Post on 25-Dec-2015
To be successful in the future the rate of internal innovation
must exceed the rate of external innovation
II > EI
The Four Primary Practices:1. A sharply focused, clearly communicated and
well-understood strategy for growth.
2. Flawless operational execution that consistently delivers the value proposition.
3. A performance-oriented culture that does not tolerate mediocrity.
4. A fast, flexible, flat organization that reduces bureaucracy and simplifies work.
The Secondary Management Practices:
• Talent = find and keep the best people.• Key leaders show commitment and
enthusiasm for the business.• Embrace strategic innovation.• Master the power of partnerships.
From the CEO of a little 240+ billion dollar company…
Look, what is strategy but resource allocation? When you strip away all the noise, that’s what it comes down to. Strategy means making clear-cut choices about how to compete. You cannot be everything to everybody, no matter what the size your business or how deep its pockets…
Jeffrey Immelt
You have to figure out what to say NO to.
Talk too much
Talk about themselves way too much
Talk about their company/products way too much
Don’t know my business
Don’t understand my customers
Don’t know their own products & services
Don’t tell the truth
Don’t deliver on their promises
Only worried about their commission
Can’t prove their value
WASTE MY TIME!
Typical Evil Salesperson
The Goal: Trusted Advisor• See themselves as a “professional” and selling as a “craft”
• Asks superb questions
• Listens attentively – takes great notes
• Understands their customer’s business
• Understand their customer’s customers
• Is an expert on their products & services
• Is customer focused – not “closing” focused
• Tells the 100% truth at ALL times
• Keeps their promises
• Can clearly demonstrate superior value
• Never wastes a client’s time
Trusted Advisor
Unique Value-Added
Solutions
Expert on the Customer
Expert on Your Products & Services
Expert on Your Industry
General Business Knowledge
Perceived Value
LOW / NO
MEDIUM
TRUSTED ADVISOR
Let me make this VERY simple…
• Sales results are directly proportional to the number of well-planned and professional sales calls made to Key Decision Makers at highly targeted prospect accounts.
S.C.C.C.S.
Create a GapCurrent State vs. Desired State
Amplify CostsMoney – Time – Resources - PeoplePositive - Negative / More – LessBusiness / Personal
Build a Solution Theirs first – Yours last
How the Best Get BetterStrategic Coach: Dan Sullivan
Show up on time
Do what you say you will do
Finish what you start
Say “Please” & “Thank You”
Give a little more than they expect
• If I exceed your expectations, in addition to my fee I am going to ask you to send a minimum of 20 strong, personal referrals to anyone you feel would find great value in the sort of work I do.
It is absolutely MY pleasure, I am extremely glad you are pleased… You know, in 20 years of doing this I have found that 99.9% of my NEW clients come from happy current clients telling their fiends and colleagues about my programs. So the very best possible way to thank me would be if you could send a strong personal note of referral to anyone you feel might also benefit from the sort of work I do.
Add REAL value through Social Media
Online Communications
Websites
Blogs
Mobile Phones
Social Networks
Gamification
Instant Messaging
Know Like Trust Try Buy Repeat
Identify Ideal
Customer
ReferIdeal
Customer
From John Jantsch: The Referral Engine
You MUST have a referral process