0 $0

The Daly News Volume 103

Mar 28, 2018
Newsletter

DUBLIN IRELAND, JACK’S COMING BACK!

After a successful debut in Dublin in January with the Pendulum Summit, the demand for a return visit to “go deeper” has been well heard. So, here’s the deal.

AUGUST 2018- Tuesday, 9 October 2018

SMART SELLING: The Path to Hyper Sales Growth Full Day Workshop

The reality of sales is people do not want to be sold. I’ve never met anyone who enjoys having someone try to sell them something. So my first directive to salespeople when it comes to selling strategies is to quit selling. It doesn’t work.

Selling a product, idea, or service in today’s economy takes more effort than it did even five years ago. Technology has allowed for businesses to connect all over the world, meaning most consumers, customers, or clients have many options available. This means a sales person must work to build trusting relationships to win new customers and grow the ones you already have. Jack will explain the importance of leveraging your business’ unique competitive advantages to create systems and processes to be used by your entire sales team to ensure the growth of your company.

This session is heavy on identifying the things that need to be done; “the what…” and then getting motivated to actively engage in “the how” of putting the processes in place.

Key Learnings:

    • Earning trust by caring first
    • Leveraging centers of influence
    • Perception of Value is key to Differentiation
    • Goal achievement thru specific activities
    • Measurement and Accountability Systems
    • Turning prospects into clients via pipeline management
    • Creating a “value to the prospect” Touch System
    • Reducing, if not eliminating objections
    • Quickly identifying and adjusting to Personalities
  • Helping others buy instead of selling them something

REGISTER TODAY! Pricing: 1-4 seats $475US each, 5+ seats $425 each.

DUBLIN IRELAND, JACK’S COMING BACK!

After a successful debut in Dublin in January with the Pendulum Summit, the demand for a return visit to “go deeper” has been well heard. So, here’s the deal.

AUGUST 2018- Tuesday, 9 October 2018

SMART SELLING: The Path to Hyper Sales Growth Full Day Workshop

The reality of sales is people do not want to be sold. I’ve never met anyone who enjoys having someone try to sell them something. So my first directive to salespeople when it comes to selling strategies is to quit selling. It doesn’t work.

Selling a product, idea, or service in today’s economy takes more effort than it did even five years ago. Technology has allowed for businesses to connect all over the world, meaning most consumers, customers, or clients have many options available. This means a sales person must work to build trusting relationships to win new customers and grow the ones you already have. Jack will explain the importance of leveraging your business’ unique competitive advantages to create systems and processes to be used by your entire sales team to ensure the growth of your company.

This session is heavy on identifying the things that need to be done; “the what…” and then getting motivated to actively engage in “the how” of putting the processes in place.

Key Learnings:

    • Earning trust by caring first
    • Leveraging centers of influence
    • Perception of Value is key to Differentiation
    • Goal achievement thru specific activities
    • Measurement and Accountability Systems
    • Turning prospects into clients via pipeline management
    • Creating a “value to the prospect” Touch System
    • Reducing, if not eliminating objections
    • Quickly identifying and adjusting to Personalities
  • Helping others buy instead of selling them something

REGISTER TODAY! Pricing: 1-4 seats $475US each, 5+ seats $425 each.

PENDULUM SUMMIT – Speaking of my Dublin visit in January to 6,000+, here are a few more action clips.

RECRUITING REMINDERS

How can this still be happening? I ask my Leadership audiences how many are presently looking to hire a new top sales performer and less than 25% of the hands go up? Then, of those who do raise their hands, I ask for the list of names of those being pursued, and the most frequent refrain is “What list?” How can this be happening? You should always be looking for a new top sales performer. There is no such thing as “fully staffed”. Adding a top sales performer will not only bring you their top numbers, but raise the bar on your other good players, and often results in other top sales people following the new hire to your business as well.

Recruiting is a process and not an event. All too often, we find the Sales Manager start recruiting after someone decides to quit, or where we let some non-performer go. That’s NOT recruiting!

Here’s recruiting: 1. A list of at least 15 viable candidates; look beyond your industry; court the list with at least two touches per month per candidate; the top candidates go where they want and when they want, and tend to go to those who have been in touch along the way; and recognize that the best hires are typically happy where they are and not looking to make a change until “life happens”. Put yourself in the lead position of consideration with those top performers!

PS – If you don’t schedule the time, it will not get done. Don’t let a sports coach outperform you in this important area.

CONTINUING EDUCATION

“HIT REFRESH” by Satya Nadella. Microsoft’s new CEO shares his vision to reignite this industry giant. After reading last month’s suggested THE FOUR, I’m now inclined to expecting Microsoft to make it THE FIVE. Here’s some tease..

  • The first principle is to compete vigorously and with passion in the face of uncertainty and intimidation.
  • A second principle is simply the importance of putting your team first, ahead of your personal statistics and recognition.
  • My approach is to lead with a sense of purpose and pride in what we do, not envy or combativeness.
  • The phrase we use to describe our emerging culture is “growth mindset”.
  • To be a leader in this company, your job is to find the rose petals in a field of shit.
  • Success can cause people to unlearn the habits that made them successful in the first place.
  • The C in CEO is about being the curator of culture. (With the relative size of Microsoft and its cash position, watch for a reemergence)

EDUCATION OPPORTUNITIES

**NEW 1/2 Day Sales Workshops- REGISTER TODAY

After road testing the concept in Philly in January, to rave reviews, we elected to add a few more. Feedback was that companies could send several more of their team given the lower entry investment, and getting their teams out in the field with “Jack’d Up Energy” and selling tools that same afternoon.

Register for today for one of only three remaining 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……

**AUSTRALIA WORKSHOP DATES ANNOUNCED**

  • Melbourne – 23 July 2018
  • Sydney-24 July 2018
  • Brisbane- 26 July 2018

We are so excited to be coming back to Australia for my Winning Sales Strategies, Driving Sales Workshop.

If you’re ready to accelerate your business growth, join us for Jack Daly’s Winning Sales Strategies Seminar Sales Workshops! If you’re a salesperson or sales director who is constantly looking for the edge that can take your team to an explosive new level of growth and success, then the advantage you and your team are continually seeking has just landed in your lap. Jack Daly’s Winning Sales Strategies Workshops are loaded with game-changing tactics and strategies that should always be within arm’s reach of every business and sales professional. In these powerfully practical workshops Jack shares the time-tested sales techniques that work to drive the growth.

Register today for the best, early bird pricing.

LANGUAGE IS IMPORTANT

We talk a lot about the importance of culture to success in business. We also speak to how quickly we can detect (smell) a company’s culture. Once you get the culture right, everything else gets easier. Here are some verbal cues to be alert for (I am particularly sensitive to these as I assess my Coach clients and the work I need to do):

  • Best efforts versus a sense of urgency (time is of the essence)
  • If versus when (results happen with “when”, not “if”)
  • Try versus do (thanks Andy Bailey for the constant reminder)
  • No problem (double dipping in negativity)
  • You know (no, I don’t)
  • Truthfully (as in what went previously wasn’t?)
  • Like (please, just say it)
  • I guess ( comes off uncaring and not important)

EQUIPPED TO GROW IN 2018!

We get asked all the time, “What do we need to do to grow sales better?” After getting a snapshot of their situation, the answer starts with 3 important questions:

1) Do you have a dedicated Sales Manager focused on growing the sales team in Quality and Quantity?

2) Do you have a Playbook with your best plays to train the team?

3) Does your team practice in-house, or do they practice on your customers?

To improve your results, check out our Amazon best-seller The Sales Playbook for Hyper Sales Growth, by Jack Daly and Dan Larson. It’s an Amazon best-seller and available through ForbesBooks. A content rich guide how to build hyper sales growth systems, processes and sales tools into a Sales Playbook to grow and scale your results.

Get a free Sales Playbook Summary file shows you the key pieces and how to put it together http://leveragesalescoach.com/summary/. Or contact Dan at (800) 565-6516 or dan@leveragesalescoach.com to help you strategize your Playbook and situation with the company owner and Sales Manager.

    • PEOPLE: Key People, Rank Team, Profile the Position, Mindset & Attitude, Recruiting & Upgrading
    • PROCESSES: Goal Achievement, Sales Process, Pre-Call Planning, Pipeline Management, Touch System
  • PRACTICES: Value-Selling, Model the Masters, Personality Styles, Best Questions & Active Listening, Objections & Best Responses, Success Stories, Sales Meetings.

WHERE 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.

Apr– Charlottesville, Washington DC, Atlanta and Los Angeles.

May– Orlando, Philly, China, and Cape May.

June-San Diego, Atlanta, Chicago, Minneapolis and Los Angeles.

GET JACK’D MAGAZINE

Our fall Get Jack’d Magazine is now live and in circulation. If you would like to receive copy, just email jennifer@jackdaly.net with your street address (USA only), or click here for the online version. The magazine is free and loaded with actions to increase your success as a salesperson, sales manager or business owner. Time to GET JACK’D!

YOUTUBE LEARNING

What, you didn’t know Jack is all over You Tube with his own Channel. Subscribe now and benefit from a quick “Jack Fix” to start your sales day, along with a take action proven system/process for additional business success. Here are a couple to wet your appetite!

CEO COACHING

Last year I announced my decision to take on interested clients that would like my personal guidance in growing their businesses in a Hyper Growth fashion. If you have an interest, email Jennifer@jackdaly.net or call 888-298-6868 to arrange for us to talk. I have three open spots left for 2018.

A thumbnail summary of what I will bring to the engagement: a) Accountability – my standards are high, expect no room to “hide”; b) Focus – Focus precedes success means curtailing chasing shiny objects; c) Devil’s Advocate – Be prepared for your Coach to ask “WHY”, and we mean repeatedly; d) Catalyst for Hyper Growth – Too often what holds us back is our limited thinking. Here is where we unleash for Hyper Growth; e) Networker for Resources – The Coach is the “go to” resource for matching needs with the talent that exists world-wide; f) 3rd Party Sounding Board – Coach brings a fresh set of eyes to your business at a CEO perspective.

Let’s talk – 888-298-6868 or Jennifer@jackdaly.net for an appointment.

TAKING ACTION

Hey Jack,

You remember when I won the Tesla for growing my business by $500k in a year? While I was so proud for doing a great job, all you said was “that makes me want a barf bag! What’s $500k in a year? That sucks!” Well maybe you do and maybe you don’t. Either way, that dinner I had with you and the “good night kiss” you called it as you peered back in the window as I dropped you at the hotel and you asked me if I’d rather have 20 gigs at $1k each or 2 at $10k each? Of course I answered 2! Well I’m happy to report that as of Friday I have $550k in NEW revenue for this year with another $500k closing next month and just shy of $1M in the pipeline. February isn’t over yet and I’ve beat my car winning year. I’m thinking I’ll send you a barf bag to sign so I can hang it on my wall and tell people how full of it I was until I got Jacked! Thanks and I’ll keep you updated as the year comes along. Thanks for lighting a fire under me and not holding back on the punches! See Bonnie knew I needed you, that’s why she told you to come to Nashville and visit the Grand Ole Opry (: I’m thankful she allowed me to share that precious time and I wanted you to know that it was time well spent! BAM!

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.

Here is what our Clients have said about Jack...

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!

shares