What’s Your Favorite?
I have a new book hitting the shelves in a few months and I want your feedback on the title. Emailjennifer@jackdaly.net with your favorite: A, B or C
- How to Grow Sales: Street-proven systems and processes.
- Hockey Stick Sales Growth: Everything you need to know to grow a sales team in quantity and quality.
- Hyper Sales Growth: The blueprint to growing your sales team in quantity and quality
CONGRATULATIONS! Here are a couple great success stories to get us all excited about the potential that lives within us and before us. Carpe Diem!
1. National Conferencing
I first met Jack back in 2007 at one of his workshops… I wasn’t new to the sales game, but I was definitely a first-time business owner. Looking back, I thought we had a solid plan, but Jack opened my eyes to so many things I needed to know… not just a plan, but the tools and the skills necessary to successfully implement the plan. I adjusted my plan, learned to work on my business (instead of in my business), measured things that are important and worked hard to create a winning culture.
Fast-forward five years later (and several more Jack encounters), and my company earned the #23 spot on the 2012 Inc500 List of fastest growing, privately held companies in America (24 million in revenue / 6,977% growth from 2008-2011).
They say you need three things to ensure business success: (1) introduce a product or service that is needed; (2) secure the necessary funding; and (3) surround yourself with the right people… I brought the first two with me to the table… Jack was #3.
Our 2012 revenue was just confirmed at 47 million with 23,932% growth from 2009-2012… I wonder where that will land us in the 2013 Inc500 List!Thanks Jack… your stuff works!!
Paul Trapp, CEO
National Conferencing, Inc.
2. Exact Target was an early client of ours and was recently bought by Salesforce.com for $2.5 billion, its biggest acquisition to date.
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
- Grow results by Jack Daly design
- The Jack Daly Way
“Leverage Sales Coach delivers a customized coaching action plan focused on achieving higher sales goals for your business by developing strong sales leadership. Sales Leadership grows your team. Your team grows results.”
- Assessment & Strategy
- Skill Development
- Action Game Plan
- 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.
- Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and learn about Jack’s proven action strategies to improve your sales results.
- 10 Questions to EVALUATE Your Sales Plan – Sales performance, Management effectiveness, right people, and competition.
Contact Dan Larson at dan@jackdaly.net, call (916) 972-1292 or visit http://LeverageSalesMgmt.com/.
SYSTEMS & PROCESSES YOUR WAY TO SUCCESS
I want you to think about any sports team of your preference. Now, expand where you probably went, which was likely professional or college, and go to the high school level. You should now have a specific team or teams in a specific sport (s). Now, this is going to hurt but it’s well intended. Whether you are a Salesperson, Sales Manager, or Business Owner or Leader, my bet is that team is being run better than your business! Think about it. Can you imagine a football team taking the field without a specific written game plan for that day? Can you imagine the team not doing research on their competition before taking the field? Can you imagine the team taking the field without training on specific skill sets? Can you imagine the team deciding to use the game for practice instead of practicing proven systems before taking the filed? Can you imagine the team coaches not regularly recruiting?
Now, let’s look at our business practices. There are proven performers in every business, who deliver exceptional results quarter after quarter, year after year. They have the same products, same price, same service and same economy – yet, they deliver exceptional results comparatively. I suggest they are doing different activities, and are doing such on a consistent basis. Doesn’t it make sense, then, to develop such “best practices” as SYSTEMS & PROCESSES for the balance of the sales team? These SYSTEMS & PROCESSES should include a written game plan on how best to win over new business and further secure existing clients.
With so much information being readily available via the internet, why would a Company’s Sales Team not be accessing such intelligence on prospects before making their sales calls? Why not prepare questions and observations regarding our findings before the call, so we can demonstrate our professionalism? Since questions are the key to a successful call, why would we not prepare the questions before the sales call? Once we have the questions, why would we not work through possible scenarios for the responses? Why would we not practice the questions and possible responses before making the call? Wouldn’t a sports team approach their business in such a fashion?
Again, pick your sport and pick your team. Have you noticed that top level college teams tend to be top level teams year after year? One of the keys is a SYSTEM & PROCESS for consistent recruiting of talent. They don’t begin looking when they have a vacancy, as they are always seeking for improvement and anticipate that players will be leaving. Why would we not assume the same and prepare accordingly in our businesses?
I think about John Wooden and his decades of success at UCLA basketball, Coach K at Duke as well in more recent times. I think about Nick Saban at University of Alabama and the year after year top performance of their teams in the national standings. I think of the All Blacks rugby team out of New Zealand, the all-time winningest team in sports. These teams are successful because of a consistent leadership stressing proven SYSTEMS & PROCESSES.
The “secret” to success is not in a new nifty product or service. The “secret” is consistent focus on the basics, facilitated with SYSTEMS & PROCESSES. Build and practice those, and success is yours!
Educational Opportunities -Here’s a look at my upcoming Workshops:
Click here to see the full 2013 schedule……
CONTINUOUS IMPROVEMENT
“Awesomely Simple: Essential Business Strategies for Turning Ideas into Action by John Spence. This short and powerful book truly delivers! For those familiar with my work, you will be hearing my echo throughout your reading. The takeaways are enormous and easy to execute, as long as you decide to make them a priority. Here is a tease:
The real challenge, and the foundation for lasting business success, is the consistent and disciplined application of just six principles, day in and day out, in every part of your organization: 1. Vivid vision 2. Best people 3. Robust Communication 4. Disciplined execution and 6. Extreme customer focus. (The beauty of John’s book is he provides specific actions to take in order to help our businesses benefit).
You become what you focus on and become like the people you spend time with.
If you think that your role as a leader means having the right answers instead of the right questions, you will waste the value of your most important asset: the brains of your people.
Consistently superior results do not come from chance, fate, or good luck. They come from systems and processes that have identified all of the steps necessary to produce excellence and an organizational culture that embraces the concept of process as a competitive advantage. If you can consistently do things better, faster, and more efficiently while still delivering high quality and superb service, you have developed a unique differentiator that is exceedingly hard for your competition to copy.
Be forewarned; this book will give you a list of action items that will require prioritization and while implementation can be instant, the timeline will be years! Read it and get busy!!
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!
LINKEDIN SUCCESS – A good friend of mine in Sydney Australia, Raz Chorev, offers us all the opportunity to leverage the tool LinkedIn. I recommend downloading his ebook- http://www.razchorev.com/linkedin-ebook/easy-steps-to-linkedin-success/
LEVERAGE THE POWER OF VIDEO – If you ever needed proof of its power, think about YouTube and the visibility it has created for many. I can vividly remember my early days of getting in front of the camera and trying to produce video tools for my clients and Workshop participants. YIKES!! I looked like some crazed guy that was better suited for horror films. Someone needed to soften my approach to the camera, and fortunately there are professionals out there that can do just that. My “go to guy” for decades is Bob Chesney, based in southern California, and his contact info and website are as follows: (Jen, you got it). For my readers in Australia/New Zealand, your guy is Jason Tunbridge, Director of Nimble Media, based in Sydney. His contact info is www.nimblemedia.com.au. He can be reached atjason.tunbridge@nimblemedia.com.au or +61 (0)411 194 814.
Both of these professionals have decades of experience working with SMEs, delivering engaging, authentic and professional videos with a minimum of fuss, uncertainty and hassle. Bridging the range of customer testimonials to your own corporate documentary, your message will be delivered with authenticity, benefited by their ability to coach you on what to say and how to say it.
The minimum price to compete today is your product or service must deliver real value. However, to win new business, we additionally should be working on the concept of creating perceived value. The power of video can help dramatically here.
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”..
Jack,
I contemplated going home a little bit early after your presentation today, but could not pass up the opportunity to get back and start to implement some of the things you passed along to me today. One of the items I circled on my page 39 was to start leveraging social media, begin a blog and to implement short educational videos on a YouTube channel. I had never thought of these activities as helping create my perceived value. As a 25 year old financial advisor, I should be crushing all of the elders in this field. Thank you again and I will be off to Staples later on to put together my money bag. All the best to you and your family, travel safe.
Sincerely,
Connor Holly
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.
I loved your passion and I feel rejuvenated to go out their and drive new business! Thanks again.
Lynn DiBiase
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
- Oct- Kohler, Las Vegas, Columbus, St. Louis, Salt Lake City, Washington D.C., Charlotte, and Hawaii.
- Nov- Toronto, Los Angeles, Las Vegas, Monterey, Indianapolis.
- Dec- Orlando, San Diego, Sacramento, Ottowa, Columbus, Los Angeles and Charlottesville.
Our 2014 calendar is already 75% booked so call us today, 888-298-6868, if you are interested in a day with Jack!!
KONA COMPLETE! On October 12 another big check off the Bucket List took place, as I crossed the finish line of the Hawaiian Ironman. Thanks to all who encouraged and supported me along the way. Sure has plenty of similarity to building a business- vision, key people, systems & processes, preparation and practice, and a positive attitude regardless of the environment.
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.
