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"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."
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Verne Harnish
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Dell “Start with smart executives, and then keep them smart” Benchmarking Leading Thinkers Michael Dell
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What we do 1 to 2 Day Executive Dev Programs “Keep up with the growth” Best Practices Thought Leaders
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www.gazelles.com
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Rockefeller Habits
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Discipline
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Good To Great Right PeopleRight ThingsThings Right Disciplined People Disciplined Thought Disciplined Action
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1% Per Week
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Mind vs. Muscle Energy Management Vs. Time Management
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Habit You are what you repeatedly do. Excellence is not an event - it is a habit. Aristotle 384-322 BC Philosopher and Scientist
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Four Decisions People – Strategy – Execution and Cash (Happiness)(Revenue/Growth)(Profit/Time) (Oxygen)
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Three Disciplines Priorities Data/Metrics Meeting Rhythm
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Priorities Ivy Lee Charles Schwab $25,000
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Metrics/Data
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Strategic Talk Time CEO Council pp 114 - 115
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Two Drivers Two Drivers Reputation and Productivity
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One Coach “No one has ever achieved peak performance without a coach.”
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DC Coaching Partner Bill Howe
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Predictable Results 2x Cash Flow 3x Profitability 10x Valuation More Time!
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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
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Page 2 - Strategy
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Page 3 - Execution Relentless Repeatability
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Page 4 - Cash Cash is King!
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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!
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Market Intelligence What’s YOUR Process for Gathering Customer and Employee Intel?
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Janie and Victor Tsao
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Michael & Kevin Courtesy of Dell, Inc.
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Ritz Carlton
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Learning Whoever learns faster wins “…when the sun comes up you’d better be learning!”
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Brand What’s YOUR Phrase?
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Darius Bikoff Enhanced Waters
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Controlling the Ink
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What’s YOUR Relationship with Customers?
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Leadership – Intellectual Capital transactions product solutions business solutions partnering Human Capital Customer Capital Structural Capital
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11 Sales Tips
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James P. Cecil Ask 15 Times
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Remarkable Story
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Dutch Boy
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Moghadan’s Chevron www.insyght.com
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Mars - McDonalds www.rackspace.com
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Brand Promises Always the Hits No Fee3 Nights
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Strategic Anchors Low Fare Lots of FlightsLots of Fun
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Mars - McDonalds www.advancedcircuits.com
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Max Carey Bonus of Buyer
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Mars - McDonalds www.motek.com
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Mars - McDonalds www.motek.com
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Mars - McDonalds www.motek.com
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Mars - McDonalds www.motek.com
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A/P List of Customer
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Call Before 10 am
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Nurture Assistant
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Meet Daily to Drive Sales
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Meet Weekly Marketing
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MapPoint
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MapPoint
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Get Trained Thank You
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