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L E A D, S O L V E, S E L L for Sales Leadership in a Recovering Economy
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Transcript of L E A D, S O L V E, S E L L for Sales Leadership in a Recovering Economy
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
ACA Professionals ClubChicago
Joseph ScandariatoMeeting Chair
Wednesday20 July 2011Bank of America135 South LaSalle Street
Opening Windows, Doors and Wallets
Strategic Alignment in Sales Leadership
Lead | Solve | Sell
Strategically Aligning what Buyers Truly Value with
What Sellers Truthfully Sell
John R. Dallas. Jr.Chief Alignment Officer (CAO)
Hillview Partners Network LLC
John R. Dallas, Jr.
Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Consultants | Coaches | Speakers
hillviewpartners.com
weneedtohaveaword.com
johnrdallasjr.com
A Vantage Point to Your Advantage™
Introducing
John DallasToday‟s Thought
Leader and Facilitator
2
Since 2005 leading Hillview, a network of independent professionals in fields of strategic alignment
President since 1974 of five prior technology-based B2B and B2C service companies:
1. Chicago Title Credit Services, Inc., Chicago / consumer and commercial credit data services
2. CreditComm Services LLC, Fairfax, VA (DC area) / consumer credit data services
3. Market Access Resources Corp., New York / consumer credit data services
4. Group Concepts Capital Corp., New York / consumer credit data services
5. National Business Intelligence Corp., New York / editorial services and electronic publishing
Chairman, Advisory Board, UrbanPonics LLC, a hydroponics (soil-less) grower of produce and flowers
Moderator, Greater Chicago Thought Leadership Forum (ThoughtForum)
Leader in inclusive multicultural education and leadership development initiatives for business owners
Keynote speaker, meeting moderator, workshop facilitator, interviewer, and panelist
Guest lecturer at universities, colleges, and other schools
Volunteer leadership in economic development, civic affairs, arts, education, and churches
Majored in Journalism and Mass Communications, Pittsburgh‟s Duquesne University,
continued studies in New York at Columbia University
3
The task of leadership is to create
an alignment of strengths, making
our weaknesses irrelevant.”
− Peter Drucker
Copyright © 2005-2011 Hillview Partners Network LLC
4Copyright © 2005-2011 Hillview Partners Network LLC
Alignment Consulting to Align Team Views toward Greater Productivity:
1. What buyers truly value and sellers truthfully sell2. Sustaining team engagement, efficiency, and exceptional results3. Where team members are moving during planning, execution and measurement
Alignment Coaching to Align Leader Views toward Higher Performance:
1. Professional development and organizational growth (dual-track coaching)2. Career advancement, enrichment or stabilization3. Career transition (internal or external)
Alignment Speaking to Align Audience Views toward Broader Perspective:
1. Building buyer-centric cultures, plans, operations, and sustainable revenue streams2. Igniting fully responsible leaders to maximize their Return on Leadership (ROL) 3. Digging, drilling and thinking a bit deeper — to reach, climb and stand a lot higher
Reversing Risk of MisalignmentSince 2005 Hillview is a collaborative network of independent consulting, coaching andspeaking specialists; individuals preeminent in various fields related to facilitating strategicalignment of people, money, technology, and other mission-critical resources.
Consulting
Coaching
Speaking
5
1. Lead people
2. Manage things
3. Align people and things
Copyright © 2005-2011 Hillview Partners Network LLC
Fully Responsible Leaders:
6Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
Opening Windows, Doors and Wallets
Strategic Alignment in Sales Leadership
Lead | Solve | Sell
Strategically Aligning what Buyers Truly Value with
What Sellers Truthfully Sell
John R. Dallas. Jr.Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
In In In In In In
Out Out Out Out Out
Importance of Being Alert to Your Patterns of In-and-Out Listening
Today please listen more “hearingly” − and with a “third ear.”
7
Copyright © 2005-2011 Hillview Partners Network LLC
President John F. Kennedy is to have said,
“There’s always at least one [S.O.B.] at the
table who doesn’t get it.”
Kennedy Cabinet seated around the Cabinet
Room Table in 1962, the day after the Cuban
Missile Crisis ended. Imagine “not getting it.”
Pause to imagine the times every day we hear, read, see
or sense that someone just does not get it. This is risk.
Copyright © 2005-2011 Hillview Partners Network LLC 8
If it happens in The White House…
Copyright © 2005-2011 Hillview Partners Network LLC
To win points today, the ball is in your court . . .
In meetings with one or many, for you to gain value you must monitor your in-and-out engagement. Yes, keep your own score.
9
││││ Crosshatch marks for “first-time-heard” items
P Pivots you identify as you turn toward new views
? Question marks if you “need more information”
O “O” for moments you were Out Listening ( + or -)
T “T” for takeaways for you to use/share TODAY
Please jot on paper; perhaps on sheets separate from your rolling notes:
Sustaining All-Important Focus on Your Engagement
10
It is always better in meetings to monitor your own reaction to
the substance of the information you are hearing and seeing, rather
than sit in judgment of the speaker‟s “performance.” Preparing to
evaluate how any speaker performs, informs, entertains, or otherwise
arrests your attention and engagement distracts you from the most
important matter. This is about YOU, not the speaker.
How well you do today is what really matters most. Copyright © 2005-2011 Hillview Partners Network LLC
Copyright © 2005-2011 Hillview Partners Network LLC
11
ER triage professionals will ask
if you are alert and oriented (A&O) to:
1. Your Name?
2. This Place (i.e., a hospital‟s ER)?
3. Today‟s Date?
4. Your Purpose for being in the ER?
Medical Alignment Acronym Borrowed from Traditional Emergency Room Triage
Strategically Aligned?
12
Prospective Buyers
Schools &
Universities
The Media
Buyer
Regulatory
Authorities
Federal YOU
Outsourcing
Economic RealityBoards
Committees
Strategic
AlliancesPolitics
WHO?
Past, Current and
Future EmployeesSocial Media
Competition
Networking
Public
Quality Control &
Best Practices
Family
Life!
Credit
Q&R
Ad Agencies
IT/MIS
V
E
N
D
O
R
S
Associations &
Foundations
Teams
Diversity
IRS
Faith
Law
City Hall
Global Needs
& Realities
E-Commerce
PR
The HILL Model™
Seller
HR
Copyright © 2005-2011 Hillview Partners Network LLC
13
Fully responsible leaders will ask if you are
alert and oriented (A&O) to each situation‟s:
1. Strengths (first and foremost!)
2. Weaknesses
3. Opportunities
4. Threats
To achieve strategic alignment of people and things, you must remain . . .
Opening Windows, Doors and Wallets
Strategic Alignment in Sales Leadership
Lead | Solve | Sell
Strategically Aligning what Buyers Truly Value with What Sellers Truthfully Sell
Part 1 Three-Part HILL Climbing Expedition
Based on Hillview’s ProprietaryHigh-Impact Leader Lens (HILL) for Viewing People and ThingsThe Hill Model
John R. Dallas. Jr.Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Copyright © 2005-2011 Hillview Partners Network LLC
Three Steps for Strategic Alignment in Sales Leadership
ThirdFirst Second
Solve SellLead
$
15
“The task of leadership is to create an alignment of strengths, making our
weaknesses irrelevant.” − Peter Drucker
16Copyright © 2005-2011 Hillview Partners Network LLC
Retrain Your Brain JULY 20, 2011
“Every leader faces a share of irritating screw-ups and minor setbacks.
In response to those annoyances, some leaders get irritable and
stressed out. Others keep on moving. To be in that enviable latter
category, you need resilience. Train your brain to bounce back from
hassles rather than get snagged by them. Find a quiet place where you
won't be interrupted. Sit comfortably and focus on your breath. Notice
yourself inhale and exhale. Don't try to change your breathing, just be
attentive to it. As thoughts, sounds, or other distractions come up, let
them go and return your attention to your breath. By doing this 30
minutes a day you will teach your brain to go to a quiet calm place
when it is stressed, rather than triggering your fight or flight response.”
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Deep Breath No. 1: The Leading Breath
Breathe-in — the present moment's reality.
Whisper inside, "Lead."
Breathe-out with a sense of aligning your leading strengths.
Deep Breath No. 2: The Solving Breath
Breathe-in — the present moment's challenge.
Whisper inside, "Solve."
Breathe-out with a sense of aligning your solving strengths.
Deep Breath No. 3: The Selling Breath
Breathe-in — the present moment's opportunity.
Whisper inside, "Sell."
Breathe-out with a sense of aligning your selling strengths.
Copyright © 2005-2011 Hillview Partners Network LLC
Feel the physiological and psychological alignment you are achieving.
18
“Value is ultimately determined by the buyer, and never (ultimately) by the seller.
Price is ultimately determined by the seller, and never (ultimately) by the buyer.
Strategically aligning what buyers truly valuewith what sellers truthfully offer ultimately creates an ethical win/win-plus exchange.
When sellers accurately address what buyers ultimately value, price matters less than sustainable benefits for both parties.” −JRDjr
Copyright © 2005-2011 Hillview Partners Network LLC
What Do Your Buyers Value in Doing Business with You?
Copyright © 2005-2011 Hillview Partners Network LLC 19
How deep and how wide is your understanding of this one word you chose? What does this one word REALLY mean to your buyer? How might you lead in supporting your buyers to deepen and broaden their grasp of the upside potential within this one word? If they prioritize this word in assessing your value to them, it is in your and their best interests for everyone involved to REALLY “get it” and make it work to the max.
?
20
True-North Strategic Alignment Requires Vision, Thoughts
and Actions Moving toward Where the Puck is Going to Be
Copyright © 2005-2011 Hillview Partners Network LLC
"I skate to where the puck is going to be, not where it has been."
- Wayne Gretzky
Leading, Solving and Selling Requires Vision, Thoughts and
Actions Moving toward Where the BUYER is Going to Be
"I lead toward where the BUYER is going to be, not where the BUYER has been.”
- Fully Responsible Market Leaders
21
It’s about
how you think!
Copyright © 2005-2011 Hillview Partners Network LLC
Think
Your mind’s attitude and altitude determine how you’ll hear responses to:
Who? What? When? Where? Why? How? And − what’s “the Wow?”
22
“You cannot solve a problem from the
same consciousness that created it. You
must learn to see the world anew.”
− Albert Einstein
Copyright © 2005-2011 Hillview Partners Network LLC
Fresh Thinking for EnvisioningValue of Strategic Alignment
23
Asking yourself or others,
“Where do things stand?”
is not the right question.
Change is ceaseless. Views
toward where people and
things are moving focus
your thoughts and vision to
identify direction and
velocity of momentum.
Copyright © 2005-2011 Hillview Partners Network LLC
A Vantage Point to Your Advantage
From what height in your day-to-day mindset are you viewing people and things?Copyright © 2005-2011 Hillview Partners Network LLC 24
TM
Copyright © 2005-2011 Hillview Partners Network LLC25
“What you see is what you get, so
where you stand to look at life‟s
sights really matters. Precision
vision is required for every mission.
Clarity comes from lifting your
mind to „a hill‟ for viewing people
and things − instead of from a flat
plain, a lofty mountaintop, or a
stale ivory tower. We must dig,
drill, and think at least a little deeper − so each of us will reach,
climb and stand a lot higher.”− JRDjr
Left Brain for Viability:
Uses logic Detail-oriented Defines “it”Knows object’s name Facts rule Words and language Present and past Math and science Comprehends Knowing Acknowledges Order/pattern perception Reality-based Forms strategies Practical Safe (risk-averse?)Humble by deduction
Right Brain for Vision:
Uses feeling Big-picture oriented Describes “it”Knows object’s function Imagination rules Symbols and images Present and future Philosophy and religion Senses intrinsic value Believing Appreciates Spatial perception Imagination-based Presents possibilities Impetuous Risk-taking Hubris-prone (a risk)
Hillview Presents The HILL Model™ with Views of Strategic Alignment for Fully Responsible Leadership Based on Hillview’s High-Impact Leader Lens™ (HILL) for Realistically Viewing − and Positively Influencing − Movement of People and Things
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
Viability Vision
From this just-right HILL-height ask: Who? What? When? Where? Why? How? And what’s “the Wow?”
Viability
Vision
In Your Mind’s Eye You are Standing on this HILL to Focus, Align and Balance Your and other Views toward Vision and Viability
26
27
“Mr. Savage, I can be in your office in 15
minutes. If you allow me 30 minutes, I‟ll
demonstrate face-to-face what I failed to
convey during this telephone call. May I
come over now, please?”
“Charlie, make a decision!”
“Judy already gave you her answer.”
Copyright © 2005-2011 Hillview Partners Network LLC
Three Pivotal Moments in Sales Leadership:International Telephone and Telegraph Corporation (ITT), CBS, and American Express
Single Words and Concepts are Pivots toward New or Clearer Views of People and Things
Copyright © 2005-2011 Hillview Partners Network LLC
As you stand atop hills in your fine mind, allow your attention to pivot toward new views that may validate or change the direction you and your team members are heading. Breathe!
29
One word made a difference in a hearing…
Copyright © 2005-2011 Hillview Partners Network LLC
29
Incorrect word: “… most humiliating day of my life.”
Correct word: “… most humble day of my life.”
Tuesday 19 July 2011
A rather impertinent reporter from The Wall Street Journalasked Mikhail Gorbachev for one word to summarize the state of the Russian economy. One word.
30
Yes, one word can make a big difference . . .
Copyright © 2005-2011 Hillview Partners Network LLC
30
One word: Good
Then two words: NOT Good
Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected] 31
A single word‟s value
to others and you is
influenced by your
depth of definition,
breadth of
description, and
scope of view for its
desired impact . . .
Now in PDF for e-readersHardcover Fall 2011
Copyright © 2005-2011 Hillview Partners Network LLC
Leading, Solving and Selling Power ofOne Three-Letter Word . . .
32
Copyright © 2005-2011 Hillview Partners Network LLC
Leading, Solving and Selling Power ofOne Three-Letter Word . . .
33
Your Empathy Sells – YES!
Your Enthusiasm Sells – YES!
Your Energy Sells – YES!
Your Eagerness Sells – YES!
Your Education Sells – YES!
Your Exactitude Sells – YES!
Your Eye (Contact) Sells – YES!
Your Ego (Healthy) Sells – YES!
“This is a Football.”
34
This also is a Football.
Applying to Leading, Solving and SellingCoach Vince Lombardi’s “Fundamentals”
Copyright © 2005-2011 Hillview Partners Network LLC
Copyright © 2005-2011 Hillview Partners Network LLC
Fundamental No. 1 for Leading, Solving and Selling
35
36
“Put people first. Put people second. Put people third.Profit of many types follows people, people, people.”
− JRDjr
Copyright © 2005-2011 Hillview Partners Network LLC
“Life moves pretty fast. If you don't stop and look around once in a while, you could miss it.” —Ferris Bueller
Copyright © 2005-2011 Hillview Partners Network LLC 37
Copyright © 2005-2011 Hillview Partners Network LLC
Think about the Leading, Solving and Selling Power of One Four-Letter Word:
38
Yes, I love what I do for a living. Yes, I love the favorable impact I have on lives of the people my work touches. Yes, I love __________________________ . . .
"The meaning of love is not to be confused with some sentimental outpouring. Love is something much deeper than emotional bosh.“ −Martin Luther King, Jr.
39
Help is a Four-Letter
Word to Avoid
Choose to offer,
provide and sustainsupport.
Copyright © 2005-2011 Hillview Partners Network LLC
40
One-with-one exceeds in leadership value:
One-on-one . . .
One-to-one . . .
Differentiating “with”
from “to” and “on…”
Copyright © 2005-2011 Hillview Partners Network LLC
One for all, all for one!
41
Views from hills in your mind can change with
the direction you are looking, the height from
where you are looking, and how long you focus
for clarity. Opinions are less flexible than views.
If someone or something points your head or
heart in a different direction, your view changes.
Opinions you and others pronounce have much
less inherent flexibility than “sharing adjustable
views seen from just-right hill-height.”
Choose to express your views over imposing
your opinions. Share views and expect change.
Differentiating Views
From Opinions
Copyright © 2005-2011 Hillview Partners Network LLC
42
Pause to Ponder Perils of Pride
Pronounce at Your Own Risk
Copyright © 2005-2011 Hillview Partners Network LLC
Hillview encourages fully responsible leadersto avoid thought, words and actions that trade on the less-than-productive emotions of pride. Choose instead the thrill of “beingdeeply pleased” with positive outcomes accomplished by others and yourself. Pride has no place whatsoever in The HILL Model. Pride is considered a major risk to strategic team alignment. Resisting pride allows self-awareness that leads to selfless teamwork.
43Copyright © 2005-2011 Hillview Partners Network LLC
For Writing to Others Remain Tightly Focused on the Intended Reader:
1. Resist starting any written paragraph with “I”
2. Avoid starting any written paragraph with “I”
3. Don’t start any written paragraph with “I”
Put the reader first in your mind, “You . . .”
You will find this of interest . . .
You and your colleagues will want to hear . . .
You are cordially invited . . .
Your time today was greatly appreciated . . .
You would be more than welcome . . .
“You” was the first word spoken to man in the Garden of Eden.
44Copyright © 2005-2011 Hillview Partners Network LLC
For Writing to Others Shift Gears to Focus Tightly on the Intended Reader:
Know your “who, what, when, where, why, how and wow” messages.
Put yourself in the reader’s shoes (i.e., use extra empathy).
Be friendly, warm and appreciative in your thoughts and text.
Don’t be abrupt, rude, self-centered, or aggressive.
Don’t be egocentric or otherwise demonstrate any insecurity.
Be human! Be personal. Say hello. (Bill, hi. Carol, hello. Dear Jill:)
Say “please” and “thank you” often! (Tom, thank you for your . . .)
Say that you’ll support (not “help”). (Call when you want . . .)
Say it because you mean it! (It’s great to know you.)
Wrap-up. Say good-bye. (All the best, Kind regards, Best, etc.)
Take three deep breaths. Feel how deeply aligned you are with others.
45Copyright © 2005-2011 Hillview Partners Network LLC
For Writing to Others Remain Tightly Focused on the Intended Reader:
Use often the words “yes” and “you.” (Avoid “I,” etc.)
Compliment the reader in genuine ways. (“It will be good to see you.”)
Ask legitimate, provocative and compelling questions.
Offer YOU-focused statements – You will/can/do…
Identify/understand prospect’s strain, pain and gain.
Use simple sentences, short paragraphs; to-the-point, though not cryptic.
Speak directly to the reader – You, you, you . . .
Focus for the reader on benefits and attributes, not features per se.
Start stories as if a headline from The New York Times – not the tabloids.
Wrap-up with a highly specific call to action – today, now, tomorrow, etc.
46Copyright © 2005-2011 Hillview Partners Network LLC
Just checking-in to see if you received the material I sent.
Thank you for spending time with me.
No problem. No big thing. Don’t mention it. Whatever.
Pivoting away from Pop Culture Words, Phrases and Behaviors
47Copyright © 2005-2011 Hillview Partners Network LLC
With all due respect . . .
Between you and me . . .
In my opinion . . .
Pivoting away from Pop Culture Words, Phrases and Behaviors
48Copyright © 2005-2011 Hillview Partners Network LLC
What is the pain you want me to address?
My pleasure.
The bottom line . . .
Pivoting away from Pop Culture Words, Phrases and Behaviors
49Copyright © 2005-2011 Hillview Partners Network LLC
For meetings always arrive at least a few minutes early ― don’t be late!!!
Remove any overcoats, scarves, gloves, boots, etc., as quickly as possible
after arriving ― intentionally look READY, willing and able!
Remember to NEVER shake hands with gloves on!
Never be seen sitting down on the job while waiting in a reception area ―
try to remain standing! (If pressed to sit, there’s a way to handle it.)
With exception of not sitting down in the reception area, always graciously
accept hospitality: hanging coat, offers of coffee/water, etc. Adding a yes
sure beats introducing a no. “Saying no” to a host’s hospitality is unwise.
Be genuinely polite to receptionists, secretaries, assistants, security
guards, restaurant servers, and your host’s colleagues ― it really matters!
50
Aligning Your Best Efforts with
Putting Your Best Face Forward
Copyright © 2005-2011 Hillview Partners Network LLC
Research by Dr. Albert Mehrabian, Professor Emeritus of Psychology at UCLA, delves into much more than our vocal communication:
07% of our message is communicated through words
38% through our vocal tone
55% through facial expressions and body language
For phone conversations the percentages are:
8% through words and 92% through vocal tone
Non-literal communication can count for 90%+ of impact
Lead | Solve | Sell Requires Substantive Engagement in aSteady Stream of Valuable Messages through Social Media
51Copyright © 2005-2011 Hillview Partners Network LLC
Web sites Blogs Linked-In profiles and groups E-mail newsletters with photos and testimonials Forwarded articles and photos of likely interest Daily Facebook postings on business pages Routine valuable “Tweets” via Twitter Personal text messages of value to receiversMobile photographs and videosWhat social networking media do you use?
Questions and Responses
Copyright © 2005-2011 Hillview Partners Network LLC 52
Sir Winston Churchill’s Commencement Address
Persist
Persist
PersistCopyright © 2005-2011 Hillview Partners Network LLC 53
Persist
Persist
PersistCopyright © 2005-2011 Hillview Partners Network LLC 54
Persist in leading
Persist in solving
Persist in selling
Your Lead | Solve | Sell
Commencement Address
55Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
Opening Windows, Doors and Wallets
Strategic Alignment in Sales Leadership
Lead | Solve | Sell
Strategically Aligning what Buyers Truly Value with
What Sellers Truthfully Sell
John R. Dallas, Jr.Founder and Chief Alignment Officer (CAO)Hillview Partners Network LLC1133 North Dearborn StreetSuite 3201Chicago, Illinois [email protected]