Whenever I am onboarding a new client, I expect questions. I often hear, "what’s the most important thing that we need to succeed?" So I was curious to find that as an author, speaker, and consultant, Jack Daly often hears similar questions. If anything, it seems to substantiate my belief that entrepreneurs and leaders want confirmation to avoid missteps. Quite simply, leaders and entrepreneurs feel the weight of each and every decision they make and live with the impact long-term. Jack asks a unique question in response - how bad do you want it?
Rhythm Blog | Sales
by Patrick Thean and the Rhythm Team
I recently blogged that being a great coach requires that you know which hat you’re wearing the very moment you engage with a team member. Everyone wears more than one hat and although your intent is positive, your impact can be negative when failing to first determine which hat you are wearing.
Multiple hat examples outside of business include mother, father, friend, grandparent, troop leader, sports coach, and more. The point is that as a sports coach, wearing 100% of your “parent hat” will make you less effective than wearing a 100% sports coach hat. It’s not that you can’t be good, it’s that you lessen your chance to be great. The same principle applies in the workplace and with workplace teams. Make sure you know which hat you're wearing.
Being a great coach is founded on knowing which hat you’re wearing. Everyone wears multiple hats. It could be a team member, project leader, department head, or entrepreneur hat. The moment you engage with a team member, you should consciously determine which hat you’re wearing. Although your intent is positive, your impact can be negative if you forget to first determine which hat you are wearing. Jack Daly is a super motivator, author, and coach who shared this with me regarding the coaching hat:
I recently shared an interesting trend regarding sales and predictable results. The premise was that leaders just like you are desperate for processes that will predictably generate business growth and that’s a conversation that led me to Jack Daly. Jack is a super salesman so I approached Jack with the question, “How can CEOs and leaders gain the predictable result of increased revenue and profit?” Jack's answer was sales contests (read part one of Jack's answer and details of his Mercedes Club example here).
Onsite consulting reveals interesting trends, and this year I’m hearing more and more about predictable results. Leaders just like you are desperate for processes that will predictably generate business growth. Growth conversations naturally lead to a discussion on sales, sales people, and sales predictability. This immediately leads me to one of the greatest sales growth resources I know, Jack Daly. I approached Jack with the question, “How can CEOs and leaders gain the predictable result of increased revenue and profit?” Jack's answer was sales contests. I knew you’d want details, so below is more of Jack’s answer:
Written by sales process expert, Marylou Tyler. Marylou is currently launching her newest book, titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.
There’s no feeling in the world quite like it.
A quick, sharp tug and you know it’s on. In an instant, you’re mentally transported back hundreds, perhaps thousands of years... back to a time when your very survival rested upon whether you caught that fish on the end of your line.
Over time, I’ve discovered my Predictable Prospecting™ methodology has much in common with the ancient art of fishing.
Jack Daly has proven in the market, in nearly every industry, that he can move sales people through the critical sales path to the end result of sales success. As an entrepreneur, you need unbridled sales people focused on selling to core customers. Today, in part three of a sales series, Jack shares insights on fulfilling unmet needs and preparation for action as a sales champion.
In my last blog I asked, “Who really understands the art of effective sales?” There are a handful of sales experts and one is my guest, Jack Daly. This is the second blog in a 3-part series by Jack in effort to prepare you for a strong surge in your year-end revenue.
Today, Jack shares the Path to Success as a sales professional.
Who really understands the art of effective sales? The difference between effective sales people versus the typical plaid jacket, wide tie wearing, sleazy sales person in your mind is often inconceivable. An inconceivable difference … except for the results.
I’ve known many leaders with good potential who were never tested. I’ve also known many leaders with good potential who were tested - and failed. And then, there are those with potential (or not) who were tested and proven worthy.
What is it that defines that person, in that moment, to be great? To prove out potential? There are, of course, some people who seem to just naturally know what to do. Yet, very few of those know how to teach it to others and become the lid on their own company’s growth. They think that we should all instinctively know what to do and when to do it. My experience and observation indicate to me that if someone continually learns and challenges himself or herself, then they are the ones in the best position for those opportunities.