods to implement with the whole team, and best of all, you can make the Sales U courses part of your new hire training or sales meetings… anytime, anyplace.
If you are interested in learning more about the online courses offered, visit the website to preview all courses, read about content, and purchase when ready. Contact Gabriel Clift, (855) 733-7378 with any questions you may have about the program.
TIME MANAGEMENT
I talk about “Model the Masters”, so let’s learn from The International Center for Management and Organization Effectiveness. They surveyed 267 C-level execs and they tend to have their days look like: 45 minutes exercise; 2.44 hours in meetings; 25 minutes strategy planning; 2.42 hours texting/emailing and 30 minutes on personal development. How do you stack up? Would you know?!
Speaking of efficiency, are you using the App EVERNOTE? Able to sync content from the cloud to your desktop, laptop, and smartphone, perfect for small-business owners and sales professionals on the go. When you update on one device, it updates all. Great for organizing your business reading (especially for finding later), word searches, updating databases, overall organization, storing files, reminders, to-do lists, and so much more. I speak about “leverage” meaning getting more for less, and this is a great tool to leverage.
A look at what others are DOING!
The frustrating part of what I do as a speaker/teacher is relying on others to “take action”. Frustrating especially when you hear about the challenges of a tightened economy, and yet too many folks not taking the actions needed to WIN. Check these examples of others, and then ask yourself why you aren’t “making things happen”.
Jack- We recently won a 5 year / 200M contract with the Army and we’re in the process of on-boarding & training 30 new employees… great way to start 2015!
Paul Trapp- National Conferencing, Inc.
I told my guys about your money bag. 50 guys. One wakes up after my presentation and handed me this card. In front of the whole meeting. I think we got the message across. Thanks for the info! I had a 1.5 hour opening that had my team on their feet!
Charles J. Copley, Golden Technologies
The attached email is one of our standard practices for our team at the end of each day. All team members must share their daily actions/activities and it goes to there piers and team mates, I love everyone being copied in as it breeds the right practices as the ones that do this well are our top performers. Hope you like the idea.
Stuart Coyne- MPM Marketing Services
I had the good fortune to speak in Las Vegas in late October at the Fortune Growth Summit. As I attended all the sessions, my big thought was “I wish every one of my clients were in attendance”, as the material covered was life and business changing. My notes ended up being over 20 typed pages. Clearly I am unable to provide these to our distribution here, nor can we go backwards. But, we can attend future Summits, 2 of which are held in the USA each year. I told Verne that pending a commitment to a client, he should plan on seeing me there regularly! I encourage all to do the same. Here is a shallow attempt at content transfer: Salim Ismail I mentioned earlier…in a word DISRUPTION. You either get in front and call it a parade, or be prepared to be run over!
Steve Martin (not the comic), author of The Small Big. “You don’t have to change anything about the product to change the need for the product. You can change the context in which the product is being offered.” Context trumps cognition. Steve’s presentation and book are filled with rather easily implementable actions that can lead to immediate top line and bottom line results. In fact, one attendee on the second day announced to the group that she did just that and their company was already experiencing the “wins”
Lis Wiseman raised such a brutal question: “Where does your company get trapped by experience or success?” Who is not married to how you now do things, and is empowered to be heard? Experience builds blind spots; ignorance can drive top performance, if it can surface!
This April I’m running the Boston Marathon, running for the benefit of the American Liver Foundation. At least 6 times a year I donate blood platelets to Red Cross. What a great feeling of “making a difference” that drives me. Then, I ran the NYC Marathon last year to raise money to beat cancer. I decided that I should look for others to help. 25% of Americans are being diagnosed with fatty liver disease, and 10% are children. I’m racing this Boston Marathon so I can run with my sister Valerie Murphy, her first Boston and she qualified! I’m asking for you to help and “make a difference” by donating. Thanks to the support of such great friends I am already 60% closer to my goal. Thank you!
The audio “Jack Me Up” contains the 21 top takeaway action items from the full day sales Workshop we present world-wide, that will enhance your abilities to open new business and grow the business you have. It retails regularly for $40. We are specially pricing it at 50% off at $20 to get your sales off to a robust start. Call Jennifer at 888-298-6868 to place your order.
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!
