HIGH CONTENT!

  Be sure you dig into the next section of the newsletter, as it contains some of the   key take-aways from my annual educational deep dive at MIT with Gathering of Titans. But first, I have some really big news on the WEBINAR scene. The amount of positive reactions to our webinar series we instituted last year has been terrific. Huge content and actionable ideas has been the major thrust of the reactions. In an effort to open these webinars up to an even wider audience, we are introducing in the next three weeks an annual MEMBERSHIP alternative. Here’s how it will work:

* A minimum of 6 one-hour webinars in a calendar year
* Companion handout/workbook for each webinar
* Summary Sheet of key action items for each webinar
* Discussion Guide to foster all on the team are “on the bus”
* Quiz for each webinar, along with Best Answers and Why
* Webinars recorded for additional online access for follow up review/discretionary viewing times

MEMBERSHIP investment will be as low as $249 per year and includes all of the above, including a minimum of 6 webinars. Of course, should you be interested in selecting webinars on a one by one basis, we will continue that option at $99 a session. Once the membership option has been launched you will receive an email with registration details.

Upcoming Webinars:

July 13- Managing Objections, Asking the Best Questions & Improved Listening Skills

Aug 17- Compensation, Rewards & Recognition for Sales People

Nov 2- Sales Rx: Sales Systems & Process Checklist

Previously Recorded Webinars:

* How to be bullet proof- How to sell more, work smarter & avoid burnout
* The secret of getting more from less- A system to jump start your success

* The Tiger effect- Ultimate control by preparing to win
* 50% of success is a head case- how to win your mental game
* A winning culture by design- The secret to your ultimate business success

* Beating call reluctance & getting thru the gatekeeper

  GATHERING OF TITANS (GOT)

  For the past five years I’ve been fortunate to participate at MIT with   approximately 70 entrepreneurs in an educational deep dive. From   Thursday thru Saturday, the group has access to some of the leading   edge thought leaders in their area of expertise. The following is a   sampling of key take aways and links for you to pursue further.
-All   people want one thing: “to feel good”. The quality of your life is 100% determined by what you do “to feel good”.

-Serious business opportunities exist in partnering with nonprofits and corporations. 60% of sponsorship deals are initiated by a cold call by an individual with an idea. Benefits need to be focused on what you could do if your idea is pursued (not what you can currently deliver).

-Successful people say “yes”. Highly successful people say “no” to all things except those aligned with your soul purpose. What areas of your life are you saying “yes” to that are draining your time, energy, focus?

-You already know things that can make your life or business better- Why aren’t you doing them?

-Success is mainly determined by building & maintaining a wide range of relationships in your life.

-We all have a hunger for meaning, to have our lives matter, to make a difference with our lives.

-The next four years will determine the quality of life on this planet for the next 1,000 years. Visit www.fouryears.go to see what can be done.

-Work is our default unless there is something else scheduled.

-Income statement & balance sheet are equally important- How we manage both is equal to Cash. Vanity = Revenue; Sanity = Profit; King = Cash.

-CFO should be telling you how well you can do rather than how well you are doing. Controllers tend to look back, CFO’s tend to look forward.

-Your company is meaningless until it means something to others.

-Your great, important, pivotal ideas – were they the result of thinking/figuring it out, or did they just come to you/have it “pop” up? Need to put ourselves in position for things to “pop’.

-You can’t be grateful for everything but you can be grateful in everything.

-The happiest people in the world are those who make & maintain meaningful connections. Resolve to protect your close connections; Make time for thinking, friends, family.

-All planning begins with personal planning. Build a business that supports your life.

-Life requires two lists: YES = very short list; NO = very long list.

-Weapons of Mass Production: Focus, clarity, consistency, excellence, discipline, buy-in, accountability, deadlines, measurements, quality, value add, innovation.

-Success loves speed. Speed should be a major competitive advantage. Most of your competitors are slow.

-F.O.C.U.S. = Follow One Course Until Successful.

- 5-4-3-2-1 Plan:

* Identify 5 ideas that you are committed to implementing within 30 days.
* Identify 4 behaviors you are going to identify to stop doing.
* Identify 3 things you can delegate immediately, to focus on highest and best use of your time.
* Identify 2 accountability partners that will help you with your commitments.
* Identify 1 big BANG- Bold Ambitious Noble Goal.
-People like to be praised and recognized for doing a good job and making a contribution.

-EVERYTHING I KNOW I LEARNED FROM NOAH’S ARK:

* Plan ahead. It wasn’t raining when Noah built the ark.
* Stay fit. When you’re 600 years old, someone might ask you to do something really big!
* Don’t listen to critics-do what has to be done.
* Build on high ground.
* For safety’s sake, travel in pairs.
* Two heads are better than one.
* Speed isn’t always an advantage-The cheetahs were on board, but so were the snails.
* If you can’t fight or flee-float!
* Take care of your animals as if they were the last ones on earth.
* Don’t forget that we are all in the same boat.
* When the doo-doo gets really deep, don’t sit there and complain-shovel!
* Stay below deck during the storm.
* Remember that the ark was built by amateurs and the Titanic was built by professionals.
* If you have to start over, have a friend by your side.
* Remember that the woodpeckers INSIDE are often a bigger threat than the storm outside.
* Don’t miss the boat.
* No matter how bleak it looks, there’s always a rainbow on the other side.
Here’s your challenge and opportunity: Reread the GOT bullets, pick three as action items, and make them happen! Rich stuff here folks.

INTRODUCING OUR NEW WEBSITE!!
Go to http://www.jackdaly.net to see my new and improved website.
Return often, as we will be updating regularly with business building ideas, workshops and upcoming Webinars..

GPS System MAPS Jack Daly’s proven Systems & Processes that build results.

Measurement Tools

* Key Activities – strengthen skills & measuring
* Goal Tracker – focused accountability system

Accountability Tools

* Coaching Vehicle – skills improvement
* Relationship Management – communication

Pipeline Management Tools

* Prospect & Customer Tracking

* Touch System – differentiation

Success Tools

* Professional Development Toolkit

* Collaborate – capture & use best practices

Send Jennifer@jackdaly.net an email to be placed on our First Alert List.

  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. Check these examples of others, and then ask yourself why you aren’t “making things happen”..

Jack,
It was even better the second time! My only thought is it would be more powerful to have you in on a Monday, as my entire team was “Jacked” up and wanting to sell on a Friday afternoon!
Seriously, thank you again, you made a big impact on everyone on my team and they have already shared all of their three action steps with me so I can hold them accountable. I have shared them all with each other, so they can do the same. The have already formed teams to tackle the sections of the success guide.
You have left us with lots to work on and implement and we appreciate the help.

Sincerely,

Peter Grills

Ballantyne Hotel
I’ve heard from several of our newsletter readers that they are enjoying great success with their goal setting process. Two in particular- Craig Morantz at Leeds and Jeff Gleich at G & G Manufacturing have formed “Accountability Councils”, which have been instrumental at holding them to the tasks at hand.

  2009-2010
Workshops and Summits

  September 8, 2010- Montreal, QB
Full Day Smart         Selling

  September 9, 2010- Green Bay, WI
Full Day Smart   Selling

  September 10, 2010 – Hartford, CTFull Day Smart   Selling

  September 21, 2010- St. Louis, MO
Full Day Smart   Selling

  September 23, 2010- Kansas City, MO
Full Day   Smart Selling

September 24, 2010-Los Angeles, CA

Full Day Smart Selling

October 20, 2010- Denver, CO
Full Day Smart Selling Workshop

October 22, 2010- Orange County, CA
Full Day Smart Selling Workshop

November 11 & 12, 2010- Chicago, IL
Sales & Management Summit

November 19, 2010- Vancouver, BC
Full Day Smart Selling

CALL JENNIFER FOR REGISTRATION DETAILS 888-298-6868
OR EMAIL HER AT JENNIFER@JACKDALY.NET

AUSTRALIA & NEW ZEALAND WORKSHOPS 2010

Jack Daly LIVE! Winning Sales Strategies

Sydney: 19 July 2010 Melbourne: 20 July 2010 Brisbane: 22 July 2010

Bring all your key players and save on seminar fees. Group discounts available.

To register www.businessconnect.com.au

Seminar Hotline 1300 721 778

This outstanding seminar and workshop program is a MUST for sales and marketing teams, management and company CEO’s who want to get the best from their team.

  Auckland, New Zealand

  Friday 30th July

  2010

  Guineas Ballroom, Ellerslie Convention Centre, Greenlane East,

  8am – 5pm Registration from 7am

This outstanding seminar and workshop is a MUST for CEOs, business owners and managers who want to get the best from their existing sales team – and for sales professionals that simply want to sell more.
10 Top Reasons to Sign Up:

1. Achieve greater sales and profits with your existing sales team

2. Build a world-class sales organization

3. Develop sales leadership techniques that you can implement immediately

4. Increase your sales, but reduce your sales and marketing costs

5. Identify key characteristics of top performers

6. Learn how to sell smarter through value

7. Develop a winning culture in your organization

8. Leverage communication/social/buying styles to increase sales

9. Set and reach your business and life goals

10. Get quick results and accelerate your business growth

  CONTINUOUS SELF DEVELOPMENT – Two books on the list this month, one   for business and one for personal. This one will be missed by many business book      enthusiasts, and yet it is a “not to be missed” book:

THE CHECKLIST MANIFESTO by Gawande. In a nutshell, the book shows that a team is only as strong as its checklist- a way of organizing that empowers people at all levels to put their best knowledge to use, communicate at critical points, and get things done. Experts need checklists-literally-written guides that walk them through the key steps in any complex procedure. In effect, “by the book” trumps individual prowess. Here’s what Malcolm Gladwell of Tipping Point fame had to say: “It has been years since I read a book so powerful and thought-provoking.” This book will force you to ask, what could we “checklist” and increase our efficiency and profits?

  My next book is HEROES FOR MY SON by Brad Meltzer. This one is a short   jewel to be shared with children/grandchildren of all ages. Brad Meltzer is one of   my all time favorite fiction writers but HEROES is a departure for Brad, inspired     by his son and wanting to share examples of the spectacular potential that can be   found in all of us. Once read, this is a book that cries out to be read again and again. My bet is HEROES FOR MY SON will be one you buy several copies for friends and relatives. Enjoy!

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.
 

May-Seattle, Dallas, Los Angeles, Brazil

June-Brazil, Chicago, Montreal, Toronto, Green Bay, Philly

July-AUSTRALIA & NEW ZEALAND

August- Austin, Los Angeles, Denver, Chicago, Green Bay

TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.

TWEET TWEET – http://twitter.com/Ironmanjack

For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?

CONNECT WITH JACK- OTHER SOCIAL MEDIA

WIN WITH CULTURE

On several occasions I have spoken and written about the importance of designing and implementing a “Winning Culture” at your respective business. The evidence continues to mount that “culture” can make all the difference between so-so performance and dramatic positive results in any market. One CEO/Owner recently said it best: “If we get the culture right, Jack, all the other things you speak to in Sales and Sales Management will be easier. If we don’t get the culture right, everything you speak to will be hard.” Wow, how right this is!

When I think about culture, it’s creating an environment in our company, where the people who work there don’t get up and say “Oh, I gotta go to work today”, but rather “Hey, I get to go to work there!’ and actually recognize the positive differences of working in our company and look forward to going in. If we can create such an environment, we then would have a competitive, sustainable advantage. Unfortunately, few companies are spending the efforts needed here, and in a tightened economy, even less effort is being expended!

John Kotter spent 10 years studying and comparing companies with a focus and effort on culture to those companies that didn’t and he discovered four significant take-away’s:

• Revenues increased 682 % vs. 166%
• Stock prices increased 901% vs. 74%
• Net income increased 756% vs. 1%
• Job growth increased 282% vs. 36%

Pretty compelling data! Key to a winning culture are the systems and processes that reinforce communication, recognition and empowerment, amongst a number of other areas. Someone needs to “own” this effort and make it an ongoing lifeblood of the company. The fad of the quarter would arguably be worse than doing nothing at all. So, the first thing we must wrestle down is “who is responsible for this effort?”

FUN-that seems to be a recurring theme amongst so many of the companies that are exhibiting a winning culture while delivering above average results in performance. Well known companies “getting it right” include Southwest Airlines, Zappos, Netflix and Virgin companies. When you think about these companies, FUN surely comes to mind. Beyond that, though, are eye-opening results! SW Air delivering 37 years of consecutive profits in an industry that is financially decimated (and the employees of SWA appear to enjoy what they are doing, as compared with so many of the other airlines). Check out the YouTube video for the rapper safety announcement and the book NUTS by Freiberg for ideas of how they do it.

If you haven’t taken the free tour of Zappos just outside of Vegas, schedule your one hour visit to see their winning craziness! Bring a camera and witness how a company in ten years goes from startup to sold to Amazon for $1.2 Billion! At the end of the tour, be sure to get the Culture Book to see how much heart exists in the company and compare it to the feelings of the people in your company. Heck, all new hires in Zappos get a $2,000 offer to go work somewhere else and last year there were only 3 takers. Included here are some photos of my most recent tour to Zappos. Then there is Netflix, coming on the rental video scene way after Blockbuster, outperforming Blockbuster in a huge way, and forcing Blockbuster into changing their business model. Go to your search engine and type in “Netflix Culture” and review for 15 minutes their power point summary of how the culture works there-be prepared for some seriously challenging stuff-but, stuff that is working in a very profitable way. Sir Richard Branson has been consistent all along the way to building his Virgin collection of 100+ companies as to how important culture has been to their success-it all comes down to people and making it FUN!

In my travels, I ran across an amazing story of success in East Hartford, CT at Goodwin College, where founder/President Mark Scheinberg is building a success on so many fronts it’s mind-boggling. If you are in the area, be sure to drop in very a real eye-opening tour! Here are a couple photos from my visit, one with Mark trying to copy my answers(?) and the latest in working on a computer, on a treadmill! FUN!

More photos, more FUN, and another visit with client Jackson Healthcare just outside of Atlanta. Similar to Zappos, the staff at Jackson Healthcare walk their values, as opposed to some platitudes hanging on a plaque. Things like “others first, strives for excellence, maximize potential, do the right thing and esteem the team” are for real. The organization has a strong work/life balance, and you can see that in photos of the company health center on site as well as a room to unwind with video games, billiards and the like. The culture was described to me by one associate as “energetic, conscientious and intelligent”. Another stated, “We don’t just have employees; we have ambassadors.”

The biggest challenge with regard to taking action in this critical culture area seems to me to be the difference between “urgent and important”. The things that typically fall under the banner called culture tend to not be urgent, but when you look at the Kotter stats and these business examples of success, they are critically important.

So, who has the ball in your company, and what is the culture game plan?

WAITING LIST HAS BEGUN- GPS -”GROWING PROFITABLE SALES”

In order to assist our clients with implementation of the “Jack Daly” Sales & Management Systems/Processes taught for years in a live presentation, we anticipate releasing an online tool named GPS-Growing Profitable Sales. Online demos will begin within the next 60 days and if you would like to “take a ride” to see what we have, call Jennifer at 888-298-6868 or email her at jennifer@jackdaly.net and we will be taking those who respond in the order in which they expressed interest.Jeannifer@jackdaly.net or call her at 888-298-6868.

The system will focus on Productive Accountability, providing a coaching vehicle between the sales person and sales manager. Additionally, the system will provide Sales Professional Development Tools, building and monitoring sales competencies, along with a talent development toolkit.

GPS will focus on Key Activities, Pipeline Management, Touch System, Success Guide, Goal Tracker and many other key concepts of “Jack Daly” Training. The GPS System is built so that each client can customize it easily to their business particulars, working within the proven “Jack Daly” processes. To get on the First Alert List for a “test drive” of GPS, simply email

TAKING ACTION- As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

Jack

 I just thought I would share some brief news with you!

 A while back you came to Holland Michigan and I had the pleasure of hearing you speak and break bread with you.  I have been so impressed with what I learned, I have had all my reps around the country enroll in your sessions.  The feed back has all been the same.  AMAZING!!  Thank you for helping me turn my business around.  We have implemented many of the items we have heard in fact our “9″ touch system has worked.  Our group has been able to diversify our business from a majority 90% auto business to now a 60% auto business.  We have not lost any market share, in fact we have gained.  This exploding growth has allowed us to maintain great profitability through a tough economic time.  Our pipeline and development around pipeline has never been greater than what it is today.  We have a great deal of work to do, but we are moving this ship in the right direction!!

 I will get with you and the end of the year to show our progress.  Continued success on your goals for 2010!!!

 Best regards,

Craig J. Zezima

Hi Jack!

We have been implementing your suggestions and have experienced great success.  We have grown almost 40 FTE’s (full time equivalent’s) since January 1.  We still have lots of work to do and can’t wait to see the future results, we will keep you updated.  Changing our focus from “selling” to helping people buy and advocating for children to receive the BEST early education has been a huge paradigm shift for our entire team!  

In deepest gratitude for your inspiration and direction!  I will be seeing you soon at one of your next trainings and look forward to your webinar next week!

All my best,
Krysta O’Neill

2009-2010
Workshops and Summits

January 8, 2010- San Francisco, CA
Full Day Smart Selling

January 20 & 21, 2010- Las Vegas, NV
Sales & Management Summit

January 29, 2010- North Carolina
Full Day Smart Selling

February 18, 2010- Orlando, FL
Full Day Smart Selling

May 14, 2010 – Dallas, TX
Full Day Smart Selling

October 20, 2010 – Denver, CO
Full Day Smart Selling Workshop

November 11 & 12, 2010 – Chicago, IL
Sales & Management Summit

Beating Call Reluctance – Getting Thru the Gatekeeper
THIS THURSDAY-MARCH 25

To make the sale – you’ve got to get in the door before you can get in the game. How well are you getting thru to your decision makers? Join me tomor row – we’re just one day away from some very important sales boosting ideas.

Decision makers have never been better shielded. About 80% of all sales phone calls end up in some sort of electronic gatekeeper and the rest are screened by caller ID or live assistants. Learn to get thru these gatekeepers more effectively.

Have you ever had any real training or a solid plan on HOW to deal with gatekeepers effectively? Learn the correct mindset and 50 proven tactics that work to greatly increase your opportunities and results. Join us for my webinar Beating Call Reluctance – Getting Thru the Gatekeeper tomorrow, March 25. It’s loaded with ideas you can put to work right away…

1.    Essential Gatekeeper insights and preparation to succeed
2.    Gatekeeper Myths & Tactics
3.    How to Beat Call Reluctance for greater success and more FUN! 

Beating Call Reluctance – Getting Thru the Gatekeeper 

Thu, Mar 2      1:00 pm Pacific time    

If you want to grow more new business, click hereto learn more or to register! This session is $99 and includes 5 great training tools to help you use the ideas, plus a special offer. I guarantee you’ll get rock-solid ideas to get thru to more buyer opportunities.

Onward and upward,
Jack

Jack Daly Enterprises, LLC

OTHER UPCOMING WEBINARS:
May 4-Getting the Most from our Sales Teams
July 13 -Managing Objections, Asking the Best Questions, and Improved Listening Skills
August 17-Compensation, Rewards, and Recognition for Sales People
November 16-Sales Rx: Sales Systems & Process Checklist

CONTINUOUS SELF DEVELOPMENT

wo recommendations this month, both hitting in the critical area of “Marketing”. Reality Marketing Revolution by Lieberman & Keiles is simple, basic, on point, action oriented and provides follow-thru suggestions with a Resources Directory. I loved the identified five questions the authors use with their clients to craft an effective marketing strategy:

1. What are the company’s revenue goals over the next 12-18 months?
2. Who is the exact target audience that will purchase your service?
3. What pains and problems does this target market have when they purchase services like yours.
4. What solution does your company provide to cure those pains?
5. How are those solutions remarkable enough to start a buzz and set you apart from the competition?

This is a great, marketing guide for small to medium sized businesses.

 My second pick is Inbound Marketing By Halligan, this is a must read and guaranteed to kick up your effectiveness at leveraging social media and blogs. This book is all about getting found online and driving business in to you! I’ve yet to read anything better out there on this critical topic to every business. Short on theory and long on action, that’s how I like it and that’s what Inbound marketing delivers. It will not only tell you why you should be more active in this relatively new frontier, but more importantly “HOW”.  Ever since reading it, my mind continues to race with ideas, we’ve put several things in place and know we have a long way to go before we have tapped the potential. I suspect Inbound Marketing will be used like a reference manual for us, and you, for at least the next year in order to leverage so many of the actions that Halligan shares. The internet has the potential to be a game changer for our companies and our sales forces. Once you’ve read just 30 pages of Inbound Marketing, you will be salivating over the potential and begin putting in place action items to get business coming to you!

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

April-Orange County-CA, Winnipeg, Boston, Whistler & Las Vegas

May-Seattle, Dallas, San Diego, Orange County,CA, Brazil
June-Chicago, Montreal, Toronto, Green Bay, Philadelphia,

**Jack is also traveling the world in 2010 and would love to hear from you if you have an interest in working with him while he is in town. Here is his international schedule:

July 2010- Australia & New Zealand 
September 2010- London

NEW TOOLS FOR BUSINESS DEVELOPMENT

Keeping with the lead story of this month’s newsletter, our special this month is CULTURE BY DESIGN. Here I share ideas on communication, recognition, empowerment and rewards tactics to be considered when designing and implementing a winning sales culture in our companies. This 3 hour program is in a DVD/Audio CD combo. Normal pricing is $225 for the combo but through April 30, call Jennifer at 888-298-686 or jennifer@jackdaly.net and it for $150. One idea implemented toward a winning culture will deliver a huge return on your investment!

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.

ACTIVITY GETS RESULTS-PART TWO

Last month I shared the PROCESS of making things happen by way of a Goal Setting Process. Here we are now in the first month of the new year, and the question is, “how many of us have taken action?”  If you fall into that typically large group that hasn’t taken action, I hereby submit some “tough love” from Harvey Mackay:

“You can get by without setting goals. Most people do. They fall into a routine and inertia carries them through life. They never suffer great disappointments in their work, but they never get very far along the career path either. Then, before they know it, it’s all over, and they realize that they could have accomplished so much more if only they had been willing to risk failure. (Imagine the pressure I’ve put on myself through the sharing of my personal goals with all our readership last month-here’s a look if you missed them last month http://jackdaly.blogspot.com/). Mackay goes on to say, “getting by without setting goals is the ultimate form of self delusion. It is a guaranteed way for people to achieve failure without ever having to admit it to themselves. After all, if you don’t set goals to determine where you’re going, how will you know when you get there? (People are constantly asking me how they can stay “motivated” day in and day out. The power of the Goal Setting process is one of the best ways to stay focused and “motivated”.) “Goals tend to tap the deeper resources and draw the best out of life. Achieving goals produces significant accomplishments. Most important, goals need to be realistic,: beyond your current grasp but within your reach in the foreseeable future. Assigning specific tasks to yourself, and measuring the outcome, gives you a sense of control over what happens to you. Regular accomplishments will keep you motivated and moving forward.”

Each year I pass along a draft of my goals to my wife Bonnie for her input and support. Her reaction is pretty similar each year, and it goes a little like “Are you crazy?  This is way too much stuff!” Yet, as promised, here’s my annual report on how I did compared to those goals last year http://jackdaly.blogspot.com/2010/01/year-in-review-2009-jack-daly-for-those.html . Amazing how much one can accomplish when they know what it is they want to get done, and follow the system I discussed in last month’s issue (all past newsletter issues are available at www.jackdaly.net). 2009 was a tremendously successful year for me and I am excited to seize the opportunities in 2010 and have the plan and system to do just that! Call it “Competitive Advantage”; doesn’t that sound like something you would want?

Speaking of making things happen, here’s a brief email from an EO member in the Phoenix Chapter that can attest to the power of the process:

Hi Jack,

 You are FABULOUS!  There are 3 of us from my EO group (you have met Eric Paige, the Ironman in my group) that made goals and got together.  Mine is 6 pages long (with no business stuff in there)!  I really line-itemed every little thing out, with dates, etc.  wow…it’s amazing how many things there are to do when having a baby!  Baby stuff, legal, insurance and will changes, etc.  From there, we discussed this in our company meeting, and now people at my company are inspired to do this with a group of their friends as well.

 I think you have really created something that very special in a “pay it forward” kind of way.

 Thank you for that, and Happy New Year!

Jessica Browder

October 25, 2009. That’s a date I won’t soon forget, along with at least 30 others. Back in April, at the Gathering of Titans gathering (a continuing class from the Birthing of Giants program), the challenge of racing a Half Ironman (1.2 mile swim, 56 mile bike and 13.1 mile run) was thrown out to about 50 entrepreneurs. Approximately 35 folks made the commitment to “do it”, which on reflection was a hyper reaction to the emotion of the challenge, and not well grounded in “reality”. Well, this is the story of how powerful the goal setting process and “declaration” can be. The reality saw some 30 finishers from the group, and here is a copy of the email I sent after reading so many of each of theirs the week following the race. Powerful stuff, and many of us will be back in Austin in 2010 for a repeat performance (just in case anyone else cares to add that to their goals!).

I intentionally waited til this one week anniversary to weigh in here and decided to tag onto the first email sent out post race. This will not be short, just as the race wasn’t.

 As the instigator of the Team Titan journey in Austin, having stirred the pot 2+ years ago and fueled by J/J Abernathys racing the Longhorn 70.3 and arriving at GOT April 2009 and laying down the challenge, its only right for me to weigh in.

 Tony is right- WOW – you folks are true Heroes. Some of you didn’t know how to swim in April (some still don’t!). Others borrowed bikes or trained on mountain bikes. Several hadn’t run since gym in high school. All are running businesses in the toughest economy of our lives. Yet over 30 signed on and over 30 showed yp and over 30 finished and medaled. WOW- Heroic!

 For almost all, I dare say the experience was life-changing. I would suggest your businesses benefitted and will continue to do so as a result of this accomplishment. You folks are so awesome, putting yourself out there in the abyss/unknown. You proved that way beyond swim/bike/run, this race is all about what’s in one’s head. You guys put yourself out there, declared the goal in front of all, fought through many times of fear, doubt and struggles with time and family. And there you were, in Austin, taking it on with smiles abound!

Heroic! You guys have shared with so many-family, co-workers, friends-your commitment to “give it your best”. The organizers called it a race, but for the Titans I don’t feel anyone was competing with another, but rather FOR one another. We spent the day cheering one another on, especially on the 3 loop run course where we could see each other thruout. WOW- HEROES. Everyond got the concept that this was FUN and it showed thruout the day. You guys showed that fitness is doable in a relatively short period of time. 70.3 is a long ways guys…6+ hours for most of continuous exercise. Imagine, getting that done from where you were just in April! Heroes. Whatever fear may have been there “pre-race” was extinguished thruout the day. I am thrilled to be a part of your lives. You guys, each of you, give me so much interms of heart, belief, confidence and the overall goodness of mankind. Yes, you are titans, but more so, you are HEROES. On the lighter side, here are a few thoughts on a number of individuals on the day. Apologies to anyone I leave out, just enjoy those I’ve included.

 Sapio- race day morning and it was clear Rick thought 70.3 was a typo as he was dressed for disco in the 70’s. That coverup sure got the looks of the athletes-where was john Travolta?

Zelman-now there is a guy who “walks his talk”. His canvass was clearly blank in April, he stepped up and declared and lo and behold, pulled off a successful finish. As Tony said, “Are you kidding me?”. Obviously not, he was smiling his way to the finish line!

Cohen-as the king of betting, well, the betting line posted since April was he will be a “no show”. He and I ran every event in a “photo finish”, but his race photos showed he “played” all the way thru the day.

Marcos-with family still in Austin and him working all week in Mexico City, no way does he make it-especially given his fitness level in April. Wrong again. Daniel dropped more than 20 pounds, infected his wife with exercise fever, and beamed his way thru the finish.

Condon-not only does Patrick come to play (fully qualifying as a Clydesdale) but his wife Lisa competes as well. Patrick is a big guy in many ways but his tearful breakdown of joy at the Titan tent post race displayed how truly big he is. And lisa smiled all thru that gruelling run-she is amazing!

Beirne-so I swam with Mike less than a month before race day. What a mess.

And, he still didn’t have a bike and never been in a wetsuit. What was he thinking? Well, he completes the swim just 1 minute behind me (remember, I supposedly was coaching him that day) and he with a smile proved another successful finisher. Ferranti-so, I challenged Mike from another BOG class just 90 days before race day. He’s not trained at the time and finishes an incredible 3rd. Sick!

Lillios-we all knew Tony was in shape and training for the full Iron in nov, and he didn’t disappoint with his 5:22-WOW.

Kaplan-I sit across from him at dinner at EO Vegas University and this overweight out of shape guy decides to step up. Merely a sub 6 hour performance despite a 2:25 run. WOW.

Fitzgerald-bound to happen and that’s a DNF. I will always remember his too funny recount of being pulled from the swim. I’ve DNF’d more than once, so well know the pain. Just as I did, James will be back.

Daytner-is there anyone with more heart? A swim of 1:26 and a bike of 4 hours plus necessitated the officials to pull her from the race. She only did so on their orders, otherwise she would have found her way to the finish line. Heroic.

Maddock-i never sensed tht mike was “truly in it” prior to race day, conflicted with the “why?”. However, Mike declared and as a true Titan, not only showed up but persevered to that finish line with a smile. You could feel the pride thruout his family.

Coleman-here’s another guy that you just had to be there as Brock passed the Titan tent to the finish line with kids in tow and smiles abound to know how meaningful this event was to all.

Jannuzzi-so Chris, glad you could join us, loved the stats schedule and especially the “awards”. These we whould institutionalize. A request CJ-”reply all” with those couple transformational photos of you in the sport so the team can see how far you have come. WOW-Heroic.

Murphy-here I am thinking I’m the “Motivator” and all I see and hear is my sister Val cheering everyone on to do their best, all the while with that big smile on. Motivated to win the mark moses bet, she kicked butt all day, despite a rental bike and only in the spoirt for past 90 days. Thanks to all to cheer her on to “beat me”-maybe another time but not this Titan day! What a treat to share this with my sister.

Hatton-so, the guy goes sub 6 hours then puts on a post race party for the ages. I say WOW to those fireworks! And to that race performance-must have trained on those hills in the neighborhood.

Abernathys-Jason, Justin and Lorna made the ultimate race sacrifices for each of us. Watching J&J pretty much walk the run shouted out how much of a drain putting on an event of the scale we experienced with the Titan experience. There is no equitable way to “pay them back”. There they were, cheering us all on, as they struggled thru the run leg. Thanks so much guys.

My apologies to all I have not singled out, HEROES ALL. This will be a day we will all remember for life.

You are the Crazy Ones!

IronmanJack

VALUE DRIVEN-I’ve been fortunate in my life to have so many solid “values driven” individuals that I can call friends. One of those is Rick Sapio in Dallas. Rick went on to take some of my early direction in the goal setting arena, coupled it with several other folks input, and has built one of the best “one pagers” that adds so much value to one’s family life, that I wanted to share it with as many as possible. if you would like to see Rick’s family place mat email jennifer@jackdaly.net and she will send it to you. THANKS to Rick Sapio for sharing!

2010 Workshops and Summits

SMART SELLING WORKSHOPS: Join Jack for six solid hours of sales based designed to teach you what you need to know to get to the top of your game. He will show you how to apply street tested techniques that make the difference as well as reinforce and provide accountability to ensure that things are getting done! This session is fast paced, content rich and filled with take-away value. Topics include: Goal Setting & Measurement, Relationship Selling the Five Laws of Self Renewal, Building a Touch System and How to Differentiate Yourself from the Competition. Take the pulse of your business today and make the adjustment that will change your business tomorrow!

SALES & MANAGEMENT SUMMITS: Spend two days with Jack working on your business in the areas of Sales and Sales Management. The first day is specifically designed for CEO’s and their Sales Managers. The key ingredient to increasing sales is more effective Sales Management. Here’s how Jack captures it: “A Sales Manager’s job is NOT to grow sales, it’s to grow salespeople.” Improve your bottom-line results with profitable sales. We encourage the Sales Management to join us on Day Two along with the members of their Sales teams. Here is where we key in on the actions that will build the individual sales professional into a more effective producer. We’re talking about money-making ideas centered about both new account and existing account development.

2010 Schedule

January 21 & 22, 2010- Las Vegas, NV
Sales & Management Summit
SEATS STILL AVAILABLE

January 29, 2010- Charlotte, NC
Full Day Smart Selling

 February 10 2010- Tampa, FL
Full Day Smart Selling

March 9 & 10, 2010- Washington D.C.
Sales & Management Summit

April 16, 2010- Detroit, MI
Full Day Smart Selling

May 12, 2010- Dallas, TX
Full Day Smart Selling

 September 23, 2010- Kansas City, MO
Full Day Smart Selling

September 24, 2010- Los Angeles, CA
Full Day Smart Selling

September 29, 2010- Green Bay, WI
Full Day Smart Selling

 September 30, 2010- Montreal, QB
Full Day Smart Selling

 October 26, 2010- Denver, CO
Full Day Smart Selling Workshop

November 11 & 12, 2010- Chicago, IL
Sales & Management Summit

 November 19, 2010- Vancouver, BC
Full Day Smart Selling

CALL JENNIFER FOR REGISTRATION DETAILS 888-298-6868
OR EMAIL HER AT JENNIFER@JACKDALY.NET

WEBINAR SCHEDULE FOR 2010- If you’re serious about upgrading your results in 2010, get serious about upgrading your culture. Creating a winning culture was the biggest secret to growing my success at the companies I’ve built. It will pay big rewards for you too. Click here to sign up for this session and more of my upcoming webinars where I’ll teach you how to make it happen

#1 Feb 16       Mgmt          A Winning Culture by Design – The Secret to Your Ultimate Business Success

#2 Mar 23      Sales          Beating Call Reluctance & Getting thru the Gatekeeper

#3 May 4        Mgmt         Getting the Most from Our Sales Teams

#4 July 13       Sales          Managing Objections, Asking the Best Questions, & Improved Listening Skills

#5 Aug 17       Mgmt          Compensation, Rewards, and Recognition for Sales People

#6 Nov 16       Sales           Sales Rx: Sales Systems & Process Checklist

Great! So what’s my investment?

The cost for this webinar is $99 and includes all 5 training tools. You get the live Jack Daly webinar (plus the archived recorded training for your unlimited repeat access) and all the support materials for just $99. Obviously this is a great deal!

But we’ll make it even better! You’ll get any additional Jack Daly webinar in 2010 for $79 each. So click here now to get the first webinar event for just $99 and any additional session for $79 each.

14 Days to Some New Money-Making Habits? Take a Full 14 Days to Put Us to the Test With Our Iron-Clad Guarantee

Take 2 full weeks to put it to the test. If this webinar, A Winning Culture by Design – The Secret to Your Ultimate Business Success doesn’t show you how you can take steps to upgrade your culture and win more by design, then we don’t deserve your money. We’ll give it all back, no questions asked.

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

February-Indianapolis, Tampa, Charlotte, Jacksonville, Orlando, Phoenix, Tucson & Scottsdale

March- D.C., Detroit, Connecticut, Orange County, CA & New Mexico
April-Orange County-CA, Winnipeg, Detroit, Boston, Whistler & Las Vegas

**Jack is also traveling the world in 2010 and would love to hear from you if you have an interest in working with him while he is in town. Here is his international schedule:

February 2010- Barcelona, Spain

May 2010- Brazil

June 2010-Montreal, Canada

July 2010- Australia & New Zeland

September 2010- London

November 2010-Toronto & Vancouver, Canada

TAKING ACTION

 As a catalyst to encouraging others to “take action”, we will feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

Jack,

I must tell you that I owe you a huge Thank You. I’ve seen a lot of seminars and, like you said, 95% of the time I walk away with perhaps a nugget or two but most of it goes in one ear and out the other. Yours was different because it your handout provided an easy to use foundation upon which to build a successful organization. The timing of your seminar was impeccable because my business partner and I recently sold our main business and are transitioning to our newest venture, building a portfolio of health and wellness based service organizations. Therefore, we are starting fresh and have no legacy issues. The day after your seminar, I typed up all of the notes and put it into a framework we are calling “Winning Strategies – Blink’s Blueprint for Success”. It is already our bible. We have since modified what you gave us and personalized it for Blink, putting the unique values, personnel characteristics, Critical Success Factors, etc. that we believe are necessary to create a hugely successful business.

We have always prided ourselves on our ability to track metrics but a huge lesson was to track the “softer” stuff – # of personalized cards, # of lunches, etc. – that really drives culture, change, and long term success.I am convinced that we will be significantly more successful because I attended your seminar.

Thank you, Jack.

Eric Page

Jack,

I hope that this finds you well. I’ve heard you speak in the UK a couple of times and have been telling some of my associates about you. When are you next in country and are you doing any open gigs?

Regards

Chris Sheryn

BTW – the money bag really works. Everyone says that it’s just too American and wouldn’t work for us uptight Brits but with a little adaptation it works a treat.

TAKING ACTION- Jack Daly Blog

TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.

TWEET TWEET – http://twitter.com/Ironmanjack

For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?

CONNECT WITH JACK- OTHER SOCIAL MEDIA

CONTINUOUS SELF DEVELOPMENT

It’s the beginning of the year, and somewhat consistent with the opening piece on Goals and Activitiy, we are nonetheless departing from our normal business book suggestion and going with the teen sector with “Success for Teens”. The SUCCESS Foundation has now distributed more than 900,000 copies of the book in book and audio formats, making a significant and positive difference in the lives of young people. He book shows young people how little steps they take every day, compounded over time, can make a big difference in their success in school and in life.  I was fortunate early on in my life to have several adult mentors vest in my personal success. “Success for Teens” underscores to teens the importance of such mentors, along with providing tools to achieve what they determine to be “success”. Individuals can purchase a single book for $6, including shipping. Visit SUCCESSFoundation.org for additional info.

Walking the Sales Talk!

I have to admit, I was surprisingly impressed by Kevin Daum’s new Wiley book ROAR! Get heard in the Sales and Marketing Jungle.  Not only is it an entertaining read that takes place in restaurants all over New York, but it is right on target with what it takes to be a prepared sales person using the right message to the right people.

 But what has impressed me even more is Kevin’s energy, focus and execution in making this book a New York Times Best Seller.  He is setting an example for how to define and achieve a sales goal and is sharing it all with us through his writing along the way.  Follow this example:

1. Define and Commit! – Kevin’s clearly stated his need for 10,000 pre-orders before April to achieve the NYT List.  He showed his commitment by tattooing New York Times Best Seller Backwards on his chest so he could see it every morning!  Check out the pic.

 2. Research and Plan! – Kevin spent a year carefully defining his strategy, leveraging every relationship and resource available to him.  He spent the last 3 months testing his message to make sure it works with his customers.  He describes it all in his blog. www.kevindaum.com/awesomeroar/

3.  Execute and have fun! – Kevin has been spreading the word with great energy and enthusiasm.  He started from almost nothing and is now seeing incredible results.   As for fun, Kevin’s blog and book make for a good time but you should see the video at www.AwesomeRoar.com.  It’s a riot!  He calls his NYT list goal the Quest for the Jewish Super Bowl Ring and he is gaining amazing attention with his clever approach.

 I strongly urge you to demonstrate the power of the Jackaholics and support Kevin on his Quest. You’ll get a great sales book, which I fully endorse and Kevin even includes a special chapter and webinar for those who pre-order by March 7th.  Spread the word and let’s help get him that ring!  Order here www.tinyurl.com/roarnow.

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. This is a great tool to go “wide and deep” with your existing clients. Just click on the SendOutCards logo above to send yourself a free card.

NEW TOOLS FOR BUSINESS DEVELOPMENT

Jack ‘em up: Set the calendar now for your Sales Meetings and bring me in for a portion of each via DVD. I promise to challenge the sales team with specific action items to bring to the market and will make each of your meetings that much more productive. 50% off the retail price of $150 if ordered through our offices by the end of February. Just call Jennifer at 888-298-6868 or Jennifer@jackdaly.net, order the DVD/audio combo for $75 and she will get it out to you the day you order. Let’s make 2010 a WINNER!

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.

ACTIVITY GETS RESULTS

It’s that time of the year gang. Our Companies are busy putting the final touches on their business plans for 2010. It begs the question, where are we as Sales Professionals and Sales Managers on doing the same? All too often the beginning of the year brings with it New Year’s Resolutions that most often fall to the wayside by February and not get done.

 The key is a SYSTEM to enhance the probability of achieving our goals. If we want to see different or improved results, then what is needed is different behavior or actions. I’ve certainly brought this to everyone’s attention before-December is perfect timing to actually take action and put the SYSTEM into place. So, here goes.

I call it the Four Part System:

3) System of measurement

4) System of accountability

 We all have heard from many sources the importance of putting our goals in writing. The problem is, even if we do that, all too often the RESULTS don’t materialize. Our chances of actually getting done what we set out to get done will be enhanced when we put all four parts in play.

 If you took the steps last year in putting together your goals and plans, take inventory as to how you fared. Try to assess the causes of any shortfalls. This will help in designing your plans for 2010.

 The written plan portion is where we identify the KEY ACTIVITIES that will be necessary to achieve the goals. I find it helpful to break the goals down into more digestible “bites” than “annual”. If you can break your goals down into months, and then weeks, we sharpen our focus and can then do the same with identifying the activities that will need to be done. On the selling side, these might include the # of face to face appointments, the # of outbound calls, the # of trade shows, the # of marketing initiatives, etc. For each of our businesses, we can identify the actions that lead to sales; do them consistently and the sales materialize. Another set of categorization worth tracking is where your sales are to come from: existing customers, new customers and referrals.

 The system of measurement is where we physically record what our activities actually were on a daily/weekly/monthly basis and compare them to the written plan. Focus on the variances and dig deep as to the “whys”. This, then, can lead us to taking corrective actions to get moving again in the right direction.

 The system of accountability is having someone (a Sales Manager?) or even having several people hold you accountable to the planned activities, at least on a monthly basis. The more meaningful these people are to you in life, the better.

 I promise you this “micro management” is not “pleasant or easy”. Too many Sales Professionals complain about this “micro management”. I think of top performing athletes, whether in the college ranks or the pros, and compare the degree of “micro management” going on there as to what I’m recommending for Sales Professionals. Heck, the athletes would say this is “really easy” compared to what is expected of them! Witness the remarkable transformations of people on the TV program “the Biggest Loser”, in terms of weight loss, health improvement and overall life disposition. None of the participants look to be “happy” about the daily activities “imposed” by their trainers. BUT, they sure look happy with the RESULTS! All four parts of the system need to be in place to generate the results.

 Over the past year I’ve had so many people tell me of their appreciation that I shared my goals with them, as an example of the process. An added benefit for me was all those additional eyes out there increasing the pressure on me to “take action and make things happen”. So, I’ve decided to do so again this year. One “warning”: I’ve been doing this process for many decades and as such the level of detail I go to is “over the top”. For most people, the setting of goals can be (and probably should be) much more simplified. While I have an extensive business plan as well, what I am sharing are my “non-business” goals for 2010. Looks to be a very busy year, and you can view my goals in writing at http://jackdaly.blogspot.com/. Next month I will share my annual report of how I fared compared to my goals for 2009-stay tuned!

2009-2010
Workshops and Summits

January 8, 2010- San Francisco, CA

Full Day Smart Selling

January 20 & 21, 2010- Las Vegas, NV

Sales & Management Summit

January 29, 2010- North Carolina

Full Day Smart Selling

February 18, 2010- Orlando, FL

May 14, 2010 – Dallas, TX

October 20, 2010 – Denver, CO

November 11 & 12, 2010 – Chicago, IL

WEBINAR SCHEDULE FOR 2010- If you’re serious about upgrading your results in 2010, get serious about upgrading your culture. Creating a winning culture was the biggest secret to growing my success at the companies I’ve built. It will pay big rewards for you too. Click here to sign up for this session and more of my upcoming webinars where I’ll teach you how to make it happen

#1 Feb 16 Mgmt A Winning Culture by Design – The Secret to Your Ultimate Business Success

#2 Mar 23 Sales Beating Call Reluctance & Getting thru the Gatekeeper

#3 May 4 Mgmt Getting the Most from Our Sales Teams

#4 July 13 Sales Managing Objections, Asking the Best Questions, & Improved Listening Skills

#5 Aug 17 Mgmt Compensation, Rewards, and Recognition for Sales People

#6 Nov 16 Sales Sales Rx: Sales Systems & Process Checklist

TAKING ACTION- As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

Jack-

Just wanted to let you know I got my first of many new “coaches” after your Ironman story.  I have lost 14lbs, since Thursday, and signed up for the ½ Ironman in Panama City for May 8, 2010, then will do the full Ironman in November of 2010.  I plan on getting a couple more coaches for this goal. I am looking forward to seeing your newsletter and finding out about your coaching abilities regarding my enterprise.  I currently am the CEO, Sales manager, and number one Sales Man of my organization.  NOT ANY MORE!  I have begun recruiting for the Sales Manager and other Sales Men to take my place in those roles.

Kirk McElreath

Hey Jack,

I attended your seminar this morning and I was truly inspired.  I have been listening to motivational speakers on a wide range of topics for many years.  I must say you were the most motivational and practical I’ve ever heard so thanks for being excellent. I run a small business and plan to be one of the 20% who takes action by applying many of your ideas into my business…immediately.  The process already began as soon as I got back to my office today.  I started by sitting down with each of my 3 sales people who also attended, and I asked them to write down the 3 most important take aways they got from you WHICH they INTEND to implement.  I also asked them to write down the 3 most important things they think my company can do to help them grow their sales and also asked them to list their top 5 “canned” questions they can use in the field.  Of course their responses will be just the beginning of our journey towards making them and ME far more accountable for our results.  Very specific goal setting, measuring and accountability is coming soon for all my sales people and myself.  And I look forward to implementing many other ideas I gained today as well and will. Also, today you showed one of your custom cards that contained sales statistics on the cover, would you billing willing to share that copy with me from the cover and inside the card?  Many of your ideas I can and will execute on my own, but it would helpful to get the copy on that card, I think that one in particular can be very helpful to my sale.

Thanks again,

Michael Feldman

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

January-San Francisco, Jacksonville, Des Moines, Las Vegas, NYC, Charlotte February-Indianapolis, Tampa, Charlotte, Jacksonville, Orlando, Phoenix, Tucson & Scottsdale

March- D.C., Detroit, Connecticut, Orange County
If you are interested in having Jack work with you team while he is traveling abroad here are some of the countries he will be visiting in next year. Contact jennifer@jackdaly.net for more information.
July 2010- Australia

September 2010- South Africa

IN THE NEWS

Top 10 Lessons from the U. S. Navy- this remarkable blog post was forwarded to me from my good friend Damon Gersh, posted by Guy Kawasaki. We can all learn so much about CULTURE and Leadership from this piece- Take 10 minutes and learn.

This is a guest post by Bill Reichert, my colleague at Garage Technology Ventures. He and I recently joined other bloggers for an overnight trip on the USS Nimitz. The USS Nimitz is an aircraft carrier that’s named after Chester Nimitz (Nimitz signed the US/Japan surrender terms that at the end of World War II). The Nimitz has a crew of approximately 3,000 men and women. When an air wing is deployed on it, the total number of personnel becomes 5,000. It is part of Carrier Strike Group 11.

Very few people have the opportunity to experience life on a nuclear aircraft carrier up close and personal. Recently, I had the extraordinary experience of spending a day and a night at sea in the Pacific on board the USS Nimitz. I was part of a Navy outreach program to give ordinary landlubbers like me a perspective on the mission and operations of a naval strike group.

I was excited. Who would turn down a chance to get on top of a nuclear power plant driving 100,000 tons of steel through the ocean, with 5,000 men and women handling scores of aircraft, carrying thousands of pounds of bombs and missiles, burning thousands of gallons of jet fuel a day, with margins

measured in inches, and tolerances of seconds?

What could possibly go wrong? As a Prius-driving, granola-eating, anti-gun, Left-Coast Californian, I do not fit the stereotype of the typical armed forces booster. I am inclined to favor green technology over weapons of mass destruction. But I discovered during my visit that many of us who are working in non-military organizations, and who may not have given a second thought to the Navy as a model, would do well to understand how a small city floating on the ocean works. From startup entrepreneurs to seasoned executives, we can learn a lot from the U.S. Navy, from the enlisted men and women as well as from the commanding officers.

When we got to the Naval Air Station on Coronado Island in San Diego, we received a quick slide presentation before we flew off to the Nimitz, a hundred miles or so off the coast. Then again, when we met with the admiral on the ship that evening, we got another slide presentation. There were five or six dot points on the power point slides outlining the mission of the Navy, but frankly I can’t remember them all. All I can remember is the impression that, fundamentally, the mission of the U.S. Navy is to make the world safe. It’s a pretty ambitious objective. You may approve or disapprove of this as the best use of taxpayer money, but if you spend any time on a nuclear aircraft carrier, you have to admit they do a pretty impressive job.

During about thirty hours of immersion with sailors and pilots (and public affairs officers), I realized that were several principles at work that make the Navy so successful-principles that are not at all unique to running an aircraft carrier-representing important lessons for everyone interested in entrepreneurship, innovation, teamwork, and management:

Inspiration: Having a big, meaningful goal is a tremendous force for inspiration, motivation, and cohesion. The Navy’s mission is not some vague, abstract, feel-good paragraph in a business plan; it is very concrete, and very easy to understand and internalize. In addition to defending America, fighting terrorists, and rescuing victims of piracy, the Navy takes enormous pride in their role in helping the tsunami victims in 2004, and in helping the Katrina victims in 2005.

While everyone I talked with had his or her own particular story, everyone had a distinct and powerful pride in what they had accomplished and in the people around them. It was frankly astounding. Even in the best organizations, in my experience, such a core consistency of pride is extremely rare. Of course, most organizations don’t have a mission as inspirational as the U.S. Navy.

Perspiration: If everyone buys into the goal, you can get an amazing amount of work done, including regular sixteen hour days with very low pay. The Nimitz does not offer a 9-to-5 workday. Some days, crews are on the flight deck for fourteen or sixteen hours, into the wee hours of the morning, inhaling noxious fumes and making sure every plane gets back safely. And then after the planes get back at midnight, the maintenance crew is still at work making sure the planes are ready for the next day. A maintenance chief told me that, given the age of the planes and the stress of carrier flying, it is typical that a plane requires twenty-five hours of maintenance for every hour of flight time. That seems inefficient, but the alternative is unacceptable. You don’t want to fly a plane that is anything less than 100

percent maintained.

Teamwork: As much as the movie Top Gun created the impression that it’s about competing to be Number 1, the ethic in an actual operating situation is intensely about team performance. Watching the crews maintain, fuel, setup, and pilot F-18s for flight, it’s clear it’s not about who’s the hottest dog on the deck. Every single person counts on other members of the team to enable them to get their part of the job done, and no one person can take credit for success, or benefit from another’s failure.

Recruiting and training: There is a common misperception that the military attracts the lower performers in our society who have no other choices. The Navy is very fortunate to have more people who want to join than there are available slots. But more important, the men and women who make it through training are astoundingly competent people. The lesson here is that it’s not about fancy degrees and prior polish; it’s about a commitment to excellence in each individual, and the willingness to work to exhaustion to make sure you live up to your commitment.

Accountability and continuous improvement: There is no contradiction between an intense ethic of teamwork and the need for individual accountability. In the Navy, everything is monitored and measured.

Every system has to perform at 100 percent, and for every system there is a person responsible for making sure that happens. Every cycle of take-offs and landings is measured and scored. And every score is assessed to figure out a way to do it better. During launch cycles, the drill is to get a plane catapulted off the deck every sixty seconds. According to our hosts, during the training exercise we watched, the greatest variation off that was fifteen seconds. Wouldn’t it be cool if O’Hare could match that?

Respect: In the Navy, if you don’t like someone because of their race, or creed, or whatever, you have the opportunity to change your mind, because that person may be living in the bunk fourteen inches away from you. Respect isn’t just an altruistic ethic, it’s a necessity.

More so than any other institution, the U.S. military has been successful at integrating America’s young men and women. I’m sure the Navy is not perfect in this regard, but when I looked around the bridge and saw the incredibly diverse team of men and women who were calmly, confidently, and competently

running this multi-billion dollar acme of American technological accomplishment, I thought why can’t all of America be more like this? Actually, most high tech companies are well integrated when it comes to race and creed (less so gender), but when it comes to respect among individuals, most organizations have a lot to learn.

Overcoming fear: On a busy aircraft carrier, there are a lot of things that happen that are really scary, and people die. Despite the macho prototype of the Navy pilot, in private these pilots admit that landing a jet on a moving carrier at night is a downright terrifying experience. Watching a series of jets land at night, you get the impression that it must be pretty easy, because they do it so well. But it isn’t easy, and even with years of practice and experience, it’s nerve-wracking. And you do it, because it’s your responsibility and that’s the only way the mission gets accomplished.

Work/Life balance: It’s hard to imagine how people in the military handle being away from their families for months at a time, in environments that are almost entirely work. It’s clear that it is not easy for most. My impression is that the Navy tries to ease the strain by creating a work environment that is much looser and more casual than we expected. We thought the crew aboard the ship would be much more heavily starched than they were, and that the interactions between subordinates and superiors would be much stiffer. We were amazed at how relatively easygoing everyone was, considering that they were responsible for one of the most massive concentrations of firepower on the planet. When you are on the line, there is no slack, and there is no room for anything less than 100 percent. But when there is a break in the action, you can relax and be human.

Reverence and irreverence: The week before our visit, the Nimitz lost five crew in a helicopter accident. These were not strangers; these were co-workers and friends. Among the pilots, it seems that everyone has at least one story of a good friend who was lost. For these men and women, death is all too real. There are memorials around the ship to remind everyone of those who have given their lives in the service of their country. At the same time, there is an irreverence that pops up quite frequently, sometimes when you wouldn’t expect it. The captain, in welcoming us, referred to the aircraft carrier as being “kind of like a jail, except there’s the possibility of drowning.” Not exactly what you would expect to hear. And the whole call sign culture-pilots with nicknames like “Freak Show” and “Booger,” to make sure no one takes themselves too seriously and everyone appreciates that even the best of the best are human.

One-hundred percent performance: From moment to moment, the operations on board a nuclear aircraft carrier expose the crew to an extraordinary degree of danger. A simple mistake can result in death, and much of what is being done on the ship and in the air is not at all simple. But they make it look simple. We watched scores of planes take off and land on a moving platform without a hitch. The key is training, training, training, and total focus and dedication when you are on the line. The activity on the flight deck

looks a little random and pretty informal-no stiff spines or tight formations. But in the end, you realize you’ve watched an amazingly choreographed ballet, with an underlying intelligence and efficiency that

comes from a lot of people working together to optimize the total performance of the organization.

Those are my top ten lessons from the U.S. Navy. Some of my colleagues on the trip have some additional perspectives to add. (You can see links to their travelogues below.) But all of us discovered that we can learn a lot from the U.S. Navy.

Certainly the Navy is not perfect. As in any organization, there are egos and frustrations and resentments. And people make mistakes, and bad things happen. Not everyone agrees with every decision made up the chain of command, or back in Washington, DC. The Navy understands that it is not well-served by squashing free thought, but everyone in the Navy appreciates that there is a time and a place for debate, and the deal is that you are signed up to do what the organization needs you to do once you are on the line.

Not every entrepreneur wants to model his or her organization and culture onthe Navy. For many entrepreneurs, indeed, that is a very unappealing concept, but that’s because they don’t really understand what makes the Navy one of the most effective organizations on the planet. Like any other successful organization, it’s about the people, not about the technology. The key is harnessing the incredible potential of every individual through inspiration, training, and teamwork.

Honor. Courage. Commitment. Not bad principles for any company.

Coaches Corner

THE HOLIDAYS: RELATIONSHIPS “PRIME TIME”

by Dan Larson & Dave Wilen

The holidays are a prime time of year to strengthen your relationships with your key customers. No matter what you sell, when you create a better relationship with your customer, they will do more business with you. When you have a relationship with a buyer-they believe in you. They have confidence and trust in you. So how can you utilize the holiday season to help you build trust and build your relationships?

 If your customer base consists of small businesses, then gift giving is an excellent way to say thank you for their business… but also to foster the loyalty they’ve shown over the past year. This helps to solidify relationships and actually tilt the playing field in your favor, in some cases. A well-conceived business gift will speak volumes about your integrity, thoughtfulness and sincerity and may make the difference between you and a competitor. What to give can be the most difficult part of the process. Get creative to come up with something unique that stands out above the rest while keeping in mind the nature of your business relationship. Avoid anything inappropriate. Think about what makes them unique, what they would appreciate greatly and try to make it as personal and connective as possible by reflecting their interests.

 If your customer base consists of medium or large businesses then gift giving is possibly off limits. Businesses must tread carefully as corporate gift giving has several legal, ethical and practical questions attached to it. In the eyes of many observers there is a very fine line between business gift giving and bribing, and it is seldom clear when the line is crossed. TIME MAGAZINE reported in 1965, that “in Finland, any gift exceeding $30 is considered a straight bribe” (TIME, 1965), but the situations today are rarely so straight-forward. Some research also indicates that gifts of high value, and gifts to prospects rather than existing customers, affect supplier choice negatively. In many instances it is not even acceptable to take a prospect or customer out to lunch without paying separately.

 So how do we coach sales people to use this wonderful time of year to solidify their relationships with all prospects and customers? That’s easy; call or visit as many customers as you can personally. No email, no letter, no card, just contact them personally. Tell them how much you appreciate their business this year, and how you look forward to continuing to earn their business next year. Be more interested in them and what they are doing for the holidays or what challenges they’re facing in their world than you are in selling them something.

 You should also send a holiday card. Whether it’s for Thanksgiving, Christmas, Chanukah, New Years, Holiday Season, or all of the above. Be sure to sign it personally with a note thanking them, in addition to whatever your printed message says. Using the Send Out Cards program recommended by Jack, works great for this. (Visit www.sendoutcards.com/jackdaly)  As an added value, offer to help them over the course of the next year, so that you can be seen less as a vendor and more as their partner.

 Sales Managers: Remember the job of a sales manager is to grow your sales people, not to make sales. With that philosophy in mind, your sales people are your most important customers.  Use this time of year to strengthen your relationship individually with each seller. When you do this effectively, watch their productivity soar.

 If you are a Sales Manager and want to strengthen your relationships with your sales team, contact us to receive a free “The Sales Manager Relationship Guide: 44 Things You Need to Know About Each of Your Sales People”. Contact either Dave at coachdave@impactsalescoach.com or Dan at dan@smartmarketingROI.com or call Jennifer at (888) 298-6868.

CONTINUOUS SELF DEVELOPMENT

Business Relationships That Last by Ed Wallace.

In the business world, we call it “Blinding flashes of the obvious”. That is, that outstanding relationships are the key to annual sales success. Up until now, I’m unaware of anyone who developed and shared a simple approach to turning contacts into trusting relationships, until I read Ed Wallace’s book. Here is just a sampling of takeaways:
-Understand how your customer’s Relational GPS-their goals, passions and struggles-will help you create business relationships that last.
-Relational capital may be the most undervalued, least understood, most ignored-yet the most important-asset in your company and in your own portfolio.
-Research indicates that merely one out of four corporations formally tracks the relational aspects of its sales processes in support of its plans.
-Your credibility, integrity, and authenticity constitute the essential foundation upon which you build relational capital in the business world.
-Ironic though it may seem, saying “I don’t know” can open the doors to a healthy discussion about possible solutions and resources that could lead to an answer.
Applying Ed’s approach to fostering successful business relationships will go a long way to building your business, regardless of the condition of the economy.

TAKING ACTION- Jack Daly Blog

TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.

TWEET TWEET – http://twitter.com/Ironmanjack

For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?

CONNECT WITH JACK- OTHER SOCIAL MEDIA

JACK DALY BUSINESS TOOLS

These are full color greeting cards sent right from your computer keyboard – the system does all the work of printing, stuffing envelopes, adding a stamp, and mailing. Fully automated campaigns of touches can be built and saved at the click of a button. You have 13,000 cards in 300 categories that you can choose from, which can all be customized with your own signature and handwriting at no additional charge. You can even upload your own photos for a truly personal, and custom designed card. Birthdays and anniversaries can be stored for annual reminders. Additionally, there are gifts that one can choose from – motivational books, magazines, gift cards, or gourmet gifts of brownies, cookies, etc. to tag along with your card if you would like–all done on-line with a click of the mouse.

This is a great tool to go “wide and deep” with your existing clients   If you’d like to take a free test-drive with a card for yourself, just visit www.sendoutcards.com/jackdaly and select “Click Here to Send A Free Card”.  An audio tutorial will begin to walk you through the simple process of sending a card.  It’s fun, it’s easy, and I believe you’ll be able to see the many uses for your own business. Enjoy!  

Use this CD over a 3 month period, and watch your business results increase significantly. “JACK ME UP” covers 21 specific action initiatives and is designed specifically for a Sales Professional to implement “one a day” while out in the field calling on their pipeline. Do these actions for 3 months and begin to see behavior change take place; do it for 6 months and even better! 50% off the retail price thru the end of 2009. Retail price is $40; get it thru 2009 year end for $20. Call or email Jennifer at 888-298-6868 or Jennifer@jackdaly.net to take advantage of this opportunity to increase your sales effectiveness.

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.

I was seriously considering crashing your course today to share this but thought better to send you this note…Since Monday of this week, after attending your session with TEC, in fabulous North Dumfries, Ontario …I have closed two sales using your techniques: emailing from the parking lot and the thank you card dropped in the mail box nearest the building.  Both clients loved it and both bought my software product.  That has simply never happened before; the sales cycle with our software is typically two – four months.
I just wanted to thank you again for such an inspirational learning experience and I hope you read this to your group today!! 
By the way, I got a hold of Jennifer yesterday and orderd Jack in the Box – can’t wait to get it!
All the best,
Jilaine-the-Selling-Maniac

What are you doing to stand out from the competition, create perception of value, deliver added-value, and enhance your relationship with your better clients. Here’s my Australian mate Mark Betts taking it all to another level. 

Hi Jack-

Check this mate, attached, the ultimate in customer satisfaction in the Philippines Ironman.

Wearing our major clients logo in the event gave my company so much coverage!!!

Jolibee is big than Mc Donalds in the Philippines with 780 stores, we have been supplying then for 20 plus years!!!! Did this get the local amped up!!! All through the race I heard go Jollibee go!!!!

What a Western guy wearing a Jollibee logo??? I received a lost of thanks from the directors of the company, and have taken the relationship to a new level, mission accomplished.

 Always looking at ways to get the edge, plan to give them framed photo set including finisher medal in recognition of the first Ironman in the Philippines….

  Leaving the competition for dead mate!!!!!

  Learnt from the master bud!!!!

  Mark Betts

Chief Executive Officer

Food Spectrum Pty Ltd

Presents

SMART SELLING WITH JACK DALY

Strategies to Dramatically Increase Sales TODAY!

See Jack Daly Live in NYC
TOMORROW
Thursday, October 29, 2009
7:30a-12:00p

The Graduate Center, CUNY
365 Fifth Avenue, New York, NY

TODAY!

Attendees will learn how to:

 o     Increase revenue by enhancing your sales management
o      Attract more new business while reducing marketing costs
o     Implement sales leadership techniques & manage your sales staff more effectively

Other topics that Jack will cover include:

o     Goal setting and measurement
o      Getting past the gate keeper to win more business
o     Building a Touch System: leveraging your prospects, customers and clients
o     Learn to get around the price objection
o     Beating call reluctance: pre-call preparation
o     Prospecting techniques
o     How to develop a winning management culture
o     Communication/social/buying styles

Register Now

QUOTES FROM LEADERS WHO “GET IT”:

“This is a business built on personality. Personality and imaginative merchandising. You’re selling a candlelit dinner by poolside, not a piece of wax on a stick. You’re selling romance, not flatware.”  Gordon Segal, Crate & Barrel 1985.

“We have to accept what we all know to be elemental-that taking a defensive position can, at best, only limit losses. And we need gains.” Peter Drucker 1961.

“When should a founder bring professional management into a new business? Immediately. When should the founder turn over control of that business to a professional manager? Never.” Phil Romano, Fuddruckers and Macaroni Grill 1991.

THE NEW WAY TO IMPROVE

Here’s a takeoff from an article in GOLF magazine September issue of the same name. Lot’s transferrable to our business and personal development.

• Elevate your goals. The more precise you aim, the higher you’ll climb. 400%- the increase in skill learning when long-term goals are paired with high levels of practice.
• Take a lesson. Learn from a pro to play like a pro. Whatever your skill level, it’s highly unlikely that you can recognize flaws, let alone prescribe an appropriate fix.
• Practice. Data suggests that practicing while creating actual playing conditions improves the ability to transfer practice skills to the “real thing”.
• Just do it. Then do it again. Keep practicing. Studies show that it takes 10,000 hours/10 years of concentrated effort to become an “expert” in anything in life.
• Find a role model. Copying is allowed when learning new skills. Per Dr. Penny McCullagh, “Watching an expert perform the skill you’re trying to learn allows you to acquire the patterns of the skill in question, giving you a blueprint to guide your motions.”

IN THE NEWS

Zappos, from separate articles in Fast Company and Fortune magazines:a habit of going to extremes. It gives free shipping on all purchases-both ways, so customers feel comfortable ordering multiple sizes. It has a 365-day return policy, in case you spend months agonizing over those Naughty Monkey Jungle Fury pumps. And new employees are actually offered $2,000 bonus to quit after a four-week training program. “It’s best to know early on if an employee doesn’t buy into the vision or the culture,” says CEO Tony Hsieh. “It just makes economic sense.” Every year the company publishes an unedited commentary from employees about life at Zappos and distributes a copy to everyone. The 2008 version is a 480-page tome. Several key words jump out:fun, family, smile, proud, weird, thank you, and “I heart Zappos.” Some of the reasons might be the free lunch daily, regular happy hours, the nap room, profit sharing, or paying everyone’s health insurance in full. There’s also a full-time life coach. Other offbeat policies include managers encouraged to spend 10-20% of their time with team members out of the office, and any employee can give any other employee a $50 bonus for a job well done. Those may not directly translate to profits, but this summer Amazon bought Zappos for $928 million. A winning culture certainly pays!

Goal setting-Pat Summitt, as seen in Success magazine: Eight times Pat Summitt’s University of Tennessee women’s basketball team has ended the season by lifting high the national championship trophy. Her 983 wins are the most ever for a coach- more victories than Adolph Rupp, Dean Smith and Bob Knight, three titans of basketball. Before each of the 34 seasons that Summitt has been the head coach of some of the most accomplished teams of all time, she and her captains have committed a set of goals to writing. “Set a goal that stretches you, requires exceptional effort, but one that you can reach, says Summitt. “We might set a goal that we win 20 or so games, that we win a conference championship, that we make the NCAA tournament. If we do those things, the truth is we have a chance of winning the national championship. But I would never want that to be the only goal. And the only way to ensure you become a winner is to set goals every day, and hold yourself and your team-mates accountable for reaching those goals. Setting up a system that rewards you for meeting your goals and penalties for failing to hit your target is just as important as putting your goals down on paper.”  How would you and your business measure up to Summitt’s expectations when it comes to goal setting? Have you begun the process of working on 2010? Now is the time!

TAKING ACTION- Jack Daly Blog

TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.

TWEET TWEET – http://twitter.com/Ironmanjack

For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?

CONNECT WITH JACK- OTHER SOCIAL MEDIA

CONTINUOUS SELF DEVELOPMENT

Don’t buy one, buy two and give one to a friend that you care deeply about! My friend Simon Sinek has just released START WITH WHY and takes us through the idea of the Golden Circle. This concept can vastly improve leadership, corporate culture, hiring, product development, sales and marketing. It even explains loyalty and how to create enough momentum to turn an idea into a social movement. It offers clear insight as to how Apple is able to innovate in so many diverse industries. It explains why people tattoo Harley-Davidson logos on their bodies. It provides a clear understanding not of how Southwest Airlines created the most profitable airline in history, but why the things they did worked. If you have ever sat back and asked “How did they do that?”, Simon Sinek will help you with that answer and in doing so he will go deeper and wrestle down “WHY”, and enable you to tackle the same, in both your business and your personal life. This one is a “must read”.

2009-2010
Workshops and Summits

January 20 & 21, 2010- Las Vegas, NV
Sales & Management Summit

January 29, 2010- North Carolina
Full Day Smart Selling

February 18, 2010- Orlando, FL
Full Day Smart Selling

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

November-Phoenix, Tuscon, Chicago, Birmingham
December- San Francisco, San Diego, Virgina

January- San Francisco, Jacksonville, Des Moines, Las Vegas, Charlotte

Coaches Corner
HOW ARE YOU COMMUNICATING REAL VALUE?

by Dan Larson & Dave Wilen

Value is perhaps the most overused and hackneyed word in the world of sales. In a recent meeting with one of our clients, the entire sales staff was telling us how important it is to provide value to the customer. When we challenged them to tell us what value specifically means; they froze up. We heard words like “You know… added value.” “It’s what I bring to my clients.” But the bottom line was that no one could tell us what value really meant specifically.

It appears that “added value” is often really some minor service or vague extra that the customer usually expects already. We hear things like same-day shipping, online ordering, parts in stock, or 24-hour service, a guarantee, and the list goes on. These things are not value-they are minimum expectations. Why? Because many competitors offer the very same thing. This “added value” list certainly is not distinct and compelling reasons to buy that separate you in the mind of the prospect. They are just expected pieces of doing business.

In an effort for you to understand the word “value” as it relates to your ability to make a sale, add the word “perceived” in front of it. If you think it’s valuable, and your customer doesn’t perceive its value, it isn’t really valuable to effectively differentiate you and clinch the sale. 

• What are you giving your customer that they can’t get from your competitor?
• How do you differentiate yourself from the competition?
• Once you define this… then how do you show it and make it become tangible and real to the prospect?

A sales professional that we worked with in Canada a few years ago had a customer that had bought from him for several years. The seller had approximately 1/3 of the client’s business and was always trying to get deeper penetration. It seemed that he had tried everything. Then one day the client had a medical emergency and was hospitalized for several days. When the sales pro heard of the emergency he got in his car and drove up to the business to lend a helping hand to the staff. This showed “value add.” Caring about the health of the client and his business came before anything else he was doing. When the client returned to work and discovered what had transpired, he decided all of his business was going to be placed with this sales professional because he had become uniquely valuable.

Value is important for three reasons:

1. It builds real relationships that are based on value.
2. It eliminates competition.
3. It reduces or can even eliminate pressure on price.

Once you define what the additional value is that you bring to the table, then you have to be able to communicate this value to the customer through articulate marketing, through results-oriented success stories and especially through your consistent actions. The more you put value in terms of how the customer benefits, how they profit, and how they produce more, the more it will be perceived as true or real value. And in the end, the value that you receive back will be significantly increased business. Now that’s your bankable value.

If you are a Sales Manager, Sales VP, president, executive or owner of the company and want to strengthen the way your team communicates value, call us for a free discussion to analyze your sales team’s approach. Contact either Dave at coachdave@impactsalescoach.com or Dan at dan@smartmarketingROI.com or call Jennifer at (888) 298-6868.

These are full color greeting cards sent right from your computer keyboard – the system does all the work of printing, stuffing envelopes, adding a stamp, and mailing. Fully automated campaigns of touches can be built and saved at the click of a button. You have 13,000 cards in 300 categories that you can choose from, which can all be customized with your own signature and handwriting at no additional charge. You can even upload your own photos for a truly personal, and custom designed card. Birthdays and anniversaries can be stored for annual reminders. Additionally, there are gifts that one can choose from – motivational books, magazines, gift cards, or gourmet gifts of brownies, cookies, etc. to tag along with your card if you would like–all done on-line with a click of the mouse.www.sendoutcards.com/jackdaly and select “Click Here to Send A Free Card”.  An audio tutorial will begin to walk you through the simple process of sending a card.  It’s fun, it’s easy, and I believe you’ll be able to see the many uses for your own business. Enjoy!  

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.

IN A TIGHTENED ECONOMY

SALES MANAGEMENT: It seems this is a continuing refrain heard ’round the world- “It’s so tough to find good sales people.” The first question is “Are you really looking?” After that is wrestled down, “How and Where?”

Today’s tightened economy has opened the ears of so many more capable sales people that have been previously closed to overtures about making a move. Some have been hurt due to their industry being severely impacted. Some are working at companies that are genuinely struggling and are open to discussing a move. Now is the time to turn a tightened economy into a time of opportunity. Put together your list of known top sales performers that could add quick and real impact to your team. Don’t forget to expand your search to folks outside your industry. Whenever I ask my audiences if they would want a third/fourth quartile performer with industry experience or a first/second quartile performer with no industry experience, the choice is always the latter. Yet, it’s infrequent that we see Sales Leaders recruiting from outside their industry. There is real opportunity here and you can train them in your business. Top performers know one thing for certain- how to be top performers!

Identify a dozen or so key recruits and begin the courting process. The time you invest now in this economy will pay your firm rich dividends not only with the production of the new hire, but raising the bar for others on the team and attraction of other top performers to your company. It is not inconsistent to be cutting out the poor performers while hiring on proven performers. That’s just plain smart!

SALES: Selling is the transfer of trust. That’s the foundation, and in a tightened economy it rings most true of all. While I am NOT suggesting to stop prospecting, I do want to emphasize that it is critical to call on our existing customers and clients more frequently. As I’m fond of saying “Go wide and go deep.”

Our first mandate should be to solidify our existing relationships. Be sure you are continuing to add value to the relationship. Utilize this time to get your Sales leaders out in the field with you to key accounts. The higher in the organization you can bring, the better. As well, if you are doing business with one or two locations of a customer, but they have several more locations, work the existing customers for internal referrals. Additionally, if you have ten products to offer, and they are buying two or three from you, look for ways to introduce additional products to them. Any of these activities will typically give you a better return on your investment than prospecting new accounts, particularly in a tightened economy, where customers are retrenching in to those they currently trust and do business with.

Again, don’t take this as a message to stop prospecting. There are plenty of customers being under served or not served at all as a result of their provider going out of business, or their sales person calling on their account is no longer with the company. Both of these situations present additional opportunities in today’s economy. For additional ideas, try my audio CD “Jack Me Up” with 21 action ideas and tactics to turn this market into one of opportunity. Retail investment is $40 for the CD, just call Jennifer at 888-298-6868 by September 30, and get it for $25. Onward & Upward!

CONTINUOUS SELF DEVELOPMENT

Gotta read it. Whether you are talking about improvement as a business leader, relationships with others or as a parent, MINDSET by Carol s. Dweck is truly one of the most impactful books I’ve read in many years. Guy Kawasaki put it this way-”If you manage any people or if you are a parent (which is a form of managing people), drop everything and read MINDSET.”

Talk about designing your life as you would like it to be-WOW! “You have a choice. Mindsets are just beliefs. They’re powerful beliefs, but they’re just something in your mind, and you can change your mind.”

Learn here that mindset is more important than talent. Dweck provides ample examples to make the point. Yet, society today seems to prize natural endowment over earned ability. That is baffling, when you think of it. Anyone familiar with the legendary basketball coach John Wooden knows how he valued character over ability, and that led to an untouched record of national championships.

Here are a couple tidbits: “Those with the growth mindset found success in doing their best, in learning and improving.” “Those with the growth mindset found setbacks motivating. They’re informative. They’re a wake-up call.” This book is about seeing things in a new way, and being able to grow accordingly.

MAKING A DIFFERENCE

The best days of the year for me, each year, are the days I go in to the Red Cross and donate my platelets. Several years I’ve gone in on my birthday and the nurses have remarked how generous I am to be in there on my birthday. I tell them it’s actually a bit selfish, as I’m giving a gift to myself- one where I feel so terrific to be able to help someone in such a life saving way! On a number of occasions, I’ve had people standing by, waiting for me to finish with my blood platelet donation, to whisk it away to a recipient that is a perfect match. And get this, I’ve been told that without me being there that day, the likelihood is that recipient would not make it to see tomorrow. WOW, what an impact. And all because I set aside two hours, watched a movie, while the platelet donation took place. The bonus to platelet donating is, unlike donating blood which requires you to wait 59 days before donating again, the process of platelets allows you to donate as frequently as weekly if you desire! What a deal- no cost to you, and additional life for others. Consider making such a two hour investment and see how great YOU feel.

WWW.JACKDALY.BLOGSPOTS.COM

TAKING ACTION-While we publish this newsletter on a monthly basis, you can get a regular feeding of “Jack Observations and Tips” by making visits to my blog- http://jackdaly.blogspot.com.As I make my travels around the world, I’m regularly confronted with examples of terrific sales and service examples, as well as the horrific. I’m using my blog to shout them out, so we can all learn from both the good and the bad out there. Check it out.

TWEET TWEET – http://twitter.com/Ironmanjack

For those of you not up and running on Twitter, here’s a few of mine you recently missed. And secondly, when are you gonna get with it? Planning on being last?

• You are not learning anything when you are talking.about 24 hours ago from web
• The greatest thing about tomorrow is, I will be better than I am today-Tiger Woods. What about you? Think proactively! Take action today.6:55 AM Aug 21st from web
• NYC October 29- www.whoisthisjackguy.com. Very cool!1:30 PM Aug 12th from web
• Make enthusiasm your daily habit. http://jackdaly.blogspot.com/
• We have 2 choices: make a living or design a life. Pick the latter. 8:23 AM Jul 31st from web

SOCIAL MEDIA

I spoke to this issue last month, and since then have booked 5 pieces of business as a result of being active in this media. Forrester Research projects the $455 million that companies spent on social networking in 2008 will balloon to more than $3.1 billion by 2014, a growth rate more than three times what it forecasts for e-mail marketing. Along those lines, visit me on Facebook and register as a FAN of Jack Daly-http://www.facebook.com/pages/Jack-Daly/107134124050?_fb_noscript=1.

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

2009 US & CanadaWorkshops and Summits

2 Day Sales & Management Summit

Join Jack Daly for a jam-packed, 2 day workshop program and national idea exchange. Listening to our customers, we have heard loud and clear the cry for an open-seat workshop on Sales Management. Combine a day of rigorous learning in the Sales Management arena, followed by a day intently focused on Sales with guest subject matter experts and you get a high-value few days of working on the business so that working in the business results in greater productivity and bottom-line results. You can register for both days or just one.

Special Event-October 29, 2009-NYC

1/2 Day Program hosted by New York Enterprise Report

The New York Enterprise Report is excited to present Smart Selling with Jack Daly: Strategies to Dramatically Increase Sales Today. This interactive half day workshop will be filled with take-away value that provides field-proven, added-value strategies to increase profits and productivity in your business now.

SMART SELLING WORKSHOPS-Year after year, hundreds of companies in the United States send their new hires and seasoned sales people to spend a fast paced, content rich day with Jack Daly. This 6 hour sales based workshop is designed to teach sales professionals what they need to know to get to the top of their game. Participants learn how to apply Jack’s street tested techniques and strategies that make the difference in any business, along with providing and reinforcing personal accountability to ensure that things are getting done!

October 1, 2009-

Orange County, CA

Full Day Smart Selling

December 15, 2009- New York, NY

Full Day Smart Selling

December 16, 2009- Chicago, IL

Full Day Smart Selling

REGISTER TODAY!

HOW TO BE BULLET-PROOF
Build Your Best-Ever Sales Year

The Jack Daly Sales Webinar Series:
How to sell more, work smarter and avoid burn-out!

Is your call reluctance growing as your sales funnel dwindles? And now your sales goals look like a giant leap? Or maybe you’re just not performing like you know you can. Today, the bad economy takes its biggest toll by sucking the productive lifeblood out of otherwise productive salespeople.

 But what can YOU do? I have five important insights and actions that every sales professional needs to know to boost your sales production, increase your personal income and be good to yourself in the future for the times ahead.

 I’m offering a FREE Webinar on Thursday, September 17th at 1:00 pm Pacific time that you won’t want to miss. We have very limited space-limited to just the first 500 people. I already know from talking with many people about this topic, the spots will go quickly. If you want to sharpen yourself and grow your sales, you’ll need to register soon to reserve your seat at  http://ecocart2000.com/jackdaly/display.php?item_number=Webinar&details=1

Here are the 5 critical sales actions for today that you’ll learn about:

1.    What you must do every day to increase your income — especially in today’s economy.

2.    How can you build a system of focus for your advantage?

3.    How can you get the most out of every day?

4.    What’s the best way to identify your high payoff activities that elevates your production?

5.    How can you beat back call reluctance and quickly regain your peak after getting hammered by so much resistance?

AND MORE!!!

We’re limiting this webinar to just 500 lines and we’ll cut off registration when it is full. We expect a “sold out” event!

Again, to register for the Thursday, September 17th free webinar go here now http://ecocart2000.com/jackdaly/display.php?item_number=Webinar&details=1

You’ll be glad you did!

 P.S. I believe in constant learning and adjusting to the market conditions we all face. These five sales actions are right “on-target” for today’s selling environment. Join me

Coaches Corner

OPEN FOR NEW BUSINESS OR CALL RELUCTANCE? 

by Dan Larson & Dave Wilen

The most common cause of failure in selling? Most salespeople give up too soon. When the prospect or buyer doesn’t respond to an email, voice mail, letter of introduction or when you make contact and they say “No”… the majority of salespeople fade away.

Most salespeople quit too soon:

• 50 percent quit after the first contact/attempt.
• 20 percent quit after the second contact/attempt.
• 7 percent quit after the third contact/attempt.
• 5 percent quit after the fourth contact/attempt.
• 4 percent quit after the fifth contact/attempt.

 

However, 80 percent of customers say “Yes” AFTER the sixth call. The fact that over 80% of sellers give up BEFORE the average prospect buys screams an obvious failure out loud.

This isn’t news to most veteran salespeople or sales managers, so what IS holding you team back? Certainly most sellers know the products or services. Companies spend the majority of their training/re-training time and money in this area. This often breeds an “All About Me/My Company/Products” presentation that triggers the “flight or fight” reaction in the prospect. Their resistance goes up and they go away. THEY DON’T CARE ABOUT YOU, YOUR COMPANY OR YOUR PRODUCT. They only really care about the solutions theyare seeking. You’ve got to speak to that.

What’s Missing? The simple answer is that most salespeople suffer call reluctance because they’ve never been taught how to sell. Many universities offer a degree in marketing, yet there is no college degree in sales. So when it comes to opening new business, amateurs get beat up after getting it all wrong. More experienced sellers get some things right but still suffer high amounts of rejection and end up wearing down and giving up. Call reluctance grows, your sales funnel shrinks and your sales goals now look like a giant leap.

In many cases salespeople are given the product knowledge, a territory, a phone, a computer and a pat on the back. When we discuss opening new business with most salespeople we find they don’t want to become a pest to the prospect. They have no idea how to… or how often to try and contact the prospect. And most sellers believe that if they get a prospect’s voice mail they should hang up. 

They’ve never been given a system and process to follow, never practiced what questions to ask or outcome-based statements, haven’t worked through the possible objections they may hear, they don’t know what to say when leaving a voice mail message, don’t have customer-focused marketing materials or sales tools to help them… the list goes on.

So where do you begin? As coaches we know that a structured prospecting system is often the most effective first step. This needs to include a short, sweet opening dialog that focuses on the buyer and is practiced… and MUST include WIIFM (what’s in it for me-the prospect). Back this with a system for frequency, intervals and methodology of contacting each prospect and you have a dramatically new prospecting engine that can drive new sales growth.

New business is available for the taking over companies that give up-by companies that get serious about developing their new business system.

If you are a Sales Manager, Sales VP, president, executive or owner of the company and want to boost your new business development by 40% or more, call us for a free discussion to analyze your sales team’s approach. Contact either Dan at coachdave@impactsalescoach.com or Dan at dan@smartmarketingROI.com or c all Jennifer at (888) 298-6868.

TAKING ACTION- As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

Jack,

Your session for TransPerfect here in New York was AWESOME!! I’m 35 and have have sat through a lot of professional sales training sessions in my time. This was the first time I’ve wanted to sprint out and “make !*#@ happen” as a result. The talk was highly motivational and your belief is contagious. The tactics are familiar, but you were just the kick in the ass I needed.

I look forward to becoming a Jack Daly success story. Stay tuned!

Thanks,

Mark Fournier

Jack,

I wanted to thank you for taking the time to educate all of us yesterday.  I took a lot more from the presentation than I ever though I would and will definitely utilize the tips you provided.  In addition, I really took in what you said about enjoying your life before you’re to old to do so, and I plan to do just that.  Best wishes in completing your goals, hopefully I can call you some day and let you know I’ve exceeded my goals and am a selling machine.

 Thanks again,

Kevin Haas

JACK THANKS – your card has enabled me to secure a large deal – it was one of keys that sparked up the buyer to act!!  If you are in OZ let me know and I will track you down to help you knock off 1/1001 wines you should try – least I can do.

 Cheers

With thanks,

Craig

NEW TOOLS FOR BUSINESS DEVELOPMENT

Here are two things to add to your prospecting arsenal: GOLD MAIL AND SEND OUT CARDS. Following is a brief description of each and how to get started. An inexpensive and creative way to get in front of your prospects and customers, while differentiating yourself from the competition. Get proactive!

Just click on the GoldMail button above to hear my personal message.

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. This is a great tool to go “wide and deep” with your existing clients. Just click on the SendOutCards logo above to send yourself a free card.

NEW TOOLS FOR ASSESSING EXISTING AND POTENTIAL SALES PROS PROFILING FOR SUCCESS

Having the tools to assess behavior partnered with recommendations for change that will result in improved sales performance is a sales manager’s dream. Well, dream no more. With a simple phone call you can have these tools in your hands. And the process is simple. Your sales staff takes the assessment online. It only takes minutes. After they’ve finished filling out the survey, the computer generates a thorough assessment of strengths and weaknesses. It gives the sales professional a clear view of what’s working and what’s not and why.

Results and Benefits
An investment in the Success Insights Sales report will yield immediate results and valuable benefits in several areas by showing how to:

* Spot winners with a reliable selection method.
* Evalua te the performance of both new and existing salespeople.
* Maximize the sales team’s effectiveness.
* Coach the sales team for maximum results.
* Hire the salesperson that fits the company needs.
* Bring a salesperson out of a sales slump and back on a winning track.
* Reduce employee turnover and new training costs.
* Boost your sales-the ultimate business objective.

If you are looking to maximize the sales team’s effectiveness-bring a salesperson out of a sales slump and back on a winning track-spot winners with a reliable selection method-coach the sales team for maximum results- then contact us at jennifer@jackdaly.net and ask about the SALES INSIGHT REPORT.

IN THE NEWS

From INC. magazine September issue:
 In 1997, David Giuliani’s company topped the INC 500 list. He now has a new company that is #60 on this year’s list, with three-year growth of 2,197%. Seems a guy we can all learn from. Here’s a thought- he raves about social networking, which has rendered his company’s marketing playbook largely obsolete. “There’s a woman on the Web who does these two-minute evaluations of products,” says Giuliani. “She did one for Clarisonic, and within two days, she had over 100,000 hits. Where could you have seen that 12 years ago? This is the company doing nothing and the market doing everything. The market is energetic. The market is alive.”  So, what are you waiting for??
 How about building a top notch sales force? Learn some tips from #29 on INC 500 list iCore Networks. 2008 revenues of $17 million; revenue per salesperson $1.4 million; revenue vs. quota +25 %; revenue growth 2007-08 = +45%. From founder and CEO Stephen Canton comes their sales philosophy: “Without a brand name and without market share, the only way to close deals is through activity-that means feet on the street and knocking on doors.” Of all I learned from the article, the Hiring Process was the key takeaway:
1. An executive recruiter presecreens candidates to find reps with a few years experience outside the telecom industry.
            2. A first interview with Sales Manager. Only 10% of candidates advance beyond this stage.
            3. Next, a candidate spends a full day with a rep door-to-door cold-calling.
            4. An interview with the VP of sales.
            5. An interview with the founder.
 Here’s the takeaway- “Hire slowly, fire quickly”.
On the lighter side of things, where are the priorities of our society today? Check out this list of top 12 Earning Personalities: ($millions)
Oprah-$275 ; Dr. Phil-$80 ; Simon Cowell-$75 ; Howard Stern-$70 ; Rush Limbaugh-$54 ; Trump-$50 ; Letterman-$45 ; Judge Judy-$45 ; Ryan Seacrest-$38 ; Ellen DeGeneres-$35 ; Leno-$32 ; Tyra Banks-$30.
I can’t help but scratch my head on this list

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.

 

A WINNING CULTURE

I’ve spoken on several occasions about Company Culture and how you can actually “smell it” within minutes when arriving for a visit to a company for the first time. So, I have to share this story with you. 

For several consecutive years I’ve had the privilege of being the keynote speaker at NACCB, a trade association for IT service firms with specific focus in employment placement. Last year the annual meeting was held on the east coast of Florida and opened with a cocktail party on the beach. I’d just flown in and made my way to the beach when I was enthusiastically greeted and embraced by someone who identified himself as Doug Firestone, owner of Arcus and a rabid fan of “Jack Daly”. Doug introduced me to his leadership team, set me up with a drink, and proceeded to regal all the “Jack Daly” things his company had implemented and that “one day” he planned to have me in so all his employees could get a “Jack Fix”. So I said to Doug, Yeah, yeah, talk is cheap.” At which time he pulled out his phone, walked down the beach and called Jennifer to lock in a day of Sales Training.  Hey, I like this guy! I hung out during the conference with the Arcus team, and they certainly were a lot of FUN!  

Shortly after the conference, my wife Bonnie and I were blessed with the birth of our first Grandson-Malcolm. The Arcus team surprised us with customized baby blanket and clothes-WOW, what first impressions! Last month I arrived in Harrisburg, PA for the scheduled training. In doing my research, I discovered Arcus was in business for 10 years, with offices nationwide, facilitating their mission of identifying and delivering exceptional talent for clients located all across the country, as well as operations in Costa Rica. Arcus has been recognized consecutively the past two years as one of the Best Places to Work in PA, a Fifty Fastest Growing Company, twice landed on Inc’s 5000 List, been honored as Business of the Year, and recognized with four national awards by the American Staffing Association-WOW! There is clearly something special going on here, so I was really looking forward to my visit. 

At Arcus, the “smell” of Culture is something terrific-it continues with the “WOW” as soon as you walk in the building. I’m hoping a picture is worth a thousand words, so here are some. There’s the Arcus Café available throughout the day, and a feeling like one is at a big Starbucks. Alongside the café, there’s  the Wi games area. The fitness center is one to challenge most any club, and it’s adjacent to the café, locker rooms et al. Not only stocked with the finest in gym equipment but a full size basketball court as well. Then there is a fully outfitted technological fitted training room, where we spent our day together. Over the top was the fully stocked bar club room, where socializing amongst one another is encouraged regularly after work.  

New hires are brought on board in groups, known as the Apprentice program, where this group of five work in a special Apprentice conference room with one another at a round table, complete with a Hedgehog in the center of the table (Good to Great). This Apprentice program is a multi-month program, ensuring people integrate professionally for their clients benefit. At Arcus, company culture is a state of mind and a way of life. The environment is one of creativity and inclusion. The company makes it a priority to invest in their most valuable assets- the people. The Arcus team are passionate about what they do and it shows- in their interactions, in their attitudes and in their work. 

 Beyond the walls of Arcus is their commitment to give back to the community, both local and global. The Arcus Give Back Campaign includes food collection, mission work, shelter support, blood drives and working with Harrisburg University in areas of key competencies for job search. WOW. 

When you come upon so much being done right, and at such a scale, one often gets the sense this must be a “big company” with a sizeable budget (ie, therefore we can’t do it). Well, guess again here gang. Arcus employs about 60 folks and its commitment to this winning culture is what it cites for its successes to date as well as its planned growth for the future. We could all learn a lot from examples like Arcus, and I bet Doug would be open to anyone who desires to get the tour or pick his brain. Be assured, there are great things happening in Harrisburg, PA. WOW! 

 IN THE NEWS- Thoughts stimulated by the press. From June 8, 2009 and the book, The Upside of the Downturn, by Geoff Colvin: 37432115″You have to be very disciplined, and this is even more important in a crisis. Our management team, 15 to 30 people, talk every day at 7:30, 12 noon, and five o’clock-what’s going on, sharing information, making some decisions on the spot, reviewing facts and information. I’m always surprised at companies that don’t have discipline-they don’t have business reviews, they aren’t looking at their competitors.” Jamie Dimon, CEO J.P.Morgan Chase. If you are a regular reader of this newsletter, then the Daily Huddle should not be news. But, the question is, how many are doing this? I’ve found in more challenging times, the huddle is even more needed and often skipped for more “urgent” things. Get everyone on the bus heading in the same direction, and watch how more effective you are and the improved results in a shorter time frame. 

Be seen early and often, setting the proper leadership tone and showing the team that the leaders are working to solve the issues. Act fast- Every instinct tells you to decide more slowly than usual, yet it’s vital to decide more quickly. Here’s a closing thought on responsibility- “An entrepreneur shows his true colors in a period of crisis, not in a period when everybody is having success.” Giorgio Armani 

Social Networking yet? What’s it gonna take? When are you going to join the party? Your customers are there, your competitors are there, and you’re not? Business is being done here, so it’s no longer acceptable (if it ever was) to say you are waiting for it to prove itself. Witness a few tidbits (Fortune July 20) from Marc Andreessen, co-founder of Netscape: Co-founder of Ning, investor in Linkedin, Digg, Board member of Facebook and Twitter, and the list goes on. Andreessen says Facebook “will be bigger than Apple” and declares that the social-networking company will become the mass market window to the web, much has Google has been for the past six or seven years. 

Here are a few sites to explore participating in: Facebook, Twitter, Linkedin, Plaxo. There are more but that would be a great start. 

 TWEET TWEET- For those of you not up and running on Twitter, here’s a few of mine you recently missed. 

• Sales growth will come thru the quantity and quality of your sales force. What’s standing in the way of making the commitment to grow?
• Good old Yogi Berra said “you can see a lot if you are looking”. A close cousin to that is “you can hear a lot if you are listening.”
• What first impressions is your receptionist making with the market? Who and how are you checking on it? Inspect what you expect.
• Know the difference between expense and investment. If you have cut back travel to save expenses think again. Invest in visiting customers.
• In tighter economic times, I fear too many are stressing increased quantity of calls. That won’t cut it. The key is Quality Calls!

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests. 

July- Toronto, Sydney 

August- Sydney, Auckland, Chicago, Kansas City, Baton Rouge, Denver 

September- Tampa, Pennsylvania, D.C., Toronto

 

UPCOMING SYDNEY & AUCKLAND WORKSHOPS 

SYDNEY- 5 AUGUST 2009-REGISTER TODAY! 

AUCKLAND- 7 AUGUST 2009- REGISTER TODAY!

 

 

Winning Sales Strategies and Sales Management Workshop-

Driving Sales – Boosting Profits 

Ellerslie Events Centre, Greenlane East, Auckland 

2009 US & Canada
Workshops and Summits

September 24 & 25, 2009- Toronto, ON 
2 Day Sales & Management Summit 

October 21, 2009-Orange County, CA
Full Day Smart Selling

December 15, 2009- New York, NY
Full Day Smart Selling
 

December 16, 2009- Chicago, IL
Full Day Smart Selling

WHAT PEOPLE ARE SAYING ABOUT JACK’S WORKSHOPS………. 

Hey Jack

I wanted to thank you for the advice I got from you several years ago. I had attended one of your seminars with my Boss a few years back. We took your words to heart and you created a marketing machine like no other. Our annuals sales have increased 2 – 5% a year (Commercial Real Estate Appraisal) since your seminar where are currently having one of the best 1st Qtrs ever (believe it or not).  S%$tHouse Luck? Not really when you keep doing your Daly Push Ups and Follow Ups, Many Thanks Mr. Daly. 

Jack- 

Just a quick thank you for today.  My team and I all got a tremendous amount out of the day and were impressed by your amazing energy and simplistic but incredibly effective strategies.  I will implement some of them and plan to see my business grow by 100 % over the next 2 years.  I’ll let you know how I am going in 12 months time. 

Kind regards, 

Paul O’Brien 

Partner 

PricewaterhouseCoopers Australia 

I have recently attended Jack’s sales training and had the priviledge to spend time with him. He is a (crazy) excellent speaker, extremelly effective, TOTALLY keeps your attention and teaches hard hitting, results oriented skills. Hire him and you will get immediate results!

There is a reason why such as small percentage of your total sales force are the top producers; they are the ones who are committed and dedicated. Send them to his class and they will be wildly successful and infect all of your other sales people!! Your customers will comment on how creative and effective your sales people have become.

If you are a sales person and REALLY want to create amazing results; just attend his session or buy his material. You will know JACK too!!

Steve Cadwell

General Manager Sales

PCS, Inc.” 

 

Coaches Corner

HOW DOES COACHING PAY-OFF?     

by Dan Larson & Dave Wilen

Since we’re not Jack Daly himself, people often ask us — What do we do as sales coaches… and can we prove to be effective for them? Fair question. Especially when business today needs results like never before. 

Principles first. As coaches, we put Jack’s principles and training into practice. It’s ALL about application to your situation and EXECUTION. Every business has a unique mix of market conditions, competition, leadership and staff, products & services, reputation, culture and more. But Jack’s sales principles always hold true to serve as the fuel to grow a company’s results. 

PLAN (Clarity): Let’s define your end zone. What’s your objective? Your main goal? Define a clear strategy, game plan and/or sales process to achieve your desired results based on your vision, goals and problems to overcome. 

ORDER (Priorities): Let’s define the key drivers of your business-the top priorities and the high-payoff activities that matter most. Get clear agreement on what’s most important and what needs to be done first and next. 

ACTION (Focus): Knowing the key drivers of your business… What’s working? What’s not? What must be improved? What needs to be started? What should be stopped? We develop a fiendish focus with your team on the high-payoff activities that really drive results. 

MEASURE (Accountability): There’s magic here! Success tracking of your activities and results is critical to growing your motivation and success. As coaches, our most successful clients learn to value tracking their results and want to be held accountable. Winners love to keep score! 

A client recently said that the consistent accountability of our weekly coach calls directly contributed to their continuing success of growing at 2-3x their normal growth rate every month-despite the down economy. Repetition. Re-Focus. Measuring. Accountability. They push to get things done to reach their weekly goals… all driven by constructive accountability through regular follow-up. That’s how we keep score to win. 

Are you getting the results you want? If you’re looking for real ways to help you survive the leaner times, if you’re looking for bigger sales results or if you want help reaching your next level of success – call Jennifer. Ask her to schedule a free call with us to review your situation to see how we might help you boost performance. 

Coaching is designed to “put rubber on the road!” If you want more, call Jennifer at (888) 298-6868. 

This Month’s Spotlight on Outsourced

Sales Management.

This channel is designed for the small to medium sized firm where the CEO is wearing the hat of the Sales Manager or where the existing Sales Manager could benefit from some part-time assistance. This coaching option is aimed at establishing a customized, productive sales growth plan and the needed accountability. Our coach team is comprised of Dave Wilens and Dan Larson. 

MEET COACH DAVE WILENS

Dave offers a fresh vision on growth strategies & tactics. He delivers world-class coaching thru 33 years of street-tested, no-nonsense sales & management experience. He’s founded, built and sold 6 companies, building sales teams from 5 to 500. 

 

MEET COACH DAN LARSON

Dan offers out-of-the-box sales and marketing solutions. He glues together a company’s sales efforts by connecting 10 critical areas of selling and marketing success. Dan has helped clients grow sales by 25-400% in a wide range of diverse industries. 

RESULTS: 

• Yacht Crane Manufacturer: Slow leads & sales transformed to 24 +% per year sales growth & robust pipeline through last 2 years.
• Financial Services: A 20% closing rate on new accounts jumped to a consistent 85% close ratio…4x the money.
• Food Distributor: Single digit growth since 9/11 transformed to 20% and #1 sales & margin growth in the corporation.
• Aerospace Distributor: Sales revenues doubled & profits increased by 62% through a “duplicatable” sales process.

TESTIMONIALS

“Your question of how is my group doing made me step back and truly examine the bigger picture. I realized that from our short time together I had many challenges ahead of me. Not only in how I work with my team, but how I go to market myself each day, the question was larger than I ever anticipated. Now we are all working to be on the same page, I am exploring with the MA what we need change to move ahead of the AVERAGE and to not settle for the safe middle of the pack results.” 

Wade Eager 

“I think your ride along assessment is right on as always. My goal is to be manager and help the people working for me become better sales professionals. Though I enjoy selling (it’s kind of self assuring for me since it comes quite naturally and I enjoy the interaction with the customers), my goal is and always has been to first be a great sales manager. I believe that I have what it takes to make a mark within this company and within this industry. But like you say in your evaluation, I do not have the focus or the stated goals or game plan to get there. Our last ride along was an eye-opener for me. I was annoyed with myself for about two days afterwards. I knew what I had done to get myself in that position. I welcome any coaching or suggestion you may have as far helping me regain my focus. “ 

Svante Johansson, SYSCO Food Services of Los Angeles  

 

TAKING ACTION- As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action! 

Hello Jack, 

I hope your day is doing well.  I went to a sales meeting for our company in California, called Metagenics.  All I can say is wow!  I was the guy that acted as a sponge, I bought your Jack in the box tools and have listened to them over and over again.  I have done everything you suggested, as changing my voicemail every day, to making a campaign to ask questions and listen.  In my contact management software, I have all personalities listed, email lists of what I have in common with other clients.  I even have my own money bag with thank you cards!  I don’t want to bore you with details but I have share with you one experience… 

I used your idea regarding taking a picture with your client and sending it to them as a card.  I just did that while I took a top client out to dinner.  He took me to dinner the next time and shared how no one has ever done that before, and I am considered one of his buddies.  You should have seen the Sales increase!  Though the roof!! He just did over 6x the business!  Plus I am leading the company in sales growth, the last 3 months have been record sales for me! Recession, what rescission! Our company the most expensive products in our market and we have had top sales growth.  “Trust trumps price every day”. 

Thank you for your wisdom and your time! 

Jonathan Ciaccio 

Wow!  Thank you once again for such a fantastic day!  Throughout my 18+ years of sales experience/career, I’ve attended many seminars with motivational speakers but your presentation far exceeded my expectations.  You’re truly an inspiration and I plan to incorporate many of your “golden nuggets” not only in my professional career, but in my personal life as well.  

Thank you once again, you made a difference in all of us and left a footprint for us to follow.  

All the best,  

Tammy 

Jack, 

I wanted to thank you for taking the time to educate all of us yesterday.  I took a lot more from the presentation than I ever though I would and will definitely utilize the tips you provided.  In addition, I really took in what you said about enjoying your life before you’re to old to do so, and I plan to do just that.  Best wishes in completing your goals, hopefully I can call you some day and let you know I’ve exceeded my goals and am a selling machine. 

Thanks again, 

Kevin Haas 

NEW TOOLS FOR BUSINESS DEVELOPMENT

NEW TOOLS FOR ASSESSING EXISTING AND POTENTIAL

Having the tools to assess behavior partnered with recommendations for change that will result in improved sales performance is a sales manager’s dream. Well, dream no more. With a simple phone call you can have these tools in your hands. And the process is simple. Your sales staff takes the assessment online. It only takes minutes. After they’ve finished filling out the survey, the computer generates a thorough assessment of strengths and weaknesses. It gives the sales professional a clear view of what’s working and what’s not and why.

Results and Benefits
An investment in the Success Insights Sales report will yield immediate results and valuable benefits in several areas by showing how to: 

* Spot winners with a reliable selection method.
* Evaluate the performance of both new and existing salespeople.
* Maximize the sales team’s effectiveness.
* Coach the sales team for maximum results.
* Hire the salesperson that fits the company needs.
* Bring a salesperson out of a sales slump and back on a winning track.
* Reduce employee turnover and new training costs.
* Boost your sales-the ultimate business objective. 

If you are looking to maximize the sales team’s effectiveness-bring a salesperson out of a sales slump and back on a winning track-spot winners with a reliable selection method-coach the sales team for maximum results- then contact us at jennifer@jackdaly.net and ask about the SALES INSIGHT REPORT. 

 

I’m always looking for effective new business tools with minimal associated cost that can immediately impact your bottom line profits. I want to introduce you to GoldMail, a powerful new business development tool that I’ve discovered and personally tested. It helps you send email messages with voice-and-visuals aids that produce a much bigger impact… either before or after any sales call. Just click on the GoldMail button above to hear my personal message. 

  

 

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. This is a great tool to go “wide and deep” with your existing clients. Just click on the SendOutCards logo above to send yourself a free card. 

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.  

 

  

HIGH PAYOFF ACTIVITIES

As many of you know, about 4 years ago I entered the world of triathlon racing (OUCH, that’s me after a serious bike crash last month where I broke my clavicle amongst lots of body bruises, and a smashed bike as well).

Now, the world of road bikes is certainly a world of discretionary buying, not a necessity. And, in a “depressed” or “recessed” economy, this would be a business one would expect to be “hurting”. Some perspective for those not up to speed on the investments in such a sport is probably appropriate. A decent racing road bike is probably about $4,000-$5,000 fitted out. One can then invest more in computer technology, advanced racing wheels, and a myriad of accessories. In other words, not an inexpensive sport, and again, not a business of necessity like “food and shelter”. So, in today’s economic times, one could reasonably expect that business to be off, or “hurting”.

The bike shop I rely on is Edge Cyclesports in Laguna Woods, CA (ask for Hank at 800-698-3343 if you ever need advice or service). I came to Hank and the team clueless as to what I needed and how it all worked. The Edge team took the time and care to educate me and never did I feel they were trying to “sell” me. Note, I had been to a number of bike shops prior to my going to Edge, but felt more like  a “number” and someone they were just trying to “sell” something to (what something? Heck, anything, they just needed to sell!) What the Edge team seemed to be was in the education business, trying to help people better understand the biking world and the triathlon sport overall.

So here I am a neophyte, the proverbial lamb ready for slaughter. Instead of channeling me toward that visually spectacular tri racing bike, they instead recommended an entry level road bike that would get the job done and I could see if the sport was one for me (and, with 2 bike crashes in the past 7 months, I’m beginning to wonder!). Well, that deal went down at a price 70% LESS than I was prepared to pay. Happy Customer! Next, I do some riding, enter a few races, and a year later, I am hooked on the sport and am ready for a bike upgrade. Let’s see, where should I go? Do you really think there is a question?  No haggling, just suit me up with that fine looking state-of-the-art racing bike! Out I go into the triathlon race world, getting better all the time. From time to time, I stop by the Edge shop, picking up accessories (hey, the bigger, impersonal bike shops have the accessories for less money, but I don’t give it a thought). Now, I’m really looking to improve my race performance times, and several competitors are touting the merits of racing wheels (best of class are the Zipps, at an attention getting $2,500 for a set of two wheels!) Just makes sense and go get them at the Edge from owner Hank. In speaking with Hank, he asks me a ton of questions about my riding times and capabilities and his recommendation is at the performance/speed levels I turn in, the wheels will not give me much benefit. (Folks, here I am, ready to fork over $2,500 and the “sales person/owner” is telling me to keep my money as it’s not my best investment). How’s that for creating trust? Selling is the transfer of trust. People do business with people they trust. What are you doing to create trust with your prospects and customers?

I had a couple races and lost my computer tracking device for speed and cadence, so in I went to Hank and asked for his recommendation. Without hesitation, Hank said the best solution, AND where I would reap a big improvement in my cycling performance would be something called the Powertap (which measures power expended amongst a number of things). I said “let’s do it”, never even considering to ask “How much?” So, I pick up the bike with the new Powertap, which requires a special new bike wheel, and comes in at about $1,200. Imagine, you can buy a computer for your bike for $30 and here I am here, with no questions asked. How’s that for “selling”?

Disappointing to me, I’ve crashed and smashed that fine racing machine twice in 7 months, and the Edge team has repaired it on both occasions, ringing up more $thousands in sales. My most recent trip to the Edge, I wanted Hank to look at the fit of the bike but had conflicts all over getting in the shop. So, Hank said come in 2 hours before the store opened, he met me there, made a ton of adjustments to my bike, my shoes, and instructions on the Powertap. When I asked Hank what I owed him, he said “just go out and enjoy the sport, he was glad to see me back at it.” Is this service? Or, is this selling? You decide.

All of this prompted me to ask Hank how the Edge was faring in this “down” economy. Wanna guess his response? In this economy, dealing in a business that is totally discretionary, operating at price points generally higher than the competition, his business is thriving. What Hank and the Edge has built is not a bike sales and repair business. Edge has built a Customer Loyalty and referral business. No need for advertising. No need for special sales, coupons and discounts. Just plain old caring about your customers, helping them in the best ways possible, and letting the rest take care of itself.

Go back and re-read the story. Can you identify the “High Payoff” activities? Quit doing what hasn’t been working for you and doing more of that. Quit doing what most of your competitors are doing and trying to match that. Quit challenging your competitors to see who can sell at the lowest price. Quit trying to sell people things, and start helping them with their needs, opportunities and problems. That’s the key to succeeding in any economic environment.

Ps. Four years ago I didn’t know Hank and the Edge team. Then, they became my bike store. Today, they are my friends, and like so many other of their loyal fans, I recommend them to as many folks that I can. Go reap those rewards and get your priorities of “selling” correct.

TAKING ACTION

EMAIL #1 Just wanted to send you a brief email update of what happen since attending your class in 2008.  We had the largest percentage increase of sales throughout the entire company which comprises of over twenty-five regions, also saw three of my direct reports get promoted to manager and now are running there own areas.  My sales team received various awards and recognition at our annual Pro Dinner and last I was name Coach of the Year at our recent company Quarterly meetings in front of all my peers.  Thanks for remembering the braces and I will be at one of your upcoming classes.All The Best” 

Nathaniel D. Ford

Assistant Vice President

PFP Services

EMAIL #2

Hey Jack. Thanks for the gift basket idea.

Carl, thanks for taking the bull by the horns and getting it done.

BTW-I have had other employees come into my office in “awe” of the basket.

Brock

Commercial Kitchen

Brock,

I just wanted to say thank you for my gift basket. In all the years I have worked I have never received anything like that showing such appreciation in welcoming an employee to their company.It was such a nice thing to do and I could not feel any more welcome. I hope to give you many more years of hard work, dedication and service.

Thank you

Monica

EMAIL #3

Good Morning!

As you know, each year we select a theme to focus on for the year which brings our mission and values to life in our work every day. On this special day, I am pleased to introduce our theme for 2009, “Above & Beyond!”

I believe this theme not only describes who we are and a company today but it also provides a guiding principle for making everyday decisions and taking action in the future. We want MAXONS to be the company that goes Above  & Beyond every day, not just in exceptional circumstances. This theme is not only in keeping with our culture, mission and values but it is also a great way for us to continue to distinguish ourselves as the respected service organization in the market in the future.

As we’ve discussed in the past it’s often the simple things, the little gestures of going out of your way th show that you care about other people, not a transaction, that leaves a lasting, positive impression, We’ve all experienced the positive feeling of receiving kudos for doing something special for others and know that doing so usually inherently rewarding. Simply put, helping others is what we do here at MAXONS. Our goal is to have everyone in the company make a conscience, conserted effort to go Above & Beyond in 2009 to help advance MAXONS’ mission: “To make the world a better place-one relationship, one project at a time.”

We also want to be able to use some of our Above & Beyond moments in marketing initiatives. Our most important competitive advantage is each of you! When you guys shine, so does MAXONS, so we want to be able to brag about all of you in the industry! By going Above & Beyond you will not only set MAXONS apart, you will set yourself apart!

I know that with the recent spike in business and its attendant challenges, many members of our staff have been going Above and Beyond which Kelley has begun collecting and will share with you shortly so…we’re already on our way towards our goal for 2009!

I look forward to all of us working together to bring this theme to life in the year ahead.

Thank you & make it a great day!

Damon

President/CEO MAXONS

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

UPCOMING SYDNEY & AUCKLAND WORKSHOPS

AUGUST 2009

Winning Sales Strategies and Sales Management Workshop-

Driving Sales – Boosting Profits

Ellerslie Events Centre, Greenlane East, Auckland

If your sales team is having great success in this market of unprecedented challenges, skip this section. If your sales team is comprised of top 10% performers of your industry, skip this section. If your business is growing market share and beating your competition regularly, skip this section. If you believe the answer to a reduced level of sales and revenues is to “shrink to success’ and “just cut more expenses”, skip this section.

This section is about being proactive, recognizing that this market demands enhanced selling capabilities, and taking the training steps needed to be a winner. This section is about investing in yourself and your business to get better, so your results reflect the same-getting better. If pro sports players demand better results, they resort to more training and practice. Why would business professionals believe their world is any different? Here are our scheduled Sales Workshops and Sales/Sales Management Summits where you can register as few as one to get your skill set sharpened by Jack Daly:

June 10, 2009-

Full Day Smart SellingJune 18, 2009-Cleveland, OH

Full Day Smart Selling

October 1, 2009-

Orange County, CA

Full Day Smart SellingOctober 9, 2009- New York, NY

Full Day Smart Selling

November 20, 2009- Chicago, IL

Full Day Smart Selling

WHAT PEOPLE ARE SAYING ABOUT JACK’S WORKSHOPS……….

Hey Jack

I wanted to thank you for the advice I got from you several years ago. I had attended one of your seminars with my Boss a few years back. We took your words to heart and you created a marketing machine like no other. Our annuals sales have increased 2 – 5% a year (Commercial Real Estate Appraisal) since your seminar where are currently having one of the best 1st Qtrs ever (believe it or not).  S%$tHouse Luck? Not really when you keep doing your Daly Push Ups and Follow Ups, Many Thanks Mr. Daly.

Jack-

Just a quick thank you for today.  My team and I all got a tremendous amount out of the day and were impressed by your amazing energy and simplistic but incredibly effective strategies.  I will implement some of them and plan to see my business grow by 100 % over the next 2 years.  I’ll let you know how I am going in 12 months time.

Kind regards,

Paul O’Brien

Partner

PricewaterhouseCoopers Australia

I have recently attended Jack’s sales training and had the priviledge to spend time with him. He is a (crazy) excellent speaker, extremelly effective, TOTALLY keeps your attention and teaches hard hitting, results oriented skills. Hire him and you will get immediate results!

There is a reason why such as small percentage of your total sales force are the top producers; they are the ones who are committed and dedicated. Send them to his class and they will be wildly successful and infect all of your other sales people!! Your customers will comment on how creative and effective your sales people have become.

If you are a sales person and REALLY want to create amazing results; just attend his session or buy his material. You will know JACK too!!

Steve Cadwell

General Manager Sales

PCS, Inc.”

Coaches Corner

Coaches Corner    
MAKING RESULTS HAPPEN – IT’S ALL ABOUT YOU

by Dan Larson & Dave Wilens

 

 
Even in a tougher economy… buyers ARE still buying. More business IS out there for you to win. Being reactive or proactive in the little things you do as a sales pro makes all the difference in boosting your results.

Reactive = curl up and wish things were better.

Proactive = commit and look to do more to make things happen at every opportunity.

You decide. The empowering thing about sales is that YOU can choose to act to have greater control over your outcomes, results and paycheck.  In this article, we decided to give you some recent stories and examples of what CAN be done simply and proactively to produce more results in situations that may sound familiar to you.

Story #1: Opportunities in front of us

I was “on the road” in a restaurant for dinner nearby a fellow road warrior. They’re easy to spot, eating alone working with Blackberry in hand. After dinner we ran into each other and had a glass of wine at the bar. We began with small-talk conversation that lead me to discover he was in a position that I sell into. We exchanged a friendly conversation of each other’s business, challenges and dreams. Of course, I was interested to ask great questions to learn more about his priorities. We then exchanged business cards. Before I could send a follow up thank you card the next morning, I received an email asking me to assemble a proposal for us to do business together. Proactive approach: Keep your eyes open and be interested to open up new opportunities.

Story #2: Bigger opportunities on every sales call

A young sales rep I was working with needed to hand-deliver a special order for a new customer. I went along as a field coaching opportunity to see what we could do and learn. We discussed HIS purpose of THIS call.

He insisted that it was to build a better relationship by providing excellent customer service. I contended there was much more he could accomplish to build a stronger relationship on this call with this new buyer. We sat in the car on arrival and he told me all he knew about the new buyer. This was her first order with him. He had done business with her boss who had referred her to him. He had learned that she owns a beach house but since he only met with her once, that’s all he knew. We pulled out their Question Guide and reviewed the Relationship and Lay of the Land areas for useful questions. He decided to find out if she had kids. He also decided to use the question — How long she has been in this industry or this position?

We entered the secured office building and were stopped cold at the front desk, waiting for his contact to appear. When she arrived she was very thankful for his special delivery. Then his question… “Are you heading to the beach house for the weekend?” — “Yes, can’t wait.” — “Do you have a big family you go with?” — “No thank goodness, the kids are grown, it’s just my husband and the 2 dogs.” — “Oh, what kind of dogs?”  and the story goes on.

The payoff? His follow-up included sending her a couple of beach towels and portable dog bowls for the beach house… sure to be a winner at helping to build a stronger relationship with this new buyer to solidify business in a personal and memorable way. Proactive approach: Look for ways you can get more out of every effort you make.

Story #3: Get more out of your time invested

(continued from #2) Upon leaving the special order delivery I asked “Where are we heading next?” The answer was the usual… back to the office to work on quotes and make cold calls. I not so calmly responded…“NOOOOOOO! Let’s go to the business across the street and the ones on both sides of this building. Just walk in and ask to speak to the person who orders what you sell.” At one stop next door, we ended up speaking to the gate keeper that told us the name of the decision maker (Mr. Big). He also gave us a brochure of theirs that lists their top customers. The list of their customers is 100 of the biggest companies around. This new lead source will be even more valuable once we earn our letter of recommendation from Mr Big. The rep’s proactive follow-up included a personal thank you note to the gate keeper. Proactive approach: Look for ways you can get more out of your time to make it count.

Story #4: There is referral “gold” in your current customer relationships!

With my money manager client, we were discussing how to generate more leads in one of their remote satellite markets. As we reviewed current clients there, I learned one high net worth client is a soon-to-retire referee in the NBA who is also their raving fan. He is a warm, friendly and gregarious guy that naturally builds strong relationships. He’s very active in the NBA circles, sits on councils and has an enormous “Rolodex” of friends in the NBA… players, coaches, refs, executives, etc. This client had extended an invitation for my client to be his guest at an upcoming Laker game. (Me… I’m dying over here!… the referral opportunities not to mention a VIP Laker game!) We talked about how my client would attend the Laker game and work to strengthen the relationship with this client and by extension, introductions his circle of NBA friends. We also worked out a proactive plan… actually a referral system for making regular, relevant, valued touch points (not selling) with the ref and all of their “A” list clients in a meaningful way. We planned many of the touches to connect directly to their personal interests and grow their relationships. The evidence is growing that this is their best way to earn referrals and grow their business by design. Proactive approach: Look for inventive ways to develop deeper, productive relationships with your clients and do it consistently.

 

What little extras can YOU do to maker bigger results happen? If you have questions about the ideas here, give us a call. We’re experienced sales coaches in the “Jack Daly Way”. We’re a resource to help you get more out of what you’re doing! Call Jennifer at (888) 298-6868.

NEW TOOLS FOR BUSINESS DEVELOPMENT

Here are two things to add to your prospecting arsenal: GOLD MAIL AND SEND OUT CARDS. Following is a brief description of each and how to get started. An inexpensive and creative way to get in front of your prospects and customers, while differentiating yourself from the competition. Get proactive!

I’m always looking for effective new business tools with minimal associated cost that can immediately impact your bottom line profits. I want to introduce you to GoldMail, a powerful new business development tool that I’ve discovered and personally tested. It helps you send email messages with voice-and-visuals aids that produce a much bigger impact… either before or after any sales call. Just click on the GoldMail button above to hear my personal message.

 

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. This is a great tool to go “wide and deep” with your existing clients. Just click on the SendOutCards logo above to send yourself a free card.

 SALES PROS PROFILING FOR SUCCESS
HELP IS HERE!

NEW TOOLS FOR ASSESSING EXISTING AND POTENTIAL

Having the tools to assess behavior partnered with recommendations for change that will result in improved sales performance is a sales manager’s dream. Well, dream no more. With a simple phone call you can have these tools in your hands. And the process is simple. Your sales staff takes the assessment online. It only takes minutes. After they’ve finished filling out the survey, the computer generates a thorough assessment of strengths and weaknesses. It gives the sales professional a clear view of what’s working and what’s not and why.

Results and Benefits
An investment in the Success Insights Sales report will yield immediate results and valuable benefits in several areas by showing how to:

* Spot winners with a reliable selection method.
* Evaluate the performance of both new and existing salespeople.
* Maximize the sales team’s effectiveness.
* Coach the sales team for maximum results.
* Hire the salesperson that fits the company needs.
* Bring a salesperson out of a sales slump and back on a winning track.
* Reduce employee turnover and new training costs.
* Boost your sales-the ultimate business objective.

If you are looking to maximize the sales team’s effectiveness-bring a salesperson out of a sales slump and back on a winning track-spot winners with a reliable selection method-coach the sales team for maximum results- then contact us at jennifer@jackdaly.net and ask about the SALES INSIGHT REPORT.

Introducing the Jack Daly Coaching Staff

Unique Coaching Resources Designed to Meet Your Individual Needs

In looking to assist my customers and clients (YOU) with your CEO, Sales Management and Sales challenges (and again with those challenged by the economy), I’ve assembled a team of Coaching Resources specifically keying on areas of expertise and needs. Click here to get an overview of the Coaching Channels, and if you have an interest in exploring further, just contact us at 888-298-6868 or Jennifer@jackdaly.net.

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.

 

QUIT GRIPING AND PROACTIVELY TAKE ACTION!

As many of you know, I’ve recently returned from 5 weeks in Australia and New Zealand. We snuck in a quick visit to one of the wonders of the world- Milford Sound- breathtaking. For our journey back to Queenstown, we decided to take a helicopter. Funny story. The owner of the copter business ( Jeff Shanks of Milford Helicopters) struck up a conversation with me and asked where we were from and what did I do. Upon learning we were from the USA and I was a speaker in the area of Sales and Growing Your Business, he said: “Well, you haven’t done a very good job lately then have you? Sounds like you better hurry home and help out!”

The press continues to pummel us with negativity, and too many are joining in the lamenting and becoming victims to the “tightened economy”. Yet, others are proactively taking advantage of these times to garner market share (even if it’s a smaller pie), and solidify their relationships by helping their clients and customers traverse the rocky seas.

Taking a cue from Jeff, my copter friend, I decided to put together two checklists- one for Sales Managers and one for Sales Professionals – that are the proactive activities that need to be done to (forget survive) THRIVE in the marketplace, in good times and bad. So, quit the griping and TAKE ACTION!

SALES MANAGEMENT CHECKLIST

• Rank sales staff performance and deal with poor performers
• One on Ones with each Sales Professional minimum monthly
• Sales Meetings twice monthly min
• Recruiting basket of at least 20 we are courting
• Recruiting courting process built around a touch system
• Recruiting interviews ongoing
• Inspect the baskets (pipeline mgmt) min monthly
• Inspect key activities of Sales Professionals
• Progress reviews at least quarterly
• Training, training, training: to include role practice, joint calls, training calls, coaching calls and building a success guide
• Inspect monthly the Sales Professionals touch system
• Recognition activities ongoing
• Rewards systems ongoing, including contests
• Compensation plans review twice yearly
• Key account focus
• New hire orientation
• Unit performance management (Actual/Plan analysis)
• Senior Management interactions (proactive/reactive)

SALES PROFESSIONALS CHECKLIST

• Goal setting
• Key activities identification
• Key activities tracking
• Touch system design and maintenance
• Data base management
• Sales meeting participation
• One on ones with Sales Manager
• Inspect the baskets prep (pipeline mgmt)
• Training, training, training: Role practice, joint calls, training calls, coaching calls
• Progress reviews
• Actual/plan results analysis
• Web 2.0/social sites proactivity
• Operational interaction
• Time blocking and management
• Recognition systems: prospects/customers/clients and the support team
• Model the masters

· Bottom line is in any market, the key is proactivity and having your head in a positive place. If we wake up each morning deflated and defeated, don’t expect the day to get any better. Fret less about the results and stay focused on consistently doing the right activities, and the business will come. The question to be asked is who is ensuring that these checklists get done? Don’t expect people to be cheering about doing all of this, and having people “in their stuff”. Very few players on sports teams “enjoy” the coaches “in their stuff” during practices, yet all celebrate the victories. It’s time we went about posting some victories!

TAKING ACTION- As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

“I am VP at an SAP consulting firm. I used a couple “Jack tips” while launching a new practice and growing revenues from 0 to $5 million in three months in a down market. We are now at over $30 million and growing.” Regards, James.

So, gang, take another look at those checklists above and get busy!

“I used your suggested interview question for sales hires and it’s the best question I have in my tool box. Thanks for your insight into that.” Anoop

The question? “Tell me about your first sales experience or job, and it needs to be before anything listed in your resume. What was it, how did it make you feel, successes and failures with it?” The key in any markets, easy or difficult, is to have the right people in the seats. This only gets more visible in a tight economy!

NEW TOOLS FOR BUSINESS DEVELOPMENT

Here are two things to add to your prospecting arsenal: GOLD MAIL AND SEND OUT CARDS. Following is a brief description of each and how to get started. An inexpensive and creative way to get in front of your prospects and customers, while differentiating yourself from the competition. Get proactive!

I’m always looking for effective new business tools with minimal associated cost that can immediately impact your bottom line profits. I want to introduce you to GoldMail, a powerful new business development tool that I’ve discovered and personally tested. It helps you send email messages with voice-and-visuals aids that produce a much bigger impact… either before or after any sales call. Just click on the GoldMail button above to hear my personal message.

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. This is a great tool to go “wide and deep” with your existing clients. Just click on the SendOutCards logo above to send yourself a free card.

Results and Benefits
An investment in the Success Insights Sales report will yield immediate results and valuable benefits in several areas by showing how to:

* Spot winners with a reliable selection method.
* Evaluate the performance of both new and existing salespeople.
* Maximize the sales team’s effectiveness.
* Coach the sales team for maximum results.
* Hire the salesperson that fits the company needs.
* Bring a salesperson out of a sales slump and back on a winning track.
* Reduce employee turnover and new training costs.
* Boost your sales-the ultimate business objective.

If you are looking to maximize the sales team’s effectiveness-bring a salesperson out of a sales slump and back on a winning track-spot winners with a reliable selection method-coach the sales team for maximum results- then contact us at jennifer@jackdaly.net and ask about the SALES INSIGHT REPORT.

Coaches Corner

HOW ONE SALES TOOL CAN MAKE EVERY SELLER MORE EFFECTIVE

by Dan Larson & Dave Wilens

We both have recently had the experience to coach and train rookie sales people. These are not just rookies to their field but rookies in the field of selling. The companies that hired us as outside resources (sales coaches/sales trainers) unfortunately had previously put 90% or more of their training on product knowledge for their new sales reps.

As a matter of fact, the only ongoing training for their seasoned sales “professionals” was 100% focused on product knowledge… “here is what our product does, here are the features and here is how to sell it…”

So WHY were they struggling and admittedly losing control & sales to the competition?

In a word… relationships. That’s where the real sale is — where the real value is — where the real profit is. Otherwise, why have a sales force at all? Why not just utilize a website or catalogue and sell on massive distribution and low price alone.

So we started our first few minutes with the rookie’s explaining the shortest course in selling is to “Ask Questions and Listen.” We point out the fact that the best sales professional’s ask 6 times as many questions as the average sales reps. However, the real key is that they listen to the prospect/customer.

Once the shock wore off that a great sales person is not a good talker but a great listener, we dispelled the belief that the sale is just one small part of the relationship. Making the sale doesn’t start the relationship and hopefully it does not end it either. The sale is the natural result when you discover the prospect’s needs, desires, eliminate risk, develop trust, provide solutions to problems, make life better in their world, deliver what you promised and in some way served them in a very memorable way.

Every seller’s main objective should be to build a solid relationship based on trust so eventually they’ll give you a sale, they’ll do business with you again and will be happy to make a referral.

Building strong relationships provides the answers of how to not just make a sale but also to build loyal customers and repeat business. If you’re looking to build a successful book of business, it starts with strong relationships and builds to loyalty through ultimate trust.

Relationship begins with relate. The better you’re able to relate to the customer’s needs, desires, goals, pains, fears and their use of your product as a solution… the more successful they are, the better they feel and the more they want to continue doing business with you.

Relationship building is natural for some people but it’s a critical part of the Jack Daly process of selling that we coach. It has little to do with “price” and less to do with your product knowledge. It has everything to do with how you customer makes a decision, what they most want or want to avoid and how you’re going to get them those results now and long-term.

Are you or your people trying to “make a sale” or do you go into it trying to “open a relationship?”

If it’s relationships, what are your most effective ways to do this? As coaches, we’ve built Question Guides for sales teams large and small that focus the seller on asking the best questions that are 20%-50%-100% more effective to develop strong relationships and higher sales. It lays out a path of questions that each seller can personally adapt and use. The right questions identify the buyer’s key motivators, gain critical information and work to position the seller in an “advisory” role — a valuable position to achieve.

Bottom line: A Question Guide is a powerful sales tool that equips your sales team to consistently use more powerful questions to create stronger relationships and greater control in selling. They become highly effective!

Free Question Guide Example: If you want to get a Question Guide example to get a sense of how this tool can take shape to help your team, send us an email to dan@smartmarketingroi.com or dave@impactsalescoach.com. We’ll send it to you.

Introducing the Jack Daly Coaching Staff

Unique Coaching Resources Designed to Meet Your Individual Needs

In looking to assist my customers and clients (YOU) with your CEO, Sales Management and Sales challenges (and again with those challenged by the economy), I’ve assembled a team of Coaching Resources specifically keying on areas of expertise and needs. Click here to get an overview of the Coaching Channels, and if you have an interest in exploring further, just contact us at 888-298-6868 or Jennifer@jackdaly.net.

Which Route Have You Chosen?

T oday’s tightened economy provides the weaker sales people and companies a ready excuse for a shortfall in performance, if that’s a route one wants to take. An alternative is to recognize the market as one of more difficulty and take the steps to confront it head-on. My question is which route have you chosen? 50% or more of success is a ‘head case’ when it comes to sales, so a salesperson who wakes up each morning bemoaning the difficulties and stating the day will be a bad one, well, that’s not where you want to be in this market!

 My sessions will certainly get people’s “heads on right” but better still provide the competitive tools, strategies and tactics that can turn a tightened economy into one of opportunity. How to get through closed doors, win new customers and go deep and wide with existing accounts. How to differentiate from the competition. Best of all, how to take the markets and customers being vacated by those “giving up” and turning today’s challenges into opportunities. No theory here, plain and easily implementable ideas that work. Plus, turning the internet into a tool of differentiation, referrals and value for one’s clients.

At the end of the day, WE are responsible for the outcomes we experience. Regardless of the market, there are sales people that are posting wins, gaining share and using this economy as an opportunity. Join me, and then join them!

2009
Workshops and Summits

June 10, 2009-Winnipeg, MB
Full Day Smart Selling

June 12, 2009-Los Angeles, CA
1/2 Day Smart Selling

October 9, 2009- New York, NY
1/2 Day Smart Selling

Here’s the schedule of cities I will be conducting programs in over the next 3 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 with your interest and Jen will do her best to accommodate any requests.

BACK BY POPULAR DEMAND-We have added Australia to our July/August calendar after being asked to come back to provide two open seat workshops. There are a few open dates available if you are interested in having Jack work with your team while he is in town. Please email jennifer@jackdaly.net if you are interested for more details.

CONTINUOUS SELF DEVELOPMENT

Our book of the month is one I was provided an advance copy to review, one I have enthusiastically endorsed, and one that is wholly consistent with my sales and sales management teachings. FRONTLINE PROFIT MACHINE by Ziad Khoury. Here are a few of the “what’s in it for me?”

• How the frontline sales group can help increase top line revenues by 5% to 10% that can result in doubling of profits (I feel like stopping there, isn’t that enough?)
• How to capture “easy money” that is being left on the table during client transaction.
• How to select and invite the right fit into your organization
• Why training alone cannot improve frontline sales performance
• How to implement the winning sales culture process
• The book is available at www.frontlineprofitmachine.com and is required reading for meeting and beating this tightened economy.

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.

WANT TO CHANGE YOUR RESULTS?
THEN, CHANGE YOUR BEHAVIOR!

So, we are now well into the second month of the year 2009. How are you doing on your “new year’s resolutions”? Better yet, how are you doing on your “goals”? By this time, all too many people have already fallen off the pace and settled back into their “old behaviors”. The intentions were good. The “prize” or benefits were good. So, what happened?

Believe it or not, where I’m going here addresses the challenging economy we are regularly being inundated about by the media (note, I’ve still not bought in to the broad brush negative hype as I previously discussed in my prior newsletter). The key is a SYSTEM to enhance the probability of achieving our goals. If we want to see different or improved results, then what is needed is different behavior or actions. (Remember the age old axiom of “insanity is doing the same things and expecting different results”?)

The SYSTEM to get further along with achieving our goals is four parts:

a) Goals in writing
b) Written plan on how to achieve the goals
c) System of measurement
d) System of accountability

Now, I’ve written on this topic a good number of times, and regularly discuss this in my workshops and keynotes. Today, I’m taking a different approach to it. The breakdown for most people is that they typically have only taken step (a) and put their goals in writing. The keys to success are the other three components! I’ve tried to figure out which of the three is the most important but I believe it’s all three (sorry, tried to make it easier but each time pulled up short).

The written plan portion is where we identify the KEY ACTIVITIES that will be necessary to achieve the goals. On the selling side, these might include # of face to face appointments, # of outbound calls, # of presentations, # of marketing initiatives, etc. For each of our businesses, we can identify the actions that lead to sales; do them consistently and the sales materialize.

The system of measurement is where we physically record what our activities actually were on a daily/weekly/monthly basis and compare them to the written plan. The system of accountability is having someone (a sales manager?) or even having several people hold you accountable to the planned activities, at least on a monthly basis. The more meaningful to you that these people are the better.

I have several clients that monitor the activities of their sales people weekly in a formal process. Other clients do things like require a minimum # of calls per day, a specific time of day that a salesperson is to be in front of a prospect/customer, a specific # of touch initiatives, etc. I promise you this “micro management” is not “pleasant or easy”. Hey, the TV show the “Biggest Loser” turns in remarkable transformation of folks on the show in terms of weight loss and health improvement. Take a look at what’s going on there and you see “micro management” and none of the participants look to be “happy” about the daily activities “imposed” by their trainers. But they sure look happy with the results! That show is all about the FOUR KEYS cited above.

A personal story: One of my personal goals is to run a marathon in all 50 states in the USA. Two years ago I attempted to complete the New Orleans Marathon but was unsuccessful due to having food poisoning two days prior to the race. I attempted the race but quit at the halfway mark due to serious dehydration issues. Just this month, I was back again for the same race. My challenge this time was my broken arm from October 8 resulted in little to no training prior to race day. So, I lined up on race day (Super Bowl day) and the race was on. The halfway point is where the race starts and finishes for the full marathon. By mile 9 my feet were very sore and swollen and once I reached the halfway point, I sure wanted to quit! However, I have several people who have my detailed goals and a system of accountability. None of them would want to hear from me that I had quit “once again” (the initial quit was appropriate as I lost 8 pounds in the half). This time I just had to push through the pain and “get her done” (sorta like we need to do with key activities in sales). Well, I successfully completed the marathon and now have 25 states finished since year 2000. The FOUR KEY SYSTEM works!

As I’ve shared with so many of my audiences, my level of detail in goal setting is “over the top” and can be much more simplified for most people. I’ve been at it since the age of 13, so over time, I’ve added so many levels of detail that seem “normal” to me but “crazy” to most. For the first time ever, I’ve decided to share my personal goals with all of you in my database. As well, I do quarterly reports to those who hold me accountable and will share 2008 summary. I’m doing this share for a number of reasons, including: example of walking one’s talk; demonstration of key activities definition; increasing the pressure on me knowing so many others now know my goals! Here’s how you can take a look: http://www.jackdaly.net/goals/

Introducing the Jack Daly Coaching Staff

Unique Coaching Resources Designed to Meet Your Individual Needs

In looking to assist my customers and clients (YOU) with your CEO, Sales Management and Sales challenges (and again with those challenged by the economy), I’ve assembled a team of Coaching Resources specifically keying on areas of expertise and needs. Click here to get an overview of the Coaching Channels, and if you have an interest in exploring further, just contact us at 888-298-6868 or Jennifer@jackdaly.net.

PROFILING FOR SUCCESS

We now have the capability to offer tools to better assess both your existing sales team’s effectiveness as well as assist in you hiring the “right fit’ for your sales team. If you are looking to maximize the sales team’s effectiveness-bring a salesperson out of a sales slump and back on a winning track-spot winners with a reliable selection method-coach the sales team for maximum results- then contact us at jennifer@jackdaly.net and ask about the SALES INSIGHT REPORT that will address each of your sales performers specific to their behaviors.

TAKING ACTION

As a catalyst to encouraging others to “take action”, we will feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!

Jack,

I am “all-in” on your SMART SELLING techniques!

I wanted to let you know that I have initiated the hand written thank you card program and it has already proven to be very effective. I recently started working on a new opportunity for a $95K sale with about half of that in potential profit. We are an inside sales force and do 95% of our sales over the phone so the face to face aspect isn’t a common sales tool in our repertoire. But what is in our bag of tricks now is the money bag – the hand written thank you card. Now it doesn’t get there the next day like it would if sending from the curb in front of the client’s building as you suggested but it is effective nonetheless! I thanked this particular client for his time and the opportunity to solve his need, stated we’d do all we could to help and then threw in a personal comment about his departmental focus of analyzing a specific bay and included a map of this particular body of water as a visual aid. Well, let me tell you… the card arrived in 3 days and I immediately got an email thanking me for the effort of writing the correspondence by hand, he joked that the map I sent was no longer his primary focus and his resume must be a bit dated but then it happened. He went in a tangent about how personal this was to him, how he grew up on this body of water and how his mom still lives there in the summers. He went on and on about its beauty and THEN, yup, he invited me up to come see the bay in question and personally show me around some time. WOW – I don’t even know this guy other than 30 minutes of business phone calls and there it was – the personal connection. We should have the order tomorrow – I will keep you posted!

I can’t thank you enough Jack, you are truly AWESOME! Be damned poor economy – I have Jack Daly on my side!

Forever a believer,

Russ Watson

XS International, Inc.

P.S. HE GOT THE ORDER!

 

I’m always looking for effective new business tools with minimal associated cost that can immediately impact your bottom line profits. I want to introduce you to GoldMail, a powerful new business development tool that I’ve discovered and personally tested. It helps you send email messages with voice-and-visuals aids that produce a much bigger impact… either before or after any sales call.

Click this GoldMail button to get a free 30-day trial

Click this GoldMail button to hear Jack’s example

Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open workshops. I may have flexibility with 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 or phone our office with your interest and Jennifer will do her best to accommodate.

March-Australia

April-D.C., Boston, Los Angeles
May- India, San Diego
June- Cleveland, Philly, Los Angeles

 

 

 

 

OPEN SEAT WORKSHOPS
AUSTRALIA

Entrepreneurs Organization, EO, is sponsoring two open seat workshops while Jack is in Australia. They are open to the public and seats are still available. The details are as follows:

Brisbane: Tuesday 17 March 2009
Brisbane Convention Centre
Melbourne: Friday 13 March 2009
The Sebel, Albert Park

 

Please contact 0421 077 782 or email admin@eobrisbane.com.au for registration details

ASK QUESTIONS AND LISTEN

That’s the shortest course on selling! All too often salespeople talk too much on sales calls. To demonstrate the difference of succinct and wordy – witness:

Lincoln’s Gettysburg Address has 226 words. The Ten Commandments has 296 words. The U.S. Dept. of Agriculture’s order setting the price of cabbage has 15,269 words. (Intelligence Advisor, 1993). Enough Said!

IN THE NEWS

WEB 2.0 ; Social Sites ; etc. Here are some of the firms/terms you are hearing or will be hearing soon: Facebook, MySpace, LinkedIn, Plaxo, Naymz, Twiitter, Windows Live, and more. Microsoft put their money where their mouths are and invested in Facebook in the millions. Rupert Murdoch did the same with MySpace, again in the millions. I ask you, “Is this about social interaction on college and high school campuses, or might their be business applications here?” Time to “get on the bus”. Witness these anecdotal evidences of businesses “making the move” as reported by FORTUNE magazine.

“What stands out about Dell is the investment it has made in its self-awareness. It has a squad of 42 employees who spend their workdays engaging with the communities on Facebook, Twitter, and other social media. What is this Team Web 2.0 learning? One important nugget: that potential customers spend 99% of their time on the web doing research and just 1% actually buying. So the company has tried to dial down the hard sell and become more helpful.”

“Ernst & Young set up a page on Facebook two years ago. ‘We wanted to be able to reach candidates through a medium they’re very comfortable with,’ said Dan Black, director of campus recruiting at E&Y. Long story short, E&Y’s career page has about 17,500 “fans” and a lively discussion board.”

“Blueshirtnation.com went up two years ago as a way to tap into the collective insights of front-line employees. Today, Best Buy workers ask and answer questions about the products they sell, and about 65% log on at least once a month.”

Pew Research Center finds that 35% of adult Internet users now have a profile on at least one social networking site. About half of adult users are on MySpace, and just under a fourth use Facebook. Just 6% use LinkedIn, which is geared toward business networking. Of social networking site users, 515 have two or more online profiles; 43% have only one. Social networking grew 93% from 2006 to 2008. During that time, Facebook grew 500%. Time to “get on the bus”!

2008/2009
Workshops and Summits

 

Get Focused on Success by Learning
How to be Better Than Your Competition.

Don’t Miss the Opportunity to
Spend A Day with
Jack Daly!

April 23 & 24, 2009
Orange County, CA
2 Day Sales & Management Summit

May 22, 2009-San Diego, CA
Full Day Smart Selling

June 18, 2009-Cleveland, OH
Full Day Smart Selling

June 26, 2009- Los Angeles, CA
Full Day Smart Selling

July 24, 2009- Winnepeg, MB
Full Day Smart Selling

September 24 & 25, 2009-Toronto, ON
2 Day Sales & Management Summit

October 1, 2009-
Orange County, CA

Full Day Smart Selling
October 9, 2009- New York, NY
Full Day Smart Selling
November 20, 2009- Chicago, IL

Full Day Smart Selling

Coaches Corner

TRUE GRIT – HOW TO QUICKLY GROW YOUR SALES DESPITE A SHRINKING ECONOMY

by Dan Larson & Dave Wilens

The angst is on. Doom & gloom is heard on many fronts. Fear, job cuts and worry about “survival” pervade most of the media and many business conversations. You can almost feel many people’s confidence shrinking right along with it. Yet some companies are capturing opportunities for bigger sales right now while others in their industry are shrinking up. How are they doing this?

Basics we all know: When the economy shrinks, you need to grab a greater share of the dollars in the market and/or open new markets to be able to maintain or grow your revenues & profits. So who gets it? The savvy entrepreneurs with true grit.

When companies are cutting back employees, the size and quality of the talent pool increases dramatically. So a larger pool of over-achieving performers are also now available OR are more accessible thanks to a deteriorating situation. Overachievers are more available and are loaded with excellent, experience, skills and strong relationships. They are willing to take on new responsibilities and are highly motivated to succeed!

• Overachiever Story #1: In January 2009 I began a six month coaching engagement with a distribution company located on the east coast. During the discovery sessions we identified that an ethnic change had occurred in their client base over the past few years. The current sales staff was ill-equipped to build the necessary relationships to grow or even maintain the existing sales revenue. We immediately began a search and within days we found, recruited and hired a top performing manufactures representative that had been laid off last October. This overachiever owned many deep relationships with key target prospects in their industry. She is bilingual, possesses exceptional selling skills, understands the new customer’s culture and is willing to relocate for this company’s new opportunity. So far they have sent a letter of introduction to their entire data base, began personal visits to the top 20% of their customer base and began publishing all marketing material in both languages. These initial moves have already started to land new business and are opening up a promising new pipeline. Coach Dave Wilens
• Overachiever Story #2: In Oct 2008 while working with my yacht crane manufacturer client, I was able to find, recruit and hire a top performing 2-person sales team. These 2 overachievers were notlooking for a job. However, their confidence in their current employer situation was dwindling… and created our opportunity. This team has 30 yrs of combined marine experience, an incredibly strong reputation and a track record of proven success. Most importantly, by adding this team my client got immediate use of their strong, trusted relationships with the marine industry’s key buyers throughout the world! They joined our team in Dec and by Jan were already opening new opportunities for new 6-figure jobs in Germany, France, Holland, Turkey, Taiwan, Dubai and Abu Dhabi that would have taken someone else YEARS to achieve! In 3 short months, more new opportunities are open with key OEM accounts with hundreds of thousands of dollars of early deals in the pipeline… and the potential to create long-term relationships as a “preferred OEM vendor” worth millions of dollars. Coach Dan Larson

Finding, recruiting and hiring overachievers is NOT the same as hiring “average” sellers. Remember, often they’re not looking for a job in conventional places. Be resourceful. Use your professional networks to learn the names of highly regarded pros in your field (if you don’t already know them).

The conversation with overachievers can’t be typical either. A conversation with them to explore needs to be subtle, interesting and also challenge them a bit. You can’t be overly obsequious or too aloof. Be direct but intrigue and attract them and let them discover the possible big opportunities WITH you. Let their high level of confidence pull them toward your opportunity as you unfold the upside possibilities together.

With the economy tighter, what can YOU do to keep winning? If you’re interested in learning more or have questions about the ideas here, give us a call. We’re experienced sales coaches in the “Jack Daly Way”. We’re a resource to help you find a way to meet and beat your goals! To talk over your situation about new ideas for higher performance or to find out more about our coaching, call Jennifer at (888) 298-6868.

Your preference to learn via
e-learning or CDs or DVDs in short lessons?

I’m now creating more new learning tools (mostly short videos) in the areas of Executive (or owner) leadership, Sales Management and effective Selling to grow bigger results. I’m excited about creating these new tools to build success and I’m anxious to share them with you. Will you help me with your input?

What type of learning do you prefer for developing your Leadership and Selling skills? The options are…

1) I prefer online e-learning that provides short video segments and downloadable content. Why?
OR
2) I prefer CDs or DVDs in short segmented lessons. Why?

Your input will help me decide which one to put my focus on. Please respond by emailing your preference to Dan Larson at dan@smartmarketingroi.com ..

A short and sweet email is just fine, such as… “I prefer e-learning because I can access it to learn from anywhere.” Tell me more if you like. I value your feedback and really appreciate your opinion. Thanks a million! Jack

For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. Up until just recently, my card examples have been generated through www.shutterfly.com at a card + postage cost of about $3, which I’ve found to be a terrific investment.

I’m excited to share with you that I’ve now found an alternative in SendOutCards and if you have an interest, I’ve arranged a free trial for the first 500 people just so you can test drive a card for yourself. I suggest you send the card to yourself so you can see the quality and how it works from start to finish. There are extensive features available in SendOutCards that I feel apply more to such a business touch system compared with Shutterfly which is more for the non-business user. And get this; cards + postage cost about $1 versus the $3 at Shutterfly!

P.S. This is a great tool to go “wide and deep” with your existing clients as discussed earlier in this newsletter. If you’d like to take a free test-drive with a card for yourself, just visit www.sendoutcards.com/jackdaly and “Click Here to Send A Free Card”. I’ve arranged for the first 500 people that want to try it to send a card on me for free. An audio tutorial will begin to walk you through the simple process of sending a card. It’s fun, it’s easy, and I believe you’ll be able to see the many uses for your own business. Enjoy!

JACK DALY BUSINESS TOOLS

Use this CD over a 3 month period, and watch your business results increase significantly. “JACK ME UP” covers 21 specific action initiatives and is designed specifically for a sales person to implement “one a day” while out in the field calling on their pipeline. Do these actions for 3 months and begin to see behavior change take place; do it for 6 months and even better! 50% off through the end of March: Retail price is $40, thru March $20. Call or email Jennifer at 888-298-6868 or jennifer@jackdaly.net to take advantage of this opportunity to increase your sales effectiveness.

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.