Jack Daly

The reality of sales is people do not want to be sold. I’ve never met anyone who enjoys having someone try to sell them something. My first directive to salespeople when it comes to selling strategies is to quit selling. It doesn’t work. Discover what’s behind annual revenue growth of 100+% of several of his clients. Best of all, the proven systems & processes are basic and yet unique! Prepare for plenty of takeaways delivered in a fast moving, highly energetic fashion.

Key Learnings:

• Earning trust by caring first
• Leveraging centers of influence
• Perception of Value is key to Differentiation
• Goal achievement thru specific activities
• Measurement and Accountability Systems
• Turning prospects into clients via pipeline management
• Creating a “value to the prospect” Touch System
• Reducing, if not eliminating objections
• Quickly identifying and adjusting to Personalities
• Helping others buy instead of selling them something

For most businesses, if you want to grow your sales, grow your salespeople. No matter how good a top sales performer may be, they are ultimately limited by the hours in the day. There are only so many calls that can be made, so many sales which can be booked. The key then is Recruiting. As well, the best sales performers, regardless of industry, have common threads amongst them, which Jack calls “best practices”. The sensible approach then is to model the masters and incorporate their winning systems & processes into a Sales Playbook. Then, coach and practice to the Playbook. The times of the successful sales maverick are dead, if they were ever alive. There aren’t thousands of best ways to sell. Practice to the best for exceptional performance.

Key Learnings:

• Operating with a proven Sales Playbook
• Avoiding the 3 sins of sales management
• Building a winning culture
• Recruiting top sales performers
• “Joe has to go”
• Modeling the Masters
• Hands on Coaching
• Preparation with the Success Guide
• Measurement and Accountability
• The “How To’s” of practice
• Celebrating success

Whether it’s the Super Bowl or World Series, when the winning team celebrates in the locker room, the players often say the same thing: “What made the difference for us is we’re a family. We care about each other. It doesn’t feel like anything is out of the ordinary to go out of our way. We don’t have an attitude like ‘I’m a guard and I don’t play a forward position.’ We help out wherever we can for the benefit of the whole.” That is the kind of attitude companies need to develop. You want people who don’t stay in their silos but instead look for the greater good of the organization and the customer. That’s when the magic happens. If you get the culture right, everything becomes easier. If you don’t get the culture right, all is hard.

Key Learnings:

• The power of a shared vision
• Who is the Cheerleader?
• Proven top & bottom line benefits
• Avoiding the 5 o’clock stampede
• How about a welcome party?
• Prescription for culture success
• A fun way to grow
• Is there such a thing as ‘overly recognized’?
• A “we” company beats a “they” company

INCLUDES:
120 min Keynote speech (Breakout sessions also available)