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CPA Global - Don’t Fire Them, Fire Them Up

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After reading a book by this same title, Joe set out to transform a company that was at 49 percent of plan when he took over. Believing that the problem was more than just a sales issue, Joe rallied …

After reading a book by this same title, Joe set out to transform a company that was at 49 percent of plan when he took over. Believing that the problem was more than just a sales issue, Joe rallied the entire organization, from marketing and sales ,to finance, operations and legal, around a new approach. Since then, he has achieved 120 percent of plan for the last three years, while retaining 92 percent of the original salesforce. Joe proved that sometimes poor performance comes from not providing the right programs, plans and processes.

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  • 1. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! IMPOSSIBLE IS NOTHING
  • 2. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! HOW WERE WE DOING! 49%   0   -­‐   49%  of  Target   FLAT  SALES  CAGR   NO  ONE  OVER  PLAN   TURNOVER  HIGH  
  • 3. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! Target Clients! •  Law Firms & Corporations! –  LAWYERS! •  ENGINEERS! •  LAWYERS! •  Single Inventor to Household Name!
  • 4. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! CHECK THE TEMPERATURE! Q. WHY ARE WE BETTER THAN OUR COMPETITION?! ! A.  I AM NOT SURE WE ARE! Q. WHY ARE SOLUTIONS BETTER! ! A. I AM NOT SURE THEY ARE!
  • 5. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! WHAT WAS I THINKING! THIS IS NOT IMPOSSIBLE…ITS GOING TO BE FUN!
  • 6. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! How Did We Do It! Ø   Properly  segment  the  sales  force   Ø Implement  the  plans,  programs  and  processes   necessary  to  be  successful   Ø Engage  our  clients  to  understand  their   challenges  and  what  be?er  would  look  like  to   them   Ø Develop  messaging  that  would  be  used   throughout  the  enCre  organizaCon  and  not   just  by  sales   Ø   Relentlessly  pursue  excellence  
  • 7. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! SELL FASTER! NO……Slow It Down To Go Faster…..! ! 7   Research   Engage  Vendors   Buy   www.cpaglobal.com   To  GROW  Faster   Sales   MarkeCng   OperaCons   ONE  CONSISTENT  MESSAGE   Web   Lead  
  • 8. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! GROWTH THE BUSINESS! 49%   ~95%   0   26%   Went  from  49%  to  123%   26%  CAGR     From  0  to  72%  Reps  Over  Plan   RetenKon  at  95%  
  • 9. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! WHAT WAS I THINKING – Ali vs. Liston! "Impossible is just a big word thrown around by small men who find it easier to live the world they've been given than to explore the power they have to change it. Impossible is not a fact. It's an opinion. Impossible is not a declaration. It's a dare. Impossible is potential. Impossible is temporary. Impossible is nothing.“! - Muhammad Ali, American Heavyweight boxer! ! 9  
  • 10. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles!