Building a World Class Sales OrganizationJuly 13, 2023
Our new website is now “up and running” and we are excited to finally share it with you. One of the key values of our new site is our ability to regularly update it with value ad information . This should provide genuine reasons for each of you to consider regularlyvisiting the site. Additionally, the shopping cart is now “state of the art” and not only enables the visitor toorder and pay for training toolson-line, but visitors will also be able to register for open seat Sales Workshops as well. This should make it so much easier to do business with us, as well as enable companies with folks regionally dispersed to readily register for programs convenient to them.
INAUGURAL ISSUEFor the past 5+ years I have been providing an email newsletter through Professional Sales Coach, focusing primarily on Sales and Sales Management ideas. Thanks to so many of you for your generous comments regarding the ongoing value it has delivered. Over the past year I have been gradually evolving the Company into a brand centering around Jack , as many of you have seen in our collateral material and handouts in our training andworkshops. The deliverables will continue to Daly center around Sales, Sales Management and Customer Loyalty, and the brand will underscore that I will be the sole resource providing the keynotes, training and workshops. We have listened to our clients and they have repeatedly underscored not only the importance of what in aprogram, but whoas well. Consistent with the brand, we are renaming the newsletter as the DALY NEWS. We hope youenjoy this inaugural issue, and we look forward to continuing to bring you business building ideas, as well as challenging you to greater personal and professional heights. If you know of others who would benefit from being on our newsletter mailing list, please forward this along to them and know that we thank you for that!
JUNIOR JACK IN A BOXApproximately 8 months ago, we introduced a “bundled solution” to bringing JACK DALY’S ideas and training to companies in the most economicalfashion- “Jack in a Box”. All of Jack’s DVD’s, audio CD’s and books, on both sales and sales management are included in “the box” at significantsavings to the client. The “Jack in a Box” has been a huge success since it’s introduction, primarily purchased by owners and sales managers for usecompany-wide. Through deeper listening to the needs of the customers (ask questions and listen!), salespeople have indicated it’s “overkill for them”, as their need and focus is squarely on the SALES side of the house. Responding to that need, we are excited to release “JR. JACK IN A BOX“, designed specifically for the Sales Professional.
Here you will find:
These items if bought separately sell for $275, yet purchased as “Jr. Jack” they retail at $200. To celebrate the release of this new “Jr. Jack in a Box”, we are offering a special limited time offer through August 31 to purchase the “Jr. Jack” for $150. This is a great deal, since the retail price on the DVD combo is $200 on it’s own! Because of the special discount nature and the limited offer to our database, you will need to order through a phone call to our office at 888-298-6868 or fax at 866-870-0546. (the website will not recognize this special discount offer). We wish you “Great Selling”!
Jack Daly Announces
Strategic Alliance with BlueChip Solutions
I‘ve been speaking in the sales management and sales arena now for over ten years. It’s rare to find a client who is not looking for top caliber sales pros. The process of finding such pros is a heavy task. After ten years of keeping my eyes and ears open I’ve finally located a firm specializing in exclusively that -finding and landing top sales professionals! I am excited to announce a new strategic alliance with BlueChip Solutions. BlueChip Solutions focuses on finding great salespeople, often offering their clients candidates that quickly become top-performing salespeople in the client company. Currently, BlueChip enjoys an 83% retention rate in a market that barely reaches 23% success. BlueChip built and uses a revolutionary seven-step process, provided below to introduce you to the process behind the opportunity created by this exciting new alliance.
Here is the summary of the process
BlueChip uses the BASE model, which stands for Behaviors, Attitudes, Skills Sets and Environment, to determine a clear, specific, measurable set of criteria with historical backup to define the ideal salesperson for your company. This is put in writing so BlueChip staff can put a virtual “face” on your ideal candidate.
Those that pass discuss the job requirements, the pre-determined comp structure and the starting date. If BlueChip is convinced the candidate still considers this position as their number one placement opportunity they can choose to move on to the next step. Discussing these details at this level allows them to virtually “accept” the position before they ever meet you. Those that don’t pass or do not accept your terms are politely told that the interview process is over.
In addition, the candidate is asked to complete a home study assignment, typically consisting of market research on your company and your competition (or other areas of your interest) that helps them to develop a prospect list and a 12-month sales plan. This gives great insight into the candidate’s process, their continued interest and their ability to meet a deadline. BlueChip Solutions then “grades” the homework and analyzes the results. Those that “pass” move on to the next step.
As if those seven steps aren’t enough BlueChip will even guarantee the sales person. If the person does not work out and perform to your expectations they will replace the person at no charge to you. Now that’s service! I am happy to include BlueChip Solutions in my plan to help sales organizations and salespeople at all levels. BlueChip is focused on eliminating the hassle, mistakes, heartache and monetary cost involved with making a bad hire, capitalizing on past mistakes by bringing opportunities for positive change. For more information on landing the sales professionals for your company, please contact Jennifer Geiger, Chief Opportunity Officer, at 888-298-6868, or at [email protected].
IT STARTS WITH “PERCEPTION OF VALUE”
For more years than I’d like to confess, I have been preaching that people buy on perceptions. This is especially true when one is looking at the initial, first time business sale. We can only buy “real value” on the second and subsequent purchases, but the first purchase is made by way of a “leap of faith”, or the “perception” that there will be value delivered by your Company, your Sales Rep, your product or service. As such, we not only have a responsibility to provide that real value, but from a selling standpoint, we should also be developing our “perception of value” campaign.
At our training and sales workshops, we first wrestle down the important question of “Who is your customer?”. Too many companies and Sales Reps think too narrowly here, and miss significant opportunities of “fishing” where the competition is not. As well, the “perception of value” campaign will differ by each customer, as the campaign should be designed based on the NEEDS of the customer. Different customers = different needs =different value campaigns.
Well, along comes Seth Godin, author of “Purple Cow” with his latest book “All Marketers are Liars”. Don’t get hung up on the title, as it’s designed for shock value. Seth’s point is that successful marketers are just providers of stories that consumers choose to believe. This short book “nails it”! It’s a book written for people that want to create things people truly want as opposed to commodities that people just need.
So, how about this thought? Not only must companies develop and deliver their “perception of value” (or as Seth would say “their story”), but the Sales Rep must also develop his or her “perception of value”. People not only buy goods and services from companies, but they buy from people as well. They do this on a like perception. Sales Reps, PLEASE listen up. Here Seth says it so well:” We don’t need what you sell, friend. We buy what we want.”The key is to impact the wants of the customer, and we can differentiate ourselves from others by focusing in on our unique “perception/story”. Our advice here is to take some time from the rushing around reacting to the cries of the day, and spend some quality time thinking through your “perception of value”, specifically addressing distinct customers.
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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!