"Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed...every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you are a lion or a gazelle...when the sun comes up, you'd better be running."
Verne Harnish
Dell “Start with smart executives, and then keep them smart” Benchmarking Leading Thinkers Michael Dell
What we do 1 to 2 Day Executive Dev Programs “Keep up with the growth” Best Practices Thought Leaders
Rockefeller Habits
Discipline
Good To Great Right PeopleRight ThingsThings Right Disciplined People Disciplined Thought Disciplined Action
1% Per Week
Mind vs. Muscle Energy Management Vs. Time Management
Habit You are what you repeatedly do. Excellence is not an event - it is a habit. Aristotle BC Philosopher and Scientist
Four Decisions People – Strategy – Execution and Cash (Happiness)(Revenue/Growth)(Profit/Time) (Oxygen)
Three Disciplines Priorities Data/Metrics Meeting Rhythm
Priorities Ivy Lee Charles Schwab $25,000
Metrics/Data
Strategic Talk Time CEO Council pp
Two Drivers Two Drivers Reputation and Productivity
One Coach “No one has ever achieved peak performance without a coach.”
DC Coaching Partner Bill Howe
Predictable Results 2x Cash Flow 3x Profitability 10x Valuation More Time!
Page 1 - People Head of Company (CEO) Sales and Marketing (VP) Operations (COO) Accounting (CFO) Human Resources (HR) Information Technology (IT) Customer Satisfaction Business Unit Heads
Page 2 - Strategy
Page 3 - Execution Relentless Repeatability
Page 4 - Cash Cash is King!
Dell Sales Tips Coaching – 30 hrs/week Consultative Sales – 10 Accounts Sales Screening Question Sell What We Have – Don’t Sell What We Don’t Have!
Market Intelligence What’s YOUR Process for Gathering Customer and Employee Intel?
Janie and Victor Tsao
Michael & Kevin Courtesy of Dell, Inc.
Ritz Carlton
Learning Whoever learns faster wins “…when the sun comes up you’d better be learning!”
Brand What’s YOUR Phrase?
Darius Bikoff Enhanced Waters
Controlling the Ink
What’s YOUR Relationship with Customers?
Leadership – Intellectual Capital transactions product solutions business solutions partnering Human Capital Customer Capital Structural Capital
11 Sales Tips
James P. Cecil Ask 15 Times
Remarkable Story
Dutch Boy
Moghadan’s Chevron
Mars - McDonalds
Brand Promises Always the Hits No Fee3 Nights
Strategic Anchors Low Fare Lots of FlightsLots of Fun
Mars - McDonalds
Max Carey Bonus of Buyer
Mars - McDonalds
Mars - McDonalds
Mars - McDonalds
Mars - McDonalds
A/P List of Customer
Call Before 10 am
Nurture Assistant
Meet Daily to Drive Sales
Meet Weekly Marketing
MapPoint
MapPoint
Get Trained Thank You