LEVERAGE
I’m not talking about leverage in financial terms but rather, “How can I generate more business with less work?” Sometimes our very best customer will never buy our product or service. Yet, they will be able to source business to us, bigger than any one client could provide us. Let’s use an example. A few years ago I delivered a full day sales training day to 65 search firm sales associates, all working for the same firm. A couple hours after the session, the CEO and I met for dinner, at which he asked how I thought the day went. I told him I didn’t think it went very well, to which he was quite surprised, as he had heard nothing but positives from his sales team members. He then challenged me on my comment, to which I replied that it had been a couple hours since our session and not a single associate of his had asked to Linkedin or Facebook friend me.
Now, I have intentionally built my speaking business without employees, so I have no personal need for a search firms services. Now, if we think of who hires people like me, it’s the “C Suite”, most of which I would have in my Linkedin relationships. That means if any of the search firms sales people were to be Linkedin with me, they would have access to see if I were Linkedin with any of their prospects that they were being challenged to get in and meet, I could possibly be of assistance. However, if they are not Linkedin with me, then no ability to “leverage” my relationships!
I’m not suggesting I am the one you should be leveraging; I am suggesting you think through who those key Centers of Influence are in your business, and build relationships with them for potential leverage of referral business. Take the time today to list and prioritize who your top ten Centers of Influence are…and get busy!
KONA BOUND!
On October 12 the Ironman World Championship will take place on the Big Island of Hawaii. Thirty-one years ago I, along with millions of others, watched in awe at Julie Moss crawling that last 100 yards across the finish line, after covering 140.6 miles! At that very moment, I wondered if I had what it would take to take on and finish such an undertaking. On it went to my “Life List” (today called a Bucket List). For the past 8 years I’ve been competing in the triathlon sport, focusing primarily on Ironman and Half Ironman distances. 44 triathlons covering 8 countries and 5 continents, I’ve finally made it to the Big Show! There are many lessons to be learned from this journey, look for both an article and a book later on this. But for today, here are a couple take-aways. If something is important to you to accomplish, write it down. Next, share it with others, the more the better, thereby increasing the pressure to ‘get it done’. And lastly, PERSISTENCE is the key. In my late 50’s I still didn’t know how to swim (2.4 miles in deep ocean water with a time cutoff probably suggests you know how to swim!). Okay, so if the goal is important, what needs to be done to overcome that hurdle? Identify the obstacles and figure out the solution. The parallels with what it takes to sell successfully, or build a business, sure sound familiar! Go make your goals into reality, be PERSISTENT!
*Jack Daly presents SMART SELLING in Australia!*
Melbourne-18 September 2013– Register
Sydney- 20 September 2013– Register
Jack is back in Australia this month to present his powerful one-day Smart Selling seminar. This outstanding full day program is a MUST for sales and marketing teams accelerate business growth.
Learn to identify:
* Key characteristics of top performers.
* Proper goal setting techniques.
* How to identify new priorities and to focus on the right things!
* Prospecting tips to help beat call reluctance.
* How to be more effective at finding new opportunity!
* Creative approach campaigns and ongoing touch systems.
* Value-added selling techniques.
* Relationship development and growth strategies.
* CLOSING strategies that OPEN sales and future opportunity.
* AND MORE!
Questions? Email karen@jackdaly.net
CONTINUOUS IMPROVEMENT
Ctrl Alt Delete: REBOOT YOUR BUSINESS. REBOOT YOUR LIFE. YOUR FUTURE DEPENDS ON ITby Mitch Joel. This book has so many “AHA Moments” in it, my review here will resort to being provocative to the point of encouraging you to read it! How about these:
- Steve Jobs once said, “If you don’t cannibalize yourself, someone else will.”
- Amazon’s Price Check app turned every retail competitor’s store into a showroom for Amazon. It won’t just be Amazon that will be leveraging these hyperconnected consumers…
- We live in a time where a company like Kodak can collapse while at the same time a simple photo-sharing app called Instagram gets bought for a billion dollars by Facebook. Which company do you think feels more secure?
- The vision statement for Square is “no more cash registers.” It’s more than a big, bold, and brave statement.
- Two-thirds of Apple’s revenue came from products that were invented from 2007 onward.
- It’s time to reboot how you think about your office and the office space. Your work space should be designed and structured for collaboration-and that’s all.
- An entrepreneur is someone who is trying to create a future that doesn’t yet exist, while a businessperson is someone who is trying to mitigate risk and minimize mistakes. (Which are you?)
Educational Opportunities -Here’s a look at my upcoming Workshops:
Click here to see the full 2013 schedule……
The price you pay for any of the 3 Sins is stunted sales growth.
Do you have a sales force delivering flat sales results or less than you need? We help you fix that.
We help you get sales right.
- The Right People, the Right Systems, and the Right Leadership to grow results by Jack Daly design
Leverage Sales Coaching delivers a customized coaching action plan focused on achieving your sales goals by helping you develop stronger sales leadership:
1. Assessment & Strategy
2. Skill Development
3. Action Game Plan
4. Accountability to Action
Contact me today to get some free tools to help you get started. Or I’ll put you in touch with one of our coaching professionals.
- 10 Questions to EVALUATE Your Sales Plan – Sales performance, mgmt effectiveness, right people, and competition
- Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and Jack’s proven action strategies to improve your sales results.
Contact Dan Larson at dan@jackdaly.net, call (916) 972-1292 or visit http://LeverageSalesMgmt.com/.
FIRST DAY; FIRST WEEK; FIRST MONTH
We have so many clients around the world reporting such great success here, it’s worth repeating. I’ve never understood where the ROI on throwing parties for people leaving our companies, yet it is prevalent wherever I go. Yet, for new hires, their first day is often comprised of a trip to HR for paperwork, setting up their desk, and reading a manual and generally being ignored by all others, as they are “too busy”. Now, I’m guessing the new hire was excited on their way in to their new job that day, but how did they leave for home after that first day? Were they even more excited, or did the culture send a signal that “it’s just a job”? We have control over that first day, first week, first month experience. Why not make it one where the new hire is jazzed about their decision to join the company? Better yet, that they tell all their friends what a great place it is! This doesn’t need to be expensive, just planned out in advance. Maybe a sign in the lobby welcoming them; maybe a card on their desk signed by their team welcoming them; maybe a company logo shirt and business cards with THEIR name on them from day one; maybe lunch brought in to share with the team in a familiarization session; maybe assigning someone as their “go to peer” if they have questions or needs; maybe a bottle of wine sent to their home to celebrate “Day One”. There are so many creative things now being done out there for the new hire, albeit much too infrequently. Let’s change it!
TAKING ACTION–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”..
Hi Jack
I just wanted to thank you again for your inspirational selling tools you provided today in Rochester.
With help from my team, we have already started building our “Money Bag”. I plan on rolling this out to our Sales Directors in early September.
I’m looking forward to implementing my contract plan and sharing my successes with my team.
Thanks again!
Lynn DiBiase
Jack,
Just wanted to thank you for the many excellent ideas, concepts and “tools” you shared with us at the Western New York EO session on Monday 8/12.
From a high level CEO/Entrepreneur Insight level you’ve nailed the three areas (and priorities) essential in creating a growing & thriving business (Vision/Key People and Culture).
From the Sales End, I’ve started (today) implementing some of the tools and ideas you covered yesterday into Our process. The “Money Bag”, Evaluating and Fine Tuning our “Touch System” and our Key “Things That Get Measured Get Done” items. These are the three initial area that I can put into action.
Of course we have much work to do, but that’s the exciting part. It’s upward from here!
Thanks for being a catalyst and mentor. Your common sense and real world solutions cut through much of the other “hype” that’s out there. I look forward in learning more as we continue this “process”.
Regards,
Ed Berowski
WEBCAST ARCHIVES
Over the past 3 years I’ve produced about 18 one hour webcasts covering a myriad of topics. They each have been archived along with 5 training support tools and can be found here. Whether you are a Sales Manager or Sales Professional, these one hour sessions are packed with sales growth and money making ideas. Many of our clients use them as a team watch activity, then develop a game plan for each sales professional to take action.
Here’s just a sample of topics, all of which and more can be found on our website:
-BEATING CALL RELUCTANCE AND GETTING THRU THE GATEKEEPER
-RECRUITING TOP SALES TALENT
-HOW TO LEVERAGE THE INTERNET TO SELL MORE
-COMPENSATION, REWARDS AND RECOGNITION FOR SALES PEOPLE
-WINNING CULTURE BY DESIGN
The investment?
1 webcast $99
2-6 $79 each
7-10 $59 each
11+ $49 each
One idea, one action, and your time and money have been leveraged! www.jackdaly.net TAKE ACTION!
WHERE IN THE WORLD IS JACK?
Here’s the schedule of cities I will be conducting programs in over the next few 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 email jennifer@jackdaly.net
- Sept- Adelaide, Sydney, Perth, Brisbane, Melbourne & Auckland.
- Oct- Kohler, Las Vegas, Columbus, St. Louis, Salt Lake City, Washington D.C., Charlotte, and Hawaii.
- Nov- Toronto, Los Angeles, Las Vegas, Monterey, Indianapolis.
If any article in this newsletter would be of interest to
your co-workers, customers or clients we would
appreciate having you forward it along.
