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Taking Action with Jack Daly ( February 2018 )

Feb 1, 2018
Newsletter

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……

8 Tips to Drive Better Sales Pipeline Health and Results by Kylee Lessard

Sales pipeline management is a popular topic for good reason: A study of B2B companies found that 44% of executives think their organizations are ineffective at managing their sales pipeline, underscoring the direct tie between effective pipeline management and strong revenue growth. To help you excel at sales pipeline management, we’ve searched far and wide for insider tips from the most successful sales pros.

1. Stick with the Process

Your company came up with a prescribed set of sales steps and explicit definitions of pipeline stages for a reason. This is not the place to unleash your inner maverick and try to carve out your own path. Here’s why: According to a study by Harvard Business Review (HBR), companies with a formal sales process generate higher revenues. Make it your aim to familiarize yourself with your company’s sales process and follow it. If you’re unclear about any definition or expectation, ask for clarification.

2. Be Transparent and Honest

We know it’s not fun to defend low pipeline numbers. But you’re not doing yourself any favors by glossing over the truth. That approach just leads to spinning your wheels, focusing your daily priorities on the wrong areas. Plus, you might initially impress your manager with an overflowing pipeline, but when the months go by and deals fall out or get stuck in certain stages, your boss goes from impressed to frustrated because her projections look bad, too.

Read more……..


Why Leaders Need To Be Great Storytellers by Christine Comaford

We’ve all seen them. Emotionally flat presentations. Emotionally devoid corporate mission, vision, and value statements that are simply wall art. They’re not memorable. And even if the team has been asked to memorize them, even recite them, but if you ask what they mean, you’ll get blank stares.

Why? There’s no emotion.

There’s no story.

What’s your favorite movie? I’ll bet you can enthusiastically tell me all about it, even if you haven’t seen it in years. Stories are like nutrition for our souls. We remember them and love them. They have deeper meaning for us. On YouTube, there’s a wonderful video clip of a group of marines belting out the lyrics to the theme song from Disney’s Frozen. Who would have thought combat soldiers could relate to a Disney princess?

And then there are company stories. Many of us have heard the story about a Nordstrom’s customer returning a snow tire, and the customer service rep handling that request happily, even though Nordstrom doesn’t sell snow tires. We hear the story and we don’t need to be told that Nordstrom’s values customer service. We know already, we have the story.

Why Leaders Need To Be Great Storytellers

What Do You Love In A Story?

Notice what makes stories memorable for you. For most people, the stories we remember have some sort of emotional impact on us. They have this impact because we can relate to the hero and the storyline in some way. The stories you tell about your organization need to be positively impactful too. Neural coupling enables us to connect to the story and personalize it. We connect to the storyteller via mirror neurons, we get deeply engaged and feel/hear/see and even smell/taste what’s happening in the story too. And dopamine, a feel good neurotransmitter gets released when a story is emotionally engaging. And that’s just a start!

Here’s the storytelling recipe my client’s love when they are crafting company stories.

Step 1: Focus On Your “Story Customer” And Their Context

Who is the story for? Customers? Team members? Take a moment and think about the recipient of the story, what is their context? Notice the situations they are in, and make sure they can relate to your stories, tell stories where they can see themselves as the hero(ine) of the piece.

When you tell your story, choose the communication vehicle that fits their context. For example, one client’s target customer is parents of small children and they told their stories via Mommy blogs

Read more………

EDUCATIONAL OPPORTUNITIES

Register today for one of only five, 2018 Sales and Management Summits. Our workshop calendar is significantly smaller than years past so start planning today to join Jack in one of the cities below……

REGISTER

Want to Inspire Your Employees? Take Them Out for a Terrible Meal Together By Leigh Buchanan

When new employees arrive at the customer service orientation for Tommy Bahama, the beach-themed restaurant-and-apparel business, most expect a traditional process-and-policy walkthrough. Instead, a presenter asks the group whether they’ve ever thrown a party where, at the end of the night, it’s obvious that everyone had a great time. Most members of the group reply yes.

“That concludes our lecture on customer service,” says the presenter.

That orientation session is what Stanford business professor Chip Heath calls a “moment.” Heath defines moments as brief experiences that lift people out of the ordinary; change how they view the world; inspire and capture up-swells of pride; or deepen bonds with others. Startled and delighted by Tommy Bahama’s sharp jab of corporate values, employees never forget the lesson embedded in that experience.

The ability to create moments is a valuable leadership skill.

A healthy culture and respectful treatment may keep your workforce satisfied, says Heath, whose latest book The Power of Moments: Why Certain Experiences Have Extraordinary Impact, was released in October. (Like all Heath’s books it is co-authored with his brother, Dan Heath, a senior fellow at Duke.) But moments imprint themselves more powerfully. They amplify employee loyalty, collegiality, and dedication.

Unlike many leadership skills, creating moments comes naturally to most people. “It’s something many of us learned growing up,” says Heath. “We have had birthday parties and wedding celebrations. We have the talent for commemorating things in memorable ways.”

Focus on the beginning.

“Research says that 40 percent of things you remember from college happened in the first six weeks of starting your freshman year,” says Heath. “That’s when new things are happening. Those are things that stand out.”

Read more…

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