High Content!
Be sure you dig into the next section of the newsletter, as it contains some of the key take-aways from my annual educational deep dive at MIT with Gathering of Titans. But first, I have some really big news on the WEBINAR scene. The amount of positive reactions to our webinar series we instituted last year has been terrific. Huge content and actionable ideas has been the major thrust of the reactions. In an effort to open these webinars up to an even wider audience, we are introducing in the next three weeks an annual MEMBERSHIP alternative.
Here’s how it will work:
- A minimum of 6 one-hour webinars in a calendar year
- Companion handout/workbook for each webinar
- Summary Sheet of key action items for each webinar
- Discussion Guide to foster all on the team are “on the bus”
- Quiz for each webinar, along with Best Answers and Why
- Webinars recorded for additional online access for follow up review/discretionary viewing times
MEMBERSHIP investment will be as low as $249 per year and includes all of the above, including a minimum of 6 webinars. Of course, should you be interested in selecting webinars on a one by one basis, we will continue that option at $99 a session. Once the membership option has been launched you will receive an email with registration details.
Upcoming Webinars:
- July 13- Managing Objections, Asking the Best Questions & Improved Listening Skills
- Aug 17- Compensation, Rewards & Recognition for Sales People
- Nov 2- Sales Rx: Sales Systems & Process Checklist
Previously Recorded Webinars:
- How to be bullet proof- How to sell more, work smarter & avoid burnout
- The secret of getting more from less- A system to jump start your success
- The Tiger effect- Ultimate control by preparing to win
- 50% of success is a head case- how to win your mental game
- A winning culture by design- The secret to your ultimate business success
- Beating call reluctance & getting thru the gatekeeper
GATHERING OF TITANS (GOT)
For the past five years I’ve been fortunate to participate at MIT with approximately 70 entrepreneurs in an educational deep dive. From Thursday thru Saturday, the group has access to some of the leading edge thought leaders in their area of expertise. The following is a sampling of key take aways and links for you to pursue further.
- All people want one thing: “to feel good”. The quality of your life is 100% determined by what you do “to feel good”.
- Serious business opportunities exist in partnering with nonprofits and corporations. 60% of sponsorship deals are initiated by a cold call by an individual with an idea. Benefits need to be focused on what you could do if your idea is pursued (not what you can currently deliver).
- Successful people say “yes”. Highly successful people say “no” to all things except those aligned with your soul purpose. What areas of your life are you saying “yes” to that are draining your time, energy, focus?
- You already know things that can make your life or business better- Why aren’t you doing them?
- Success is mainly determined by building & maintaining a wide range of relationships in your life.
- We all have a hunger for meaning, to have our lives matter, to make a difference with our lives.
- The next four years will determine the quality of life on this planet for the next 1,000 years. Visitwww.fouryears.go to see what can be done.
- Work is our default unless there is something else scheduled.
- Income statement & balance sheet are equally important- How we manage both is equal to Cash. Vanity = Revenue; Sanity = Profit; King = Cash.
- CFO should be telling you how well you can do rather than how well you are doing. Controllers tend to look back, CFO’s tend to look forward.
- your company is meaningless until it means something to others.
- Your great, important, pivotal ideas – were they the result of thinking/figuring it out, or did they just come to you/have it “pop” up? Need to put ourselves in position for things to “pop’.
- You can’t be grateful for everything but you can be grateful in everything.
- The happiest people in the world are those who make & maintain meaningful connections. Resolve to protect your close connections; Make time for thinking, friends, family.
- All planning begins with personal planning. Build a business that supports your life.
- Life requires two lists: YES = very short list; NO = very long list.
- Weapons of Mass Production: Focus, clarity, consistency, excellence, discipline, buy-in, accountability, deadlines, measurements, quality, value add, innovation.
- Success loves speed. Speed should be a major competitive advantage. Most of your competitors are slow.
- F.O.C.U.S. = Follow One Course Until Successful.
- 5-4-3-2-1 Plan:
- Identify 5 ideas that you are committed to implementing within 30 days.
- Identify 4 behaviors you are going to identify to stop doing.
- Identify 3 things you can delegate immediately, to focus on highest and best use of your time.
- Identify 2 accountability partners that will help you with your commitments.
- Identify 1 big BANG- Bold Ambitious Noble Goal.
People like to be praised and recognized for doing a good job and making a contribution.
-EVERYTHING I KNOW I LEARNED FROM NOAH’S ARK:
- Plan ahead. It wasn’t raining when Noah built the ark.
- Stay fit. When you’re 600 years old, someone might ask you to do something really big!
- Don’t listen to critics-do what has to be done.
- Build on high ground.
- For safety’s sake, travel in pairs.
- Two heads are better than one.
- Speed isn’t always an advantage-The cheetahs were on board, but so were the snails.
- If you can’t fight or flee-float!
- Take care of your animals as if they were the last ones on earth.
- Don’t forget that we are all in the same boat.
- When the doo-doo gets really deep, don’t sit there and complain-shovel!
- Stay below deck during the storm.
- Remember that the ark was built by amateurs and the Titanic was built by professionals.
- If you have to start over, have a friend by your side.
- Remember that the woodpeckers INSIDE are often a bigger threat than the storm outside.
- Don’t miss the boat.
- No matter how bleak it looks, there’s always a rainbow on the other side.
Here’s your challenge and opportunity: Reread the GOT bullets, pick three as action items, and make them happen! Rich stuff here folks.
GPS System MAPS Jack Daly’s proven Systems & Processes that build results.
Measurement Tools
- Key Activities – strengthen skills & measuring
- Goal Tracker – focused accountability system
Accountability Tools
- Coaching Vehicle – skills improvement
- Relationship Management – communication
Pipeline Management Tools
- prospect & Customer Tracking
- Touch System – differentiation
Success Tools
- Professional Development Toolkit
- Collaborate – capture & use best practices
Send Jennifer@jackdaly.net an email to be placed on our First Alert List.
TAKING ACTION
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,
It was even better the second time! My only thought is it would be more powerful to have you in on a Monday, as my entire team was “Jacked” up and wanting to sell on a Friday afternoon!
Seriously, thank you again, you made a big impact on everyone on my team and they have already shared all of their three action steps with me so I can hold them accountable. I have shared them all with each other, so they can do the same. The have already formed teams to tackle the sections of the success guide.
You have left us with lots to work on and implement and we appreciate the help.
Sincerely,
Peter Grills
Ballantyne Hotel
I’ve heard from several of our newsletter readers that they are enjoying great success with their goal setting process. Two in particular- Craig Morantz at Leeds and Jeff Gleich at G & G Manufacturing have formed “Accountability Councils”, which have been instrumental at holding them to the tasks at hand.
AUSTRALIA & NEW ZEALAND WORKSHOPS 2010
Jack Daly LIVE! Winning Sales Strategies
Sydney: 19 July 2010 Melbourne: 20 July 2010 Brisbane: 22 July 2010
Bring all your key players and save on seminar fees. Group discounts available.
To register www.businessconnect.com.au
Seminar Hotline 1300 721 778
This outstanding seminar and workshop program is a MUST for sales and marketing teams, management and company CEO’s who want to get the best from their team.
Auckland, New Zealand
Friday 30th July
2010
Guineas Ballroom, Ellerslie Convention Centre, Greenlane East,
8am – 5pm Registration from 7am
This outstanding seminar and workshop is a MUST for CEOs, business owners and managers who want to get the best from their existing sales team – and for sales professionals that simply want to sell more.
10 Top Reasons to Sign Up:
- Achieve greater sales and profits with your existing sales team
- Build a world-class sales organization
- Develop sales leadership techniques that you can implement immediately
- Increase your sales, but reduce your sales and marketing costs
- Identify key characteristics of top performers
- Learn how to sell smarter through value
- Develop a winning culture in your organization
- Leverage communication/social/buying styles to increase sales
- Set and reach your business and life goals
- Get quick results and accelerate your business growth
CONTINUOUS SELF DEVELOPMENT – Two books on the list this month, one for business and one for personal. This one will be missed by many business book enthusiasts, and yet it is a “not to be missed” book:
THE CHECKLIST MANIFESTO by Gawande. In a nutshell, the book shows that a team is only as strong as its checklist- a way of organizing that empowers people at all levels to put their best knowledge to use, communicate at critical points, and get things done. Experts need checklists-literally-written guides that walk them through the key steps in any complex procedure. In effect, “by the book” trumps individual prowess. Here’s what Malcolm Gladwell of Tipping Point fame had to say: “It has been years since I read a book so powerful and thought-provoking.” This book will force you to ask, what could we “checklist” and increase our efficiency and profits?
My next book is HEROES FOR MY SON by Brad Meltzer. This one is a short jewel to be shared with children/grandchildren of all ages. Brad Meltzer is one of my all time favorite fiction writers but HEROES is a departure for Brad, inspired by his son and wanting to share examples of the spectacular potential that can be found in all of us. Once read, this is a book that cries out to be read again and again. My bet is HEROES FOR MY SON will be one you buy several copies for friends and relatives. Enjoy!
Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open seat workshops). I may have flexibility in my scheduling for lunch, dinner or more should someone have an interest. If you see I’m headed to your part of the world, feel free to emailjennifer@jackdaly.net with your interest and Jen will do her best to accommodate any requests.
- May-Seattle, Dallas, Los Angeles, Brazil
- June-Brazil, Chicago, Montreal, Toronto, Green Bay, Philly
- July-AUSTRALIA & NEW ZEALAND
- August- Austin, Los Angeles, Denver, Chicago, Green Bay
TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.
TWEET TWEET – http://twitter.com/Ironmanjack
For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?
CONNECT WITH JACK- OTHER SOCIAL MEDIA
Continuous Self Developement- Books of the Month
Thursday, May 20th, 2010
Two books on the list this month, one for business and one for personal. This one will be missed by many business book enthusiasts, and yet it is a “not to be missed” book:
THE CHECKLIST MANIFESTO by Gawande. In a nutshell, the book shows that a team is only as strong as its checklist- a way of organizing that empowers people at all levels to put their best knowledge to use, communicate at critical points, and get things done. Experts need checklists-literally-written guides that walk them through the key steps in any complex procedure. In effect, “by the book” trumps individual prowess. Here’s what Malcolm Gladwell of Tipping Point fame had to say: “It has been years since I read a book so powerful and thought-provoking.” This book will force you to ask, what could we “checklist” and increase our efficiency and profits?
My next book is HEROES FOR MY SON by Brad Meltzer. This one is a short jewel to be shared with children/grandchildren of all ages. Brad Meltzer is one of my all time favorite fiction writers but HEROES is a departure for Brad, inspired by his son and wanting to share examples of the spectacular potential that can be found in all of us. Once read, this is a book that cries out to be read again and again. My bet is HEROES FOR MY SON will be one you buy several copies for friends and relatives. Enjoy!
