Jack Daly » Newsletters

Daly News September 2010 Volume 41

Jack — Tue, 07 Sep 2010 11:48:02 +0000

“Most people over-estimate what they can do in a year, and under-estimate what they can do in a decade.”

LEADERSHIP LESSONS LEARNED- here are a dozen gleaned over time from my personal experiences:

A. Today’s Leaders are Cheer Leaders. What are you doing, as the Leader, to ensure a winning Culture?
B. Work on the business, not in the business . Too many Leaders get sucked into the day-to-day at the expense of high payoff activities. Work hard at being proactive and leverage your business results.
C. Delegate, not abdicate. Reagan said it well during the cold war days: trust, but verify.
D. Inspect what you expect. This goes well with c) above.
E. Things that get measured get done. This holds true in both our personal and business lives. Identify the key activities and witness improved results by following this simple lesson.
F. Focus precedes success . Too many people tackling too many projects. Too many sales people calling on too many people. The best performers are focused.
G. Hire slowly, fire quickly. All too often, we see the opposite in actions. Low turnover is not necessarily a good thing; low turnover of solid performers is a good thing.
H. You get the behavior you recognize and reward. What are your “systems” to ensure regular, ongoing recognition?
I. Knowledgeable companies communicate. What are your “systems” to ensure consistent and open communication?
J. Training is a process, not an event. It must be ongoing and continuous. It’s also part of the glue to a winning culture.
K. Our role as Leaders is more to “grow our business” versus “run our business”. What are you doing to “grow” your business? What percent of your time is on “grow” vs. “run”?
L. It’s about the “important”, not the “urgent”. People and companies tend to under perform to their capabilities because we rush to the urgent at the expense of the important. What is on your top ten list?

“RED” SCOTT’S BUSINESS CARDINALS – During the late 80’s I was a member of a CEO learning organization called TEC (now Vistage). Over my five year membership, I had the opportunity to learn from 50+ business subject matter experts. Of all those I had such an opportunity, it was Red’s presentation that I ran off hundreds of audios and distributed to key business leaders inside and outside my company. Somewhat similar to my dozen bullets above, here are more pearls from a Leader in the know!

1. Don’t run out of cash – no matter what.
2. No surprises – give me fair warning.
3. Create basic values – not paper earnings.
4. Keep your eggs in at least 5 baskets.
5. The boss should be the head salesman.
6. Never get organized by a trade union.
7. Always tell the bad news first – never last.
8. Never compromise quality for price.
9. Concentrate on the customer – not the brick and mortar.
10. Don’t confuse brightness with judgment.

See the next 26 pearls of wisdom using this link- http://www.vistageflorida.com/staff.php

Sales RX – The Top Performers Sales Checklist
15 Systems & Processes Guaranteed to Drive Bigger Results

Increase your Q4 sales, focus on key activities to grow bigger results.

3 Big Problems Sales People Face…

1) Missed sales opportunities - Sales you should have won but you don’t know why you lost them OR you’re simply spread too thin.
2) Don’t know what or how to correct – Results are less than desired, but you’re not sure what went wrong or how to fix it
3) Something or someone else’s fault – When you lose, it’s easy to blame the prospect, the economy, the company, the pricing, etc. But deep down you know it’s up to you to find a way to get the results you need.

Top performing sales people get it done. “They find a way.” The truth is that they focus on the key high payoff activities that build sales results and commit to doing them consistently.

Learn how to master the Top Performer’s Sales Checklist to drive bigger results in Jack Daly’s next webcast – Sales RX: The Top Performers Sales Checklist – 15 Systems & Processes Guaranteed to Drive Bigger Results on Thursday, Sept. 30 at

1:00 pm Pacific time.

Get TONS of practical ideas and action steps. You will learn:

Goal Achievement: Four high-payoff systems that drive goal achievement
Competitive Advantage: Tools and actions to differentiate you and leverage your uniqueness
Success Guide: Four power tools that will help you outperform the competition
Training & Skill Development : Sales processes to stay sharp, effective and time-efficient

Here’s one example of results:

140% of Budget!! (new update-fantastic!!)

Jack – Just an update 140% achieved for August and September is looking good. Key points 1) Increased touch points 2) Emailing before leaving the prospects premises-in most cases we receive a reply from the prospect thanking us for the prompt service 3) We now profile all of our clients & prospects. Thanks again for sharing the knowledge!
Kelvin Marks, Regional Sales Manager, GoGetta Equipment Funding
Thursday, September 30 1:00 pm Pacific time

For more information or registration click here

TAKING ACTION

Hi Jack!

I went to a customer meeting the next day and used some of the skills you taught me on this course. Particularly in relation to the profiling, listening and the main one was the VALUE proposition info. I saw this customer firmly in the “Premium” end of the market with their products. So I put it to them that it’s definitely not always about price. Since they charge THEIR customers a premium for the luxury of buying their blue ribbon ice cream.I also saw the benefit for me being passionate about the product since I LOVE their ice cream and always have. To cut a long story short, I am well on the way to completing a contract to supply them with my packaging. In the long term will run into the millions in sales.

Once again thanks for these very powerful tools.

Best Regards, Des

Jack-

Things in Nightlife sales are going well:

We’ve already adopted:
- role practicing
- premium product (we’re going to print on new support materials)
- Quantifying sales activity – “Quotes = deals”. Each rep has to get a quality quote out a day and “TwoForTuesday!”.
- With lots more to come…

Thanks for your help!

Best regards

Paula

Well Jack, we are no geniuses but we know a good idea when we hear one! Just wanted to say thanks for opening our eyes to the importance of first impressions.

See below.

All the best!
John

2009-20102010 Educational Opportunities
Remaining Workshops and Summits

October 29, 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

December 10, 2010- Denver, CO
Full Day Smart Selling Workshop

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

IN THE NEWS- Here’s a sampling of solid tips swept from magazine/blog and newsletters. Enjoy and learn.

1. This from Verne Harnish’s newsletter Verne’s Insights-recommend subscribing

Best Question — Craig Hodges, Managing Director of Australia-based King Content , suggested the best business question I’ve heard in 2010 — “What’s The Brown Paper Bag in Your Business?” As the story goes, Craig was in NYC and managed to garner a dinner reservation at the famous Gramercy Tavern. One thing led to another and he ended up closing the place down, enjoying beers with the staff (what Aussie’s do best!). As he was leaving, the staff handed him a brown paper bag and said it was a little something for breakfast the next morning. He started to look inside, but was instructed to keep it closed until the sun came up.

Delight Inside — when Hodges was ready for breakfast the next morning, he found inside the properly sealed bag a freshly baked muffin, muesli, and an orange juice – a welcomed delight. It was then that he wondered “what was the brown paper bag-equivalent in his business?” He wondered how his business could generate the same word-of-mouth promotion he’s given Gramercy Tavern as a result of something so simple, yet memorable?

2. This from Seth Godin’s blog-recommend subscribing. The power of buttons and being normal. So, here is your challenge and opportunity- What is your brown bag and what is your button in your business?

3. This from FORTUNE magazine of Sept 6- Bill Gates’ Favorite Teacher. www.Khanacademy.org. Mini lectures with high impact; possibly a harbinger for how learning will take place in the not too distant future!

4. This from SUCCESS magazine October- No Fear! – “Unlike Edison, many of us avoid the prospect of failure. In fact, we’re so focused on not failing that we don’t aim for success, settling instead for a life of mediocrity. When we do make missteps, we gloss over them, selectively editing out the mistakes in our life’s resume.” Ralph heath put it this way: “Failure and defeat are life’s greatest teachers but sadly, most people, and particularly conservative corporate cultures, don’t want to go there.” To achieve your personal best, to reach unparalleled heights, to make the impossible possible, you must think big, and you have to push yourself. Achieving the goal or at least waging a heroic effort requires preparation, practice and some awareness of your skills and talents. “One of the biggest secrets to success is operating inside your strength zone but outside of your comfort zone”, says Heath. Names of famous failures include Michael Jordan, Donald Trump, Vince Lombardi, Babe Ruth, Winston Churchill and Richard Branson. Company worth keeping!

CONTINUOUS SELF DEVELOPMENT- One of the more provocative books I’ve read in years is DRIVE, by Daniel Pink . Special thanks goes out to a group of CEO’s in Wisconsin for pointing me in the direction of this book. I have to admit, I’m still struggling with Pink’s assertions. Not in a wholesale way, but rather I felt as though he was making his points that were more encompassing in the workforce than they have practicality. But, he makes some very strong points for positions where his assertions do indeed apply. This book will certainly get you thinking, reexamine management practices of the past and present, and has significant implications on the corporate culture in our businesses. I strongly recommend you reading this one and discussing it with your team. Here are some takeaways:

-Carrots & sticks are so last century. DRIVE says for 21stcentury work, we need to upgrade to autonomy, mastery, & purpose.

-When it comes to motivation , there’s a gap between what science knows and what business does. Our current business operating system-which is built around external, carrot-and-stick motivators-doesn’t work and often does harm. We need an upgrade. And the science shows the way. This new approach has three essential elements: 1) Autonomy-the desire to direct our own lives; 2) Mastery-the urge to get better and better at something that matters; and 3) Purpose-the yearning to do what we do in the service of something larger than ourselves.

-According to Pink, the ideal would be leading our companies via: “Do what you want, when you want, where you want and how you want”. It’s this extreme that I struggle with, and I can just highly recommend you taking a look for yourself. In my Kindle, DRIVE garnered more underscoring than any other book to date.

-I also recommend you check out the links here to a YouTube video and a TED video on DRIVE.

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.

October- Boston, Philly, New Jersey, Chicago, DC, Toronto, Denver, Vancouver, Jacksonville

November- Chicago, Cleveland, Austin, Birmingham, Toronto, Vancouver, Detroit, San Diego

December- Detroit, West Palm Beach, Denver, Raleigh, Virgina

Better Sales People. Better Sales, Period.

CURRENTLY BETA TESTING! WILL BE LIVE SOON.

GPS gives you the sales systems, processes and tools you need to keep your sales team on track. GPS can get your entire sales team at top performer levels, not just your top 20%. Sales systems and processes powered by Jack Daly for as little as $69/Month.

GPS puts into action the specific, unique sales systems and processes that Jack Daly has personally used to grow six companies from start-up to remarkable national (large-scale) success… and is currently teaching and using successfully with clients around the world for more than a decade.

GPS focuses high payoff sales actions on results. Goal setting, tracking key activities, proactive pipeline management, building perception of value, prospect preparation, best question & objections, sales success tools and more. Its professional sales systems, processes and tools that grow sales and profits

• Focus on Results
More focused, less fragmented. Keep your eye on the ball… how to focus your sales team on their goals and key activities needed, backed with productive accountability.
• Proven Sales Plan
Effective systems and processes using simple tools to build a solid sales management action plan. Get everyone performing at a much higher level.
• Sales Leadership
Get it right. Evaluations, inspection, 1-on-1 and team communications to raise the bar for your team to consistently higher results.
• Competitive Advantage
You’ll learn how to create a real, distinct advantage over your competitors to win more sales.

Interested? Check out our demos, http://gps.jackdaly.net/demos.

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.

Daly News August 2010 Volume 40

Jack — Sat, 07 Aug 2010 11:10:04 +0000

MAKING MORE SALES & PROFITS HAPPEN

Here’s a lot of what I’m seeing and hearing: people complaining about a shortage in sales and growing tired of ‘when they will arrive’; people calling on more people in hopes that that will ‘fix it’; people dropping price to win deals; people talking about a tough economy; people rationalizing that others are struggling so I’m ok; people hunkering down and protecting what they’ve got; people staying ‘ in the box’ for fear that this is not the time to make changes; people cutting expenses further, now ‘nicking the bone’.

Whether you are a sales person, sales manager or business owner, re-read the above paragraph and see if you and/or your company is ‘in there’. Do the above statements point to a solution for improvement? Regardless of whether your business is up, down or flat, here is a suggested set of actions to take to generate more profitable business. Remember that tried and true axiom, “If you want different results, change your activities”.

While this can be done solo, better results will be produced if this is done as a group. Take a blank flip chart and challenge yourself/the group to identify all the things you/the company are presently doing that each/any of you think are no longer worth doing. Are they adding to efficiency? Are they adding to profitability? Are they producing desired sales results? Why are they currently being done? These are the type of brainstorming questions to be asked re items on the list.

Next, on a separate sheet of paper, identify all the things you feel you/the company should be doing and currently are not. New markets? New processes? New business developments? New products/services? Maybe something that others are doing successfully and you/the company are not?

Here’s your next sheet: pretend you were newly entering your market/business. What would the company/you look like to optimize that business? Draw/detail it out here on this sheet. Describe and design the ‘winning company’ for your business. On a separate sheet, detail out what you/the company currently ‘look like’.

Given all of the above, have the team identify what stands in the way of going from where you are to what you identified as the ideal. Recognize there may need to be some compromises. However, you should be able to identify some proactive action steps for the individual and the firm to move forward and stop waiting for things to happen and start making things happen!

I’ve performed this activity on several occasions with my prior companies and with several clients over the years, and it has always paid big dividends. In fact, I’d recommend it be done twice a year, in good and bad times both. I am far from an insider at APPLE, but watching from the outside it sure appears they are doing something similar with their business…and it sure isn’t letting a challenging economy get in its way of record sales, record profits and record share price. TAKE ACTION!

When it comes to compensation and rewards for sales people, owners and managers often ask questions like these:

Our sales team is not achieving our company sales goals. What should be our top priority to turn this around?
Our sales people need to make more money but we can’t afford it. What can we do to drive the results we need?
Our sales team is less than 100% motivated. How can we change this?
We can’t afford to hire top sales talent but we need them. How can we do it?

If you want proven ideas to motivate your team to higher productivity, join me for Compensation, Recognition & Rewards for Sales People on Tuesday, August 17 at 1:00 pm Pacific time.

Jack speaks from experience growing productive sales teams. What could you learn from his successes?

Proven CEO/Entrepreneur, having built 6 companies into national firms.
Co-owner/senior exec, of INC #10 and Entrepreneur of the Year award winner.
Led sales forces numbering in the thousands.
History of proven growth of clients’ businesses from individual success stories to international size firms.

I’ll show you proven ways to attract and retain a high performing sales team and achieve your sales objectives while controlling your costs.

Let me teach you the 7 key areas that every sales leader should know to create an effective sales comp plan, recognition and rewards system. Join us for my webcast Compensation, Recognition & Rewards for Sales People. It’s loaded with ideas that will increase your sales team’s productivity…

How to create effective “alignment” in a win-win comp plan Seven JPEGS

1. Four keys that produce a motivating and profitable comp plan.
2. Seven elements of an effective comp plan formula.
3. Seven comp plan components that drive your sales results AND what top performers look for.
4. How to replace the old selling role for sales reps with new roles that improve results.
5. Five important steps how to design a quality sales comp plan.
6. Ideas to construct winning rewards and recognition systems that ensure consistent motivation and results.
7. Join us for Compensation, Recognition & Rewards for Sales People Tuesday, Aug 17 1:00 pm Pacific time.

Includes 5 Training Support Tools to Increase Learning

This webcast includes useful support tools to increase your understanding and implementation:

Handout: Convenient to help you take notes and follow along
Summary Sheet: A valuable learning and reinforcement tool
Discussion Guide: Great for individuals & team leaders to discuss key ideas and take action
Quiz & Best Answers: A simple tool to better understand and retain key points

Learn these comp plan ideas that drive results. Click here to sign up for this session and any of the sessions below. All 2010 webcast events are at 1:00 pm Pacific time.
* Recorded: Available for your replay up to 2 times for a minimum of 60 days

WEBCAST MEMBERSHIP- Great! So what’s my investment?

The cost for a single Jack Daly webcast membership is $399 for the entire year. If you buy 2 or more memberships, your investment drops to just $249 each for the year. Your membership includes all 5 training tools for each session. You get six live Jack Daly webcasts each year (plus the archived recorded training for your repeat access) and all the support materials for just $399… or just $249 each when you buy 2 memberships or more. Obviously this is a great deal!

Includes 5 Training Support Tools to Increase Learning

Each webcast includes useful support tools to increase your understanding and implementation:

Handout: Convenient to help you take notes and follow along
Summary Sheet: A valuable learning and reinforcement tool
Discussion Guide: Great for individuals & team leaders to discuss key ideas and take action
Quiz & Best Answers: A simple tool to better understand and retain key points
Recorded: Available for your replay up to 2 times for a minimum of 60 days

Click here to register and get instant access. Raise your Sales IQ! Whether you run the company, lead a team or are on the frontline making it happen, join me for this! Sign up for this important webcast training series NOW to commit yourself to build your sales results! Act now, I guarantee you’ll learn proven ideas to boost your sales productivity!

IN THE NEWS

A few months ago INC. magazine had a terrific article titled “Lessons from a Blue-Collar Millionaire“, about a pizza and pub owner installing a sales & service model for anyone interested in bigger profits, happy customers and employees that go the extra mile. When all was said and done, Nick Sarillo built his company’s success on the back of that word you here frequently from me- CULTURE . I think he may have stolen a few chapters from Ronald Reagan’s playbook, the old “trust but verify”, as his management process is all about “trust and track”. Here’s the foundation in Nick’s words: “Everyone I knew who’d had a business told me, No one cares like an owner. No one works as hard as an owner. They said, watch out. People are going to steal. I set out to prove them wrong. I wanted a place where everyone worked hard and cared a lot; where people enjoyed coming to work, felt good afterward, and weren’t motivated to steal. If I couldn’t have that kind of business, I didn’t want to have a business.”

Here are a few of the ingredients to Nick’s winning recipe:

1. Feel your community’s pain; share its joy. Fundraisers, benefits and unique discounts to the community on “less busy” days.
2. Hire only A+ players. Just one of every 12 applicants gets hired, and it takes a minimum of 2 interviews and a personality test (for work in a pizza pub!).
3. Ongoing training. An elaborate, rigorous and ongoing training program exists for all. Compensation increases, profit sharing, preference in scheduling are tied to the courses and your growth in the structured program, which as an employee you choose if you want to advance (and work for it!).
4. Systems & Processes. Nick’s is a business doing a bit over $7 million in sales yet has systems built throughout, right down to the best method to greet a customer.
5. Coach in the moment, not after the fact. There are three forms of feedback: a feedback loop, a performance feedback and direct feedback, which happens in the moment. This includes lots of role playing as well.
6. A consultant can be more helpful than you think. Nick invested $200k for an outsider to design and implement systems, which in just one area reduced cost of turnover annually by over $250k. Be sure to differentiate an expense from an investment. Nick’s competition would have viewed the consultants fee as an expense!
7. Make talking safe, so issues get raised by anyone at any level.
8. “Why” is more important than “What” or “How”.
9. “Trust” without “Track” is an invitation to trouble.
10. Beware of growing before you-and the company-are ready.

We can all learn a lot from Nick and his Culture and Systems & Processes. How are yours doing?

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

October 29, 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

TAKING ACTION

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

Hi Jack

114% of Budget!!

We have implemented the following with great success in the last week since you training;

*Money bag- each call

* Voice mail- changed daily = making a point of difference with our clients, many have commented on the changed message

* Touch system underway = for A>B>C

Look forward to keeping you posted!!

Kind regards

Kelvin Marks
GoGetta Equipment Funding

Hi Jack,
REALLY ENJOYED THE JOURNEY!!!
I did your session last week in Brisbane. Some feedback from the July 22nd session….

I also saw the benefit for me being passionate about the product since I LOVE their icecream and always have.
To cut a long story short, I am well on the way to completing a contract to supply them with my packaging. In the long term will run into the millions in sales.

Once again thanks for these very powerful tools.

Best Regards,
Des

CONTINUOUS SELF DEVELOPMENT

“Everything Counts: 52 remarkable ways to inspire excellence and drive results by Gary Ryan Blair . Gary is known in the business world as The Goals Guy and earlier this year I had the opportunity to hear him speak and he rocked the house. This prompted me to buy his book and my Kindle is now footnoted with an incredible amount of notes and takeaways. Warning: This is not a Malcolm Gladwell type book with first time revealed eye-popping stuff. Gary isn’t bringing anything necessarily new to the front here, but its one of the best resources of the things we should be doing in our personal and business lives to be better and in fact to be the best we can be. Really solid stuff here gang. Witness-

Very small differences, consistently practiced, produce superior results.
If you make a commitment, honor it. If you make a promise, keep it. If you set a goal, achieve it.
Fantastic things can be accomplished once you move beyond merely being interested to a state of passionate commitment.
Focus serves as an absolute precondition for every success you will experience.
Any kind of positive outcome requires that you concentrate your efforts on the smallest number of activities that will produce the largest amount of productivity.
Every act of boldness accelerates the pace with which you enjoy success.
Life will not go according to plan if you do not have a plan.
Vision is the capacity to see the invisible that inspires us to do the impossible-a guiding image of success.
If you want to get better outcomes, you must prioritize every action and activity you undertake.

Well, trust me, I could go on and on with pearls from Gary. So, pick up his book and sign up for his newsletter at www.goalsguy.com.

Better Sales People.
Better Sales, Period.

Interested? Check out our demos, http://gps.jackdaly.net/demos.

August- New Orleans, Austin, Denver, Chicago, Green Bay

September- Montreal, Green Bay, Hartford, DC, Las Vegas, St. Louis, Kansas City, Los Angeles, Denver, Austin

October- Boston, Philly, New Jersey, Chicago, DC, Toronto, Denver, Vancouver.

November- Chicago, Cleveland, Austin, Birmingham, Toronto, Vancouver, Detroit

CONNECT WITH JACK- SOCIAL MEDIA

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.

Daly News July 2010 Volume 39

Jack — Wed, 07 Jul 2010 08:55:43 +0000

NEW ZEALAND MEDIA INTERVIEW

In conjunction with a series of full day Sales & Sales Management Workshops in late July in New Zealand and Australia (see schedule in this newsletter), I was interviewed for media purposes and thought the Q&A to be of value worth sharing. Here is a portion of that discussion:

A) The world economy has taken a bashing over the last couple years. Are there any industries/companies that are “getting it right”? If so, how? Here are a few solid performer examples- Apple, Salesforce.com, Monsanto, Domino’s Pizza. A few of the areas they have keyed on to distinguish themselves from the competition- Speed, design, cost, service, communication both in and out of the company. Begin the process by viewing the challenged economy as “where might be the opportunity?

B) You speak of nine touches before your prospect knows you exist, while most sales people give up at five or less. What is the line between persistence and harassment? As well, how do you tell the difference between a time waster and a genuine prospect? The key with the “touches” is to vary the medium, vary the content and vary the frequency. And, most of all, the touches should BRING THE PROSPECT VALUE. As for time waster vs genuine prospect, up front homework is key. Leverage the internet in your homework, before setting about the call. Then, set a time line for each prospect as to how long before moving on. Then, go about your touches with value.

C) The Sales Manager role- how relevant is it in 2010? In a word, ESSENTIAL. If a business is set on growing its sales, in most cases a quality sales team will be needed. The way to build such a sales team, in quantity and quality, is through proactive Sales Management. If there indeed is a market opportunity, the way to leverage sales growth is through leveraging one’s sales team, through PROACTIVE SALES MANAGEMENT.

D) You say that 50% of success is a “head case”- what do you do if you are in an industry that has collapsed? How do you get your mind right to think creatively in a tough situation? The first big step is to decide if you are truly “in” or not. By this I mean not to be regularly assessing and questioning how long you will stay; whether you should stay, etc. Once one decides they are “in”, then I say if you are “in”, then go “all in”. Laser focus on being proactive with activity, designed to make things happen. Regular monitoring of activities and what is working and what is not. Recalibrate and leverage where one is experiencing success.

E) You have built six businesses from scratch into national-sized firms. If you had to name the five biggest learnings, what would they be?
1. Begin with the end in mind- wrestle down your VISION.
2. Build a model operation and replicate.
3. FOCUS.
4. SYSTEMS & PROCESSES, SYSTEM & PROCESSES.
5. Hire to CULTURE.

F) One of your companies was honored by Ernst & Young as Entrepreneur of the Year. Are there three things that stand out?
1. Fun and unique CULTURE.
2. Proactive telling of our “story”.
3. FOCUSED on doing the simple consistently and well.

G) Can sales success be taught or are you born with the gift? It absolutely can be taught. Here’s how-
1. The candidate has to have the right positive attitude.
2. Systems & processes need to be defined.
3. Follow the systems & processes.

AUSTRALIA & NEW ZEALAND
WORKSHOPS 2010
REGISTER TODAY!

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.

DOUG HALL JUMP START YOUR BUSINESS BRAIN

During the EO International University earlier this year in Orange County California, I had the opportunity to sit in on Simon Mundell of Results.com session. Part of that presentation was some great “wake up’ queries that came out of a study by the celebrated Doug Hall. See how you fare on the following questions; answers will be found later in this newsletter issue.

A) Most effective company growth strategy =
1) Build customer loyalty or 2) Find new customers?

B) Most effective revenue growth strategy=
1) Increase average $ sale or 2) Increase purchase frequency?

C) Presenting data to customers =
1) Use charts and graphs or 2) Use clear and simple words?

D) Most effective credibility strategy =
1) Testimonials from satisfied customers or 2) Product/service demonstrations?

E) Customers prefer sales people who are -
1) Highly dependable or 2) Highly competent?

F) Most effective growth strategy =
1) Expand your offering to serve different market segments or 2) Reduce offering to focus on 1 segment only?

G) Most effective marketing strategy =
1) Offer 1 benefit or 2) Convert all your features into benefits?

H) Branding & written communication =
1) Respect customer’s intelligence or 2) Dumb it down to 10 year old comprehension level?

I believe you will find the answers “illuminating” and then the question is….see ANSWERS.

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

October 29, 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

July 13th Jack Daly Webcast
Managing Objections, Asking the Best Questions & Improved Listening Skills – The High-Payoff Best Practices of Top Producers.

Why do 20% of sales people produce 80% of the results? Top producers do certain things better than the rest. In my career of managing large sales teams (2,600 sellers at one of my companies), the top 20 percenters consistently outperformed the rest of the sales team-by far. And they did it by doing simple things very well. Learn their secrets and prosper. I’ll show you how. Click here to learn more and register for this webcast to learn top producers’ best practices.

LIMITED TIME SPECIAL BONUS: Launching by July 30
The JACK DALY WEBCAST MEMBERSHIP
If you’re not consistently training… you’re not gaining. Sign up for the July 13 webcast and you’ll get a limited time special reduced Kickoff Rate for the brand new JD webcast annual membership. Your price for the July 13 webcast will be deducted from the normal webcast membership rate as low as $249 for the year!

So you’ll end up getting the 7/13 webcast for FREE and enrolled to continue training with Jack for 6 powerful new webcast events over the next year at one low price for the entire year!” More details will be coming to you very soon.

What is GPS? Growing Profitable Sales-an online sales navigation tool using Jack Daly’s proven Systems & Processes that build results.

GPS focuses high payoff sales actions on results. GPS puts into action the sales systems, processes and tools you need to keep your sales team on track. Goal setting, tracking key activities, proactive pipeline management, building perception of value, prospect preparation, best questions & objections, sales success tools and more. It’s professional sales systems, processes and tools that grow sales and profits.

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.

ANSWERS TO
DOUG HALL/SIMON MUNDELL

QUESTIONS

A) 1-finding new customers is 2.8x more effective.
B) 1- increasing avg $ sale is 3.9x more effective.
C) 2-clear and simple words 2x more effective.
D) 2- demonstrations 47% more effective.
E) 1- dependability 320% more important.
F) 2- focus strategy = 60% greater chance of success.
G) 1- one blunt, overt benefit = 75% more likely to survive > 5 years & 54% more likely to succeed.
H) 2- 10 yr older level = 70% more effective.

Well, how did you do? If we don’t dig deep and FOCUS on the right things and direction, how hard we work will be immaterial. Be sure that you are seeking others input along the way in your business pursuits. A “second pair of eyes”, sometimes an “uninvolved in the day to day” resource can be the true “guiding light”.

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”..

Greetings Jack-

Wanted to thank you again for the valuable information on Monday. Results, results, and continued results prove why you’re successful. A few other key ingredients go into your mix as well, but as you’re aware, inspiration is your middle (should be your first) name.

Facebook and the money bag are two minor/easy steps I took. My system/process is the next item on the list.

You’ve received countless ‘thank you’ cards/emails/notes from the lessons you teach (wittier than mine, I imagine), but I’m truly appreciative of the help you provided.

Good luck with all that you do and happy Bungee jumping Jack.

Motivated and ready to succeed,
Jake Oja
Propel Insurance

Jack,

I wanted to share a cool story with you. I went with a buddy to obtain a service from an up and coming local business in Las Vegas. (No, not that kind of service Jack) Anyway, while I was listening to the goals of the artist a light bulb came on. They were not connected with their target audience through means of social media. So long story short, I showcased all of their work on FB, twitter, myspace and craigslist for them in a matter of a couple of hours after leaving there business. I went back to administer a crash course on social media and many of the touches you spoke about and after about an hour the drawer on the till popped open and the owner gave me 100% of what I had paid for their services for teaching them more about sales and business in an hour than they’d ever learned.

I wanted to thank you for opening my eyes to so many things. This helped me not blow my TDY money for the trip. That was an immediate gratification, I just can’t wait to get back in front of Soldiers and share the knowledge you led me to obtain. Good luck and I hope we meet again soon.

Respectfully,
Jeremy Karr
SFC, USA

CONTINUOUS SELF DEVELOPMENT

Speaking of Culture, here’s a book by a CEO of a company who has leveraged their unique CULTURE into a fast growing, profitable company that additionally was sold for $1.2 Billion! Not bad for a 10 year old company- maybe we can all learn something from ZAPPOS and it’s CEO Tony Hsieh in “Delivering Happiness”. Here are a few of my takeaways:
-Would you be comfortable printing everything your employees, customers, and partners have to say about your culture? If not, what would it take for you to get there?

-Over the years, the number one driver of our growth at Zappos has been repeat customers and word of mouth.

-The additional shipping costs are expensive for us, but we really view those costs as a marketing expense. We also offer a 365-day return policy… we put our phone number at the top of every single page of our website, because we actually want to talk to our customers. And we staff our call center 24/7.

-At Zappos, we don’t measure call times (our longest call was almost six hours long!), and we don’t upsell. We just care about whether the rep goes above and beyond for every customer.

-We’ve actually said no to a lot of very talented people that we know can make an immediate impact on our top or bottom line. But because we felt they weren’t culture fits, we were willing to sacrifice the short-term benefits in order to protect our culture (and therefore our brand) for the long term.

-At the end of the day, just remember that if you get the culture right, most of the other stuff-including building a great brand-will fall into place on its own.

An easy read with takeaways that will deliver…happiness for all!

July-AUSTRALIA & NEW ZEALAND

August- New Orleans, Austin, Denver, Chicago, Green Bay

September-Montreal, Green Bay, Hartford, DC, Las Vegas, St. Louis, Kansas City, Los Angeles, Denver

October- Boston, Philly, New Jersey, Chicago, DC, Toronto, Denver, Vancouver.

CONNECT WITH JACK- SOCIAL MEDIA

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.

Daly News May 2010 Volume 38

Jack — Fri, 21 May 2010 16:01:09 +0000

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

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

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!

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

The Daly News March2010 Volume 37

Jack — Tue, 02 Mar 2010 04:06:35 +0000

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

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

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

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

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

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

May 14, 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 20, 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

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:

What are the company’s revenue goals over the next 12-18 months?
Who is the exact target audience that will purchase your service?
What pains and problems does this target market have when they purchase services like yours.
What solution does your company provide to cure those pains?
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!

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

November 2010-Toronto & Vancouver, Canada

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.

The Daly News January 2010 Volume 36

Jack — Fri, 01 Jan 2010 11:52:17 +0000

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

October 29, 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

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.

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

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.

The Daly News December 2009 Volume 35

Jack — Tue, 01 Dec 2009 15:25:00 +0000

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:

1) Goals in writing

2) Written plan on how to achieve the goals

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

December 15, 2009-New York, NY

Full Day Smart Selling

December 16, 2009-Chicago, IL

Full Day Smart Selling

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

March 9 & 10, 2010 – Washington D.C.

Sales & Management Summit

April 16, 2010 – Detroit, MI

Full Day Smart Selling

May 14, 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 20, 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

#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

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

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

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.

The Daly News October 2009 Volume 34

Jack — Thu, 01 Oct 2009 14:20:16 +0000

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”.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-ManiacSo, Jilaine is seeing her business immediately improved and Arcus, formerly highlighted in our newsletter for their winning culture, customized money bags for all their folks and included this “rules card”. Love it- systems & processes

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!

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.

Most sales people understand sales skills but execute them poorly. Get ready to take Jack’s proven techniques and turn them into your own sales and management success stories. Attendees will 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 increase sales immediately in any business.

Take the pulse of your business today and make the adjustments that will enhance your business tomorrow!

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

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

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

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

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

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

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

May 14, 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 20, 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

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:

It builds real relationships that are based on value.
It eliminates competition.
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.

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.

The Daly News August 2009 Volume 33

Jack — Sat, 01 Aug 2009 11:05:32 +0000

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

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.

September- Tampa, Pennsylvania, D.C., Toronto
October- Michigan, Orlando, Raleigh, Chicago, Phoenix, Austin, Indianapolis
November-Phoenix, Tuscon, Chicago, Birmingham
December- San Francisco, San Diego, Virgina

2009 US & CanadaWorkshops and Summits

2 Day Sales & Management Summit

September 24 & 25, 2009- Toronto, ON

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.

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.

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.

The Daly News July2009 Volume 32

Jack — Wed, 01 Jul 2009 08:44:52 +0000

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!

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

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,

Thanks again,

Kevin Haas

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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.

Jack Daly » Newsletters

Daly News September 2010 Volume 41

“Most people over-estimate what they can do in a year, and under-estimate what they can do in a decade.”

Sales RX – The Top Performers Sales Checklist 15 Systems & Processes Guaranteed to Drive Bigger Results

140% of Budget!! (new update-fantastic!!)

Daly News August 2010 Volume 40

MAKING MORE SALES & PROFITS HAPPEN

IN THE NEWS

CONTINUOUS SELF DEVELOPMENT

Daly News July 2010 Volume 39

CONTINUOUS SELF DEVELOPMENT

Daly News May 2010 Volume 38

HIGH CONTENT!

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

The Daly News March2010 Volume 37

WIN WITH CULTURE

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

2009-2010 Workshops and Summits

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

NEW TOOLS FOR BUSINESS DEVELOPMENT

The Daly News January 2010 Volume 36

ACTIVITY GETS RESULTS-PART TWO

2010 Workshops and Summits

2010 Schedule

TAKING ACTION

TAKING ACTION- Jack Daly Blog

CONNECT WITH JACK- OTHER SOCIAL MEDIA

CONTINUOUS SELF DEVELOPMENT

Walking the Sales Talk!

NEW TOOLS FOR BUSINESS DEVELOPMENT

The Daly News December 2009 Volume 35

ACTIVITY GETS RESULTS

2009-2010 Workshops and Summits

Coaches Corner

by Dan Larson & Dave Wilen

CONTINUOUS SELF DEVELOPMENT

Business Relationships That Last by Ed Wallace.

TAKING ACTION- Jack Daly Blog

CONNECT WITH JACK- OTHER SOCIAL MEDIA

The Daly News October 2009 Volume 34

SMART SELLING WITH JACK DALY

TODAY!

TAKING ACTION- Jack Daly Blog

CONNECT WITH JACK- OTHER SOCIAL MEDIA

CONTINUOUS SELF DEVELOPMENT

2009-2010 Workshops and Summits

Coaches Corner HOW ARE YOU COMMUNICATING REAL VALUE?

by Dan Larson & Dave Wilen

The Daly News August 2009 Volume 33

IN A TIGHTENED ECONOMY

CONTINUOUS SELF DEVELOPMENT

MAKING A DIFFERENCE

WWW.JACKDALY.BLOGSPOTS.COM

SOCIAL MEDIA

2009 US & CanadaWorkshops and Summits

2 Day Sales & Management Summit

Coaches Corner

by Dan Larson & Dave Wilen

NEW TOOLS FOR BUSINESS DEVELOPMENT

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

The Daly News July2009 Volume 32

A WINNING CULTURE

UPCOMING SYDNEY & AUCKLAND WORKSHOPS

Winning Sales Strategies and Sales Management Workshop-

2009 US & Canada Workshops and Summits

Coaches Corner

by Dan Larson & Dave Wilen

This Month’s Spotlight on Outsourced

Sales Management.

MEET COACH DAVE WILENS

MEET COACH DAN LARSON

TESTIMONIALS

NEW TOOLS FOR BUSINESS DEVELOPMENT

Sales RX – The Top Performers Sales Checklist
15 Systems & Processes Guaranteed to Drive Bigger Results

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

2009-2010
Workshops and Summits

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

2009-2010
Workshops and Summits

2009-2010
Workshops and Summits

Coaches Corner
HOW ARE YOU COMMUNICATING REAL VALUE?

2009 US & Canada
Workshops and Summits