The launch of the first sales manager forum took place in Dana Point, California on June 29-30. These two days were intensive focus and learning amongst our member companies. Here’s a list of the type of things we covered, along with plenty more for future sessions:
A. Playbook for sales & sales management
B. Actions needed to be a better sales manager
C. Getting sales people to care
D. Building a sales culture
E. Holding people accountable
F. Onboarding new sales people
G. Aligning marketing and sales
H. Sales manager time management
I. High payoff activities for sales managers
J. Defining accountability between sm and ceo
K. Compensation plans
L. Identify sales talent/recruiting
And the list goes on!
Participants were folks in charge of leading a sales team, coming from companies at sales levels of $15 million to $100 million+. Below are links to some videos of participants in their own words regarding the experience, along with mine.
Our next sessions will be in August and November. Given the success of the program, we are now taking registrations and inquiries for a new group to be launched in early 2018. We max out the group size at 15, so if interested, we encourage you to reach out quickly. Call 888-298-6868 or email jennifer@jackdaly.net for details and registration. Like-minded people, in similar roles, leveraging knowledge and experience which raises the level of their performance in their role.
JACK DALY ON PODCASTS
Get pen and paper in hand and take a listen. Plenty of takeaways here!
Last month I announced my decision to take on interested clients that would like my personal guidance in growing their businesses in a Hyper Growth fashion. Early response here has been beyond expectations! The ability to increase in a significant fashion both top line and bottom line results world-wide is available.
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.
“Price is important.” You hear it all the time from the consumer.
“Our prices are too high.” You hear it from sales reps, too.
Yet, in both tough economies and robust economies, the reality is that price is not the sales driver it’s thought to be. Here are six reasons why price simply does not matter.
1. Multiple firm markets
If price were the only determinant in making a purchase decision, then by definition there would be only one company for each product or service – the lowest priced company! However, look to any product or service and witness the many viable companies that are competing effectively. If you are a sales professional seeking success, the first thing needed is the mindset that understands that there are several components to the consumer buying decision, and each must be considered and strategized to enable the sales person to win more than lose.
2. Perception vs. reality
First time sales are not decided based on reality; first time sales are based on perception. Whether a sales person is representing a product or a service, the buyer’s first time thought process goes like this:
Well, I haven’t done business with this company or sales person before, but my perception is that once I do, I will receive these benefits.
Only when the buyer “jumps in” and uses the product or service do they experience real value. So, the minimum price to have a viable business is to provide real value. Without that, there will be no repeat business, nor referral business, and soon the company will be out of business.
Therefore, separate actions should be initiated that design how the perception of value will be accomplished. Note, this not only applies to companies, but to individual sales people. All sales professionals at one point or another have witnessed buyers waiting to do business with a specific sales rep when a fellow sales rep is more available at the time. The buyer elects to go out of their way because of the perception of value represented by one rep versus another. The key is the creation of perceived value.
Access to online Jack Daly materials 365 days/24 hours for teams.
Members continue to join from around the world and we are very excited to have so many new members from Australia, Europe and Peru (and of course, our American friends) who recently joined the HSG Family. Jack just finished a live call last week on May 19th with many CEOs and Sales Managers to announce our “new and improved” HSG program with new modules and features created specific for Sales Managers of teams of 5 and greater. For a limited time, we are offering the entire program for 1 payment of $1,997 (as compared to $297 per month plus set-up fees) – this is a 48% SAVINGS! Let Jack work with your organizations 365 days per year to motivate, train and provide cutting-edge and proven strategies and tactics to improve your sales results. To receive this special price and get set-up, please contact my partner, Jeff Shavitz at jeff@jackdaly.net at 561-988-8300 as there is a special sign-up page for this discounted price; for individual sign-ups, visit www.jackdalytraining.com/secret97.
If you haven’t gotten your copy of our new magazine, 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!
EDUCATIONAL OPPORTUNITIES- US and Canada
Full 2017 Workshop Schedule
July 28, 2017– Smart Selling Workshop – Orange County, CA
Aug 22, 2017– Smart Selling Workshop – Washington DC
Continuing with the theme expressed above, we have found the way to leverage technology and bring me live to your company gatherings while I stay at home. Even better, with no loss of my energy and impact on your teams, we can do this at a more attractive price point than delivering me personally to your location. In fact, by leveraging the Geniecast technology, I can actually pump up your team with content and passion 2-4 times a year while your investment compares favorably to my traveling to your location! We’ve tested the technology and the impact on the audiences, and the reviews have been literally “off the charts”. One of the events we tested included two days of speakers with me being the only person not there “live”, yet garnering the highest marks, with comments about my ability to impart energy across the ocean. BAM! These events not only are that impactful, but can be as interactive as you would like. If you have an interest check out my profile or contact Jennifer@jackdaly.net or 888-298-6868.
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.
July- Richmond, Birmingham, Salt Lake City, Sun Valley, Nashville and Orange County.
August- Southern California, D.C. and Birmingham.
Sept- Tampa, Omaha, NYC, Vancouver, Calgary, Toronto and New Orleans.
CANCER FIGHT JUST GOT PERSONAL
As many of you know, my wife Bonnie was recently diagnosed with Stage 4 Cancer. Our attitudes are positive considering the realism of the challenges, and we are committed to fighting and winning this battle. We met on November 5, 1965 and have been married for 47 years. Since the NYC Marathon is run on November 5, 2017, it called out to me to race and raise monies for cancer research with Team V (as in Jimmy Valvano). Two weeks earlier I will run the Atlantic City Marathon with several friends and family, which will mark the 50th state in my journey to run a Marathon in all 50 states. I’d love your support of my race in NYC in raising funds for cancer research. Here’s the link to contribute, and thanks for your consideration, and best thoughts for my wife Bonnie in her battle.
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.
Hi Jack,
It was a pleasure spending the day with you Tuesday. You shared a lot of useful information that I already started implementing here in my business at Spence Diamonds. I created a touch system template to use for my prospect follow ups and labeled prospects according to personality style. I scheduled training time in my calendar to religiously ‘role practice’ and continue sharpening my skills to be an excellent asset to my customers.
Thanks again Jack, I definitely found Tuesday beneficial. I look forward to sharing successes in the near future.
Ricardo Acevedo, Spence Diamond Consultant
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.
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.
Ed Davis
Medical Solutions Suppliers
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
Tim Samway
Hyperion Asset Management Limited
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.
Bob Grabill
Chief Executive Network
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.
Edmund Johnston
Vistage International
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.
Steve Davis
FederalConference.com & DavisTrapp, LLC
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.
Forest Whatley
Oakworth Capital Bank
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.
Derek Major
Eligeo CRM In
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.
Justin Abernathy
SureClick
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.
Anne Cochrane
MHPM PROJECT MANAGERS INC.
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.
Turner Inscoe
Cambridge Development Group
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.
Peter Gottsacker
Wixon Fontarome
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!.
Beth Sheehan
Inc. Magazine
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.
Vicki Miller
RPMA
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.
Dick Swanson
The Executive Committee (TEC)
The “Best in his industry” Guaranteed.
Oditza Carrasco
Affinity Lending
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.
Mike Craig
Crestcom International, LLC
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.
Damon Gersh
Maxons Restorations
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.
Nan Palmero
Denim Group
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!!
Steve Norris
EdgeTech Consulting, Inc.
If you think Jack Daly is just another motivational speaker… then You Don’t Know Jack!
