SlideShare a Scribd company logo
1 of 35
Tom Peters on Implementation 14 January 2008
I edited these slides from Tom Peters to emphasize what I usually write/speak about.   Thanks, Tom! www.tompeters.com - Peter Radizeski @ RAD-INFO INC @radinfo or 813-963-5884
Relationships   (of all varieties) : THERE ONCE WAS A TIME WHEN A  THREE - MINUTE   PHONE   CALL   WOULD HAVE AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A COMPLETE RUPTURE.
“ You must  be   the change you wish to see in the world.” Gandhi
You = Your calendar * *Calendars  never   lie
All we have is our time. The way we spend our time  is   our priorities,  is   our “strategy.”   Your calendar knows what you really care about. Do you?
*You = Your Calendar.   Your true priorities are “given away” by your calendar. YOUR CALENDAR NEVER LIES. What are you truly spending your time on? Are you distracted? Focused?
“…  a blinding flash of the obvious”   —Manny Garcia
*Send “Thank You” notes!   It’s (always) “all about relationships.” And at the Heart of Effective Relationships is … APPRECIATION.  (Oh yeah: Never, ever forget a birthday of a co-worker.) (NOT e-NOTES.) (Most are for “little things.”) (50% of those notes are sent to those in your own company!) Remember birthdays.
*Bring donuts!   “Small” gestures of appreciation (on a rainy day, after a long day’s work the day before) are VBDs … Very Big Deals.
*Remember: There are  no “little gestures” of kindness.   As boss, stopping by someone’s cube … for 30 seconds … to inquire about their sick parent will be remembered for …  10 years . (Trust me.)
*Make eye contact!   No big deal? Wrong! “It” is all about … Connection! Paying attention! Being there … in the Moment … Present. So, work on your eye contact, your Intent to Connect.
*Smile!   Or, rather: SMILE.  Rule:  Smiles beget smiles. Frowns beget frowns.  Rule: WORK ON THIS. Energy & enthusiasm & passion engender energy-enthusiasm-passion in those we work with.
*It’s all … RELATIONSHIPS.   Remember: Business is a relationships business. (Period.) We’re all in sales!  (Period.) Connecting! Making our case! Following up! Networking!  “Relationships” are what we “do.”
*What’s in a number? EVERYTHING!   While we all “do a hundred things,” we may not/should not/cannot have more than 2 (or 3) true “strategic” priorities at any point in time. BELIEVE IT.
*She (he) who is best prepared wins!   Out study, out-read, out-research the competition. Know more (lots more!) than “the person on the other side of the table.”
*“Excellence” is the Ultimate Cool Idea.   The very idea of “pursuing excellence” is a turn on—for you and me as well as those we work with. (And, I find to my dismay, it’s surprisingly rare.)
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
*Think WOW!   Language matters!  “ Hot” words generate a Hot Team.  Watch your language!
*Take a break!   We need all the creativity we can muster these days. So close your office door and do 5 (FIVE) minutes of breathing or yoga; get a bag lunch today and eat it in the park.
*Learn something new!   Best way to do that is to go to an Industry conference or MeetUp.com to gather ideas to leverage for yourself and your company.
Life = Talk Listen
“ Everyone  lives by  selling something.” — Robert Louis Stevenson
Great Salespeople … 1. Know the product.  (Find cool mentors, and use them.) 2. Know the company. 3. Know the customer.  (Including the customer’s consultants.) (And especially the “corporate culture.”) 4.  Love internal politics at home and abroad.
Great Salespeople … 5. Religiously respect competitors.  (No badmouthing, no matter how provoked.) 6.  Wire the customer’s org.   (Relationships at all levels & functions.) 7.  Wire the home team’s org. and vendors’ orgs.   (INVEST Big Time time in relationships at all levels & functions.) (Take junior people in all functions to client meetings.)
Great Salespeople … 8.  Never overpromise.   (Even if it costs you your job.)   9.  Sell only by solving problems-creating profitable opportunities .   (“Our product solves these problems, creates these unimagined INCREDIBLE opportunities, and will make you a ton of money—here’s exactly how.”) (IS THIS A “PRODUCT SALE” OR A WOW-ORIGINAL SOLUTION YOU’LL BE DINING OFF 5 YEARS FROM NOW? THAT WILL BE WRITTEN UP IN THE TRADE PRESS?)
Great Salespeople … 10. Will involve anybody—including mortal enemies—if it enhances the scope of the problem we can solve and increases the scope of the opportunity we can encompass. 11. Know the  Brand Story  cold; live the Brand Story. (If not, leave.) (of course, there would have to BE a Brand Story).
Great Salespeople … 12. Think “Turnkey.”   (It’s  always  your problem!) 13.  Act as “orchestra conductor”:  You are responsible for making the whole-damn-network respond.  (PERIOD.) 14. Help the customer get to know the vendor’s organization & build up their Rolodex. 15.  Walk away from bad business.   (Even if it gets you fired.)
Great Salespeople … 16.  Understand the idea of a “good loss.”   (A bold effort that’s sometimes better than a lousy win.) 17. Think those who regularly say “It’s all a price issue” suffer from rampant immaturity & shrunken imagination. 18. Will not give away the store to get a foot in the door.
“ If you don’t   listen, you   don’t sell   anything.”   —Carolyn Marland/Managing Director/Guardian Group
Great Salespeople … 19. Are wary & respectful of upstarts—the real enemy. 20.  Seek several “cool customers”—who’ll drag you into Tomorrowland. 21.   Use the word “partnership” obsessively, even though it is way overused.   (“Partnership” includes folks at all levels throughout the supply chain.)
Great Salespeople … 22.   When you look across the table at the customer, think religiously to yourself:  “HOW CAN I MAKE THIS DUDE RICH & FAMOUS & GET HIM-HER PROMOTED?”  23. Great salespeople can affirmatively respond to the query in an HP banner ad: HAVE YOU CHANGED CIVILIZATION TODAY? 24. Keep your bloody PowerPoint slides simple! (irony from TP)
“ You can make more friends in two months  by becoming interested in other people  than you can in two years by trying to get other people interested in you.”   —Dale Carnegie
“ Nothing is so contagious as enthusiasm. ” — Samuel Taylor Coleridge
Women Rock … as Salespersons  And the answers are? TAKE THIS QUICK QUIZ:  Who manages more things at once?  Who puts more effort into their appearance?   Who usually takes care of the details?  Who finds it easier to meet new people?   Who asks more questions in a conversation?  Who is a better listener?   Who has more interest in communication skills?  Who is more inclined to get involved?   Who encourages harmony and agreement?  Who has better intuition?   Source:  Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men , Nicki Joy & Susan Kane-Benson

More Related Content

What's hot

Timeless Marketing Wisdom From David Ogilvy
Timeless Marketing Wisdom From David OgilvyTimeless Marketing Wisdom From David Ogilvy
Timeless Marketing Wisdom From David OgilvyHubSpot
 
Culture at Uberflip
Culture at UberflipCulture at Uberflip
Culture at UberflipUberflip
 
Inventions innovation and creativity
Inventions innovation and creativityInventions innovation and creativity
Inventions innovation and creativityAugustine Duwoe-Lawoe
 
Kevin Dewalt's Helpful Marketing Webinar at University of Omaha
Kevin Dewalt's Helpful Marketing Webinar at University of OmahaKevin Dewalt's Helpful Marketing Webinar at University of Omaha
Kevin Dewalt's Helpful Marketing Webinar at University of OmahaKevin Dewalt
 
The WineDirect Culture
The WineDirect CultureThe WineDirect Culture
The WineDirect CultureWineDirect
 
Help for Inventors & Entrepreneurs
Help for Inventors & EntrepreneursHelp for Inventors & Entrepreneurs
Help for Inventors & EntrepreneursPaul Hummel, Ed.D.
 
Lawrence Auls - Concise Business Advice
Lawrence Auls - Concise Business AdviceLawrence Auls - Concise Business Advice
Lawrence Auls - Concise Business AdviceLawrence Auls
 
Personal branding power point for jobseekers
Personal branding power point for jobseekersPersonal branding power point for jobseekers
Personal branding power point for jobseekersMarketing Impressions
 
Culture Code - E3 Reloaded - Making Work Suck Less
Culture Code - E3 Reloaded - Making Work Suck Less Culture Code - E3 Reloaded - Making Work Suck Less
Culture Code - E3 Reloaded - Making Work Suck Less TEDxMongKok
 
Great vs. Good
Great vs. GoodGreat vs. Good
Great vs. GoodSimon Law
 
Limitless Lab: Culture Deck
Limitless Lab: Culture DeckLimitless Lab: Culture Deck
Limitless Lab: Culture Deckjoieccruz
 
59 responses of the best business advice
59 responses of the best business advice59 responses of the best business advice
59 responses of the best business adviceDebi Katsmar
 
Why Teaching Entrepreneurship Changes Everything
Why Teaching Entrepreneurship Changes EverythingWhy Teaching Entrepreneurship Changes Everything
Why Teaching Entrepreneurship Changes EverythingChristina Wodtke
 
Technopreneurship 101 sweeppp 2016
Technopreneurship 101 sweeppp 2016Technopreneurship 101 sweeppp 2016
Technopreneurship 101 sweeppp 2016Efren Pimentel
 
Culture Code @ Arbunize
Culture Code @ ArbunizeCulture Code @ Arbunize
Culture Code @ ArbunizeArbunize
 
Who Cares? Why You Need More Than Passion to Compel an Organization
Who Cares? Why You Need More Than Passion to Compel an OrganizationWho Cares? Why You Need More Than Passion to Compel an Organization
Who Cares? Why You Need More Than Passion to Compel an OrganizationTerri Trespicio
 

What's hot (20)

Timeless Marketing Wisdom From David Ogilvy
Timeless Marketing Wisdom From David OgilvyTimeless Marketing Wisdom From David Ogilvy
Timeless Marketing Wisdom From David Ogilvy
 
Compete Or Get Beat!
Compete Or Get Beat!Compete Or Get Beat!
Compete Or Get Beat!
 
Culture at Uberflip
Culture at UberflipCulture at Uberflip
Culture at Uberflip
 
Inventions innovation and creativity
Inventions innovation and creativityInventions innovation and creativity
Inventions innovation and creativity
 
Kevin Dewalt's Helpful Marketing Webinar at University of Omaha
Kevin Dewalt's Helpful Marketing Webinar at University of OmahaKevin Dewalt's Helpful Marketing Webinar at University of Omaha
Kevin Dewalt's Helpful Marketing Webinar at University of Omaha
 
The WineDirect Culture
The WineDirect CultureThe WineDirect Culture
The WineDirect Culture
 
Help for Inventors & Entrepreneurs
Help for Inventors & EntrepreneursHelp for Inventors & Entrepreneurs
Help for Inventors & Entrepreneurs
 
Lawrence Auls - Concise Business Advice
Lawrence Auls - Concise Business AdviceLawrence Auls - Concise Business Advice
Lawrence Auls - Concise Business Advice
 
12 Tips for Solo Entrepreneurs
12 Tips for Solo Entrepreneurs12 Tips for Solo Entrepreneurs
12 Tips for Solo Entrepreneurs
 
LastHr Culture Deck
LastHr Culture DeckLastHr Culture Deck
LastHr Culture Deck
 
Personal branding power point for jobseekers
Personal branding power point for jobseekersPersonal branding power point for jobseekers
Personal branding power point for jobseekers
 
Culture Code - E3 Reloaded - Making Work Suck Less
Culture Code - E3 Reloaded - Making Work Suck Less Culture Code - E3 Reloaded - Making Work Suck Less
Culture Code - E3 Reloaded - Making Work Suck Less
 
Get your finances right
Get your finances rightGet your finances right
Get your finances right
 
Great vs. Good
Great vs. GoodGreat vs. Good
Great vs. Good
 
Limitless Lab: Culture Deck
Limitless Lab: Culture DeckLimitless Lab: Culture Deck
Limitless Lab: Culture Deck
 
59 responses of the best business advice
59 responses of the best business advice59 responses of the best business advice
59 responses of the best business advice
 
Why Teaching Entrepreneurship Changes Everything
Why Teaching Entrepreneurship Changes EverythingWhy Teaching Entrepreneurship Changes Everything
Why Teaching Entrepreneurship Changes Everything
 
Technopreneurship 101 sweeppp 2016
Technopreneurship 101 sweeppp 2016Technopreneurship 101 sweeppp 2016
Technopreneurship 101 sweeppp 2016
 
Culture Code @ Arbunize
Culture Code @ ArbunizeCulture Code @ Arbunize
Culture Code @ Arbunize
 
Who Cares? Why You Need More Than Passion to Compel an Organization
Who Cares? Why You Need More Than Passion to Compel an OrganizationWho Cares? Why You Need More Than Passion to Compel an Organization
Who Cares? Why You Need More Than Passion to Compel an Organization
 

Similar to Sales Ideas from Tom Peters

Rework book club-20120522
Rework book club-20120522Rework book club-20120522
Rework book club-20120522Jared Bieberich
 
My Best Practices
My Best PracticesMy Best Practices
My Best Practicesguest6570fd
 
Presentation to American Advertsing Federation July 20 13
Presentation to American Advertsing Federation July 20 13Presentation to American Advertsing Federation July 20 13
Presentation to American Advertsing Federation July 20 13Mike Humes
 
Bree James and Andrew Griffiths "All Fired Up Tour"
Bree James and Andrew Griffiths "All Fired Up Tour" Bree James and Andrew Griffiths "All Fired Up Tour"
Bree James and Andrew Griffiths "All Fired Up Tour" Andrew Griffiths Enterprises
 
Make Your Passion A Success Slides For Liverpool Event
Make Your Passion A Success Slides For Liverpool EventMake Your Passion A Success Slides For Liverpool Event
Make Your Passion A Success Slides For Liverpool EventGreat Marketing Works
 
culturecode-v7-130320111259-phpapp02
culturecode-v7-130320111259-phpapp02culturecode-v7-130320111259-phpapp02
culturecode-v7-130320111259-phpapp02Glen Cornell
 
Bootstrapping by Boye Hartmann
Bootstrapping by Boye HartmannBootstrapping by Boye Hartmann
Bootstrapping by Boye Hartmannwestartup
 
Tom Peters with KPMG
Tom Peters with KPMGTom Peters with KPMG
Tom Peters with KPMGPhi Jack
 
The Power of Personal Branding and How to Brand Yourself in Today's Economy
The Power of Personal Branding and How to Brand Yourself in Today's EconomyThe Power of Personal Branding and How to Brand Yourself in Today's Economy
The Power of Personal Branding and How to Brand Yourself in Today's EconomyJean-Guy Francoeur
 
The Irrationality of Entrepreneurship
The Irrationality of EntrepreneurshipThe Irrationality of Entrepreneurship
The Irrationality of EntrepreneurshipSubhash Challa
 
Demystifying Creativity: a handbook for left brainers.
Demystifying Creativity:  a handbook for left brainers.Demystifying Creativity:  a handbook for left brainers.
Demystifying Creativity: a handbook for left brainers.David Murphy
 
10 leadership practices to stop today
10 leadership practices to stop today10 leadership practices to stop today
10 leadership practices to stop todayChao Onlamai
 

Similar to Sales Ideas from Tom Peters (20)

Little big things
Little big thingsLittle big things
Little big things
 
Rework book club-20120522
Rework book club-20120522Rework book club-20120522
Rework book club-20120522
 
It's time for some "Old School Marketing"
It's time for some "Old School Marketing"It's time for some "Old School Marketing"
It's time for some "Old School Marketing"
 
Alabama part 2
Alabama part 2Alabama part 2
Alabama part 2
 
My Best Practices
My Best PracticesMy Best Practices
My Best Practices
 
Presentation to American Advertsing Federation July 20 13
Presentation to American Advertsing Federation July 20 13Presentation to American Advertsing Federation July 20 13
Presentation to American Advertsing Federation July 20 13
 
Bree James and Andrew Griffiths "All Fired Up Tour"
Bree James and Andrew Griffiths "All Fired Up Tour" Bree James and Andrew Griffiths "All Fired Up Tour"
Bree James and Andrew Griffiths "All Fired Up Tour"
 
Make Your Passion A Success Slides For Liverpool Event
Make Your Passion A Success Slides For Liverpool EventMake Your Passion A Success Slides For Liverpool Event
Make Your Passion A Success Slides For Liverpool Event
 
culturecode-v7-130320111259-phpapp02
culturecode-v7-130320111259-phpapp02culturecode-v7-130320111259-phpapp02
culturecode-v7-130320111259-phpapp02
 
Secrets of the Marketing Pros
Secrets of the Marketing ProsSecrets of the Marketing Pros
Secrets of the Marketing Pros
 
Bootstrapping by Boye Hartmann
Bootstrapping by Boye HartmannBootstrapping by Boye Hartmann
Bootstrapping by Boye Hartmann
 
Tom Peters with KPMG
Tom Peters with KPMGTom Peters with KPMG
Tom Peters with KPMG
 
Branding for Business
Branding for BusinessBranding for Business
Branding for Business
 
The Power of Personal Branding and How to Brand Yourself in Today's Economy
The Power of Personal Branding and How to Brand Yourself in Today's EconomyThe Power of Personal Branding and How to Brand Yourself in Today's Economy
The Power of Personal Branding and How to Brand Yourself in Today's Economy
 
!Branding 60 min
!Branding 60 min!Branding 60 min
!Branding 60 min
 
The Power of Personal Branding
The Power of Personal BrandingThe Power of Personal Branding
The Power of Personal Branding
 
The Irrationality of Entrepreneurship
The Irrationality of EntrepreneurshipThe Irrationality of Entrepreneurship
The Irrationality of Entrepreneurship
 
Demystifying Creativity: a handbook for left brainers.
Demystifying Creativity:  a handbook for left brainers.Demystifying Creativity:  a handbook for left brainers.
Demystifying Creativity: a handbook for left brainers.
 
10 leadership practices to stop today
10 leadership practices to stop today10 leadership practices to stop today
10 leadership practices to stop today
 
Rework
ReworkRework
Rework
 

More from RAD-INFO, Inc.

What can RAD-INFO INC do for your company?
What can RAD-INFO INC do for your company?What can RAD-INFO INC do for your company?
What can RAD-INFO INC do for your company?RAD-INFO, Inc.
 
6 Trends in Telecom for 2020
6 Trends in Telecom for 20206 Trends in Telecom for 2020
6 Trends in Telecom for 2020RAD-INFO, Inc.
 
Marketing Your Gigabit Fiber
Marketing Your Gigabit FiberMarketing Your Gigabit Fiber
Marketing Your Gigabit FiberRAD-INFO, Inc.
 
Becoming a Cloud Services Provider
Becoming a Cloud Services ProviderBecoming a Cloud Services Provider
Becoming a Cloud Services ProviderRAD-INFO, Inc.
 
Upselling SIP trunking
Upselling SIP trunkingUpselling SIP trunking
Upselling SIP trunkingRAD-INFO, Inc.
 
TCA (Technology Channel Association)
TCA (Technology Channel Association)TCA (Technology Channel Association)
TCA (Technology Channel Association)RAD-INFO, Inc.
 
Goal Setting & Sales Planning
Goal Setting & Sales PlanningGoal Setting & Sales Planning
Goal Setting & Sales PlanningRAD-INFO, Inc.
 

More from RAD-INFO, Inc. (13)

What can RAD-INFO INC do for your company?
What can RAD-INFO INC do for your company?What can RAD-INFO INC do for your company?
What can RAD-INFO INC do for your company?
 
6 Trends in Telecom for 2020
6 Trends in Telecom for 20206 Trends in Telecom for 2020
6 Trends in Telecom for 2020
 
Marketing Your Gigabit Fiber
Marketing Your Gigabit FiberMarketing Your Gigabit Fiber
Marketing Your Gigabit Fiber
 
Goals 2015
Goals 2015Goals 2015
Goals 2015
 
Telecom Acronyms
Telecom AcronymsTelecom Acronyms
Telecom Acronyms
 
Becoming a Cloud Services Provider
Becoming a Cloud Services ProviderBecoming a Cloud Services Provider
Becoming a Cloud Services Provider
 
Doubling Your Sales
Doubling Your SalesDoubling Your Sales
Doubling Your Sales
 
Pitching 101
Pitching 101Pitching 101
Pitching 101
 
Upselling SIP trunking
Upselling SIP trunkingUpselling SIP trunking
Upselling SIP trunking
 
TCA (Technology Channel Association)
TCA (Technology Channel Association)TCA (Technology Channel Association)
TCA (Technology Channel Association)
 
Cloud for ISP's
Cloud for ISP'sCloud for ISP's
Cloud for ISP's
 
Goal Setting & Sales Planning
Goal Setting & Sales PlanningGoal Setting & Sales Planning
Goal Setting & Sales Planning
 
Goal Setting
Goal SettingGoal Setting
Goal Setting
 

Recently uploaded

Creative Ideas for Interactive Team Presentations
Creative Ideas for Interactive Team PresentationsCreative Ideas for Interactive Team Presentations
Creative Ideas for Interactive Team PresentationsSlidesAI
 
Powers and Functions of CPCB - The Water Act 1974.pdf
Powers and Functions of CPCB - The Water Act 1974.pdfPowers and Functions of CPCB - The Water Act 1974.pdf
Powers and Functions of CPCB - The Water Act 1974.pdflinciy03
 
Team-Spandex-Northern University-CS1035.
Team-Spandex-Northern University-CS1035.Team-Spandex-Northern University-CS1035.
Team-Spandex-Northern University-CS1035.smalmahmud11
 
A Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob BadgettA Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob BadgettJacobBadgett
 
Potato Flakes Manufacturing Plant Project Report.pdf
Potato Flakes Manufacturing Plant Project Report.pdfPotato Flakes Manufacturing Plant Project Report.pdf
Potato Flakes Manufacturing Plant Project Report.pdfhostl9518
 
Falcon Invoice Discounting Setup for Small Businesses
Falcon Invoice Discounting Setup for Small BusinessesFalcon Invoice Discounting Setup for Small Businesses
Falcon Invoice Discounting Setup for Small BusinessesFalcon investment
 
Unlock Your TikTok Potential: Free TikTok Likes with InstBlast
Unlock Your TikTok Potential: Free TikTok Likes with InstBlastUnlock Your TikTok Potential: Free TikTok Likes with InstBlast
Unlock Your TikTok Potential: Free TikTok Likes with InstBlastInstBlast Marketing
 
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptxBlinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptxSaksham Gupta
 
Raising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE VenturesRaising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE VenturesAlejandro Cremades
 
Copyright: What Creators and Users of Art Need to Know
Copyright: What Creators and Users of Art Need to KnowCopyright: What Creators and Users of Art Need to Know
Copyright: What Creators and Users of Art Need to KnowMiriam Robeson
 
Sedex Members Ethical Trade Audit (SMETA) Measurement Criteria
Sedex Members Ethical Trade Audit (SMETA) Measurement CriteriaSedex Members Ethical Trade Audit (SMETA) Measurement Criteria
Sedex Members Ethical Trade Audit (SMETA) Measurement Criteriamilos639
 
How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?Alejandro Cremades
 
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...Björn Rohles
 
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...Rahul Bedi
 
Constitution of Company Article of Association
Constitution of Company Article of AssociationConstitution of Company Article of Association
Constitution of Company Article of Associationseri bangash
 
Event Report - IBM Think 2024 - It is all about AI and hybrid
Event Report - IBM Think 2024 - It is all about AI and hybridEvent Report - IBM Think 2024 - It is all about AI and hybrid
Event Report - IBM Think 2024 - It is all about AI and hybridHolger Mueller
 
New Product Development.kjiy7ggbfdsddggo9lo
New Product Development.kjiy7ggbfdsddggo9loNew Product Development.kjiy7ggbfdsddggo9lo
New Product Development.kjiy7ggbfdsddggo9logalbokkahewagenitash
 
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdfبروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdfomnme1
 
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptxUnveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptxmy Pandit
 
The Inspiring Personality To Watch In 2024.pdf
The Inspiring Personality To Watch In 2024.pdfThe Inspiring Personality To Watch In 2024.pdf
The Inspiring Personality To Watch In 2024.pdfinsightssuccess2
 

Recently uploaded (20)

Creative Ideas for Interactive Team Presentations
Creative Ideas for Interactive Team PresentationsCreative Ideas for Interactive Team Presentations
Creative Ideas for Interactive Team Presentations
 
Powers and Functions of CPCB - The Water Act 1974.pdf
Powers and Functions of CPCB - The Water Act 1974.pdfPowers and Functions of CPCB - The Water Act 1974.pdf
Powers and Functions of CPCB - The Water Act 1974.pdf
 
Team-Spandex-Northern University-CS1035.
Team-Spandex-Northern University-CS1035.Team-Spandex-Northern University-CS1035.
Team-Spandex-Northern University-CS1035.
 
A Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob BadgettA Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob Badgett
 
Potato Flakes Manufacturing Plant Project Report.pdf
Potato Flakes Manufacturing Plant Project Report.pdfPotato Flakes Manufacturing Plant Project Report.pdf
Potato Flakes Manufacturing Plant Project Report.pdf
 
Falcon Invoice Discounting Setup for Small Businesses
Falcon Invoice Discounting Setup for Small BusinessesFalcon Invoice Discounting Setup for Small Businesses
Falcon Invoice Discounting Setup for Small Businesses
 
Unlock Your TikTok Potential: Free TikTok Likes with InstBlast
Unlock Your TikTok Potential: Free TikTok Likes with InstBlastUnlock Your TikTok Potential: Free TikTok Likes with InstBlast
Unlock Your TikTok Potential: Free TikTok Likes with InstBlast
 
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptxBlinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
 
Raising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE VenturesRaising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE Ventures
 
Copyright: What Creators and Users of Art Need to Know
Copyright: What Creators and Users of Art Need to KnowCopyright: What Creators and Users of Art Need to Know
Copyright: What Creators and Users of Art Need to Know
 
Sedex Members Ethical Trade Audit (SMETA) Measurement Criteria
Sedex Members Ethical Trade Audit (SMETA) Measurement CriteriaSedex Members Ethical Trade Audit (SMETA) Measurement Criteria
Sedex Members Ethical Trade Audit (SMETA) Measurement Criteria
 
How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?
 
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...
Meaningful Technology for Humans: How Strategy Helps to Deliver Real Value fo...
 
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
 
Constitution of Company Article of Association
Constitution of Company Article of AssociationConstitution of Company Article of Association
Constitution of Company Article of Association
 
Event Report - IBM Think 2024 - It is all about AI and hybrid
Event Report - IBM Think 2024 - It is all about AI and hybridEvent Report - IBM Think 2024 - It is all about AI and hybrid
Event Report - IBM Think 2024 - It is all about AI and hybrid
 
New Product Development.kjiy7ggbfdsddggo9lo
New Product Development.kjiy7ggbfdsddggo9loNew Product Development.kjiy7ggbfdsddggo9lo
New Product Development.kjiy7ggbfdsddggo9lo
 
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdfبروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
 
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptxUnveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
 
The Inspiring Personality To Watch In 2024.pdf
The Inspiring Personality To Watch In 2024.pdfThe Inspiring Personality To Watch In 2024.pdf
The Inspiring Personality To Watch In 2024.pdf
 

Sales Ideas from Tom Peters

  • 1. Tom Peters on Implementation 14 January 2008
  • 2. I edited these slides from Tom Peters to emphasize what I usually write/speak about. Thanks, Tom! www.tompeters.com - Peter Radizeski @ RAD-INFO INC @radinfo or 813-963-5884
  • 3. Relationships (of all varieties) : THERE ONCE WAS A TIME WHEN A THREE - MINUTE PHONE CALL WOULD HAVE AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A COMPLETE RUPTURE.
  • 4. “ You must be the change you wish to see in the world.” Gandhi
  • 5. You = Your calendar * *Calendars never lie
  • 6. All we have is our time. The way we spend our time is our priorities, is our “strategy.” Your calendar knows what you really care about. Do you?
  • 7. *You = Your Calendar. Your true priorities are “given away” by your calendar. YOUR CALENDAR NEVER LIES. What are you truly spending your time on? Are you distracted? Focused?
  • 8. “… a blinding flash of the obvious” —Manny Garcia
  • 9. *Send “Thank You” notes! It’s (always) “all about relationships.” And at the Heart of Effective Relationships is … APPRECIATION. (Oh yeah: Never, ever forget a birthday of a co-worker.) (NOT e-NOTES.) (Most are for “little things.”) (50% of those notes are sent to those in your own company!) Remember birthdays.
  • 10. *Bring donuts! “Small” gestures of appreciation (on a rainy day, after a long day’s work the day before) are VBDs … Very Big Deals.
  • 11. *Remember: There are no “little gestures” of kindness. As boss, stopping by someone’s cube … for 30 seconds … to inquire about their sick parent will be remembered for … 10 years . (Trust me.)
  • 12. *Make eye contact! No big deal? Wrong! “It” is all about … Connection! Paying attention! Being there … in the Moment … Present. So, work on your eye contact, your Intent to Connect.
  • 13. *Smile! Or, rather: SMILE. Rule: Smiles beget smiles. Frowns beget frowns. Rule: WORK ON THIS. Energy & enthusiasm & passion engender energy-enthusiasm-passion in those we work with.
  • 14. *It’s all … RELATIONSHIPS. Remember: Business is a relationships business. (Period.) We’re all in sales! (Period.) Connecting! Making our case! Following up! Networking! “Relationships” are what we “do.”
  • 15. *What’s in a number? EVERYTHING! While we all “do a hundred things,” we may not/should not/cannot have more than 2 (or 3) true “strategic” priorities at any point in time. BELIEVE IT.
  • 16. *She (he) who is best prepared wins! Out study, out-read, out-research the competition. Know more (lots more!) than “the person on the other side of the table.”
  • 17. *“Excellence” is the Ultimate Cool Idea. The very idea of “pursuing excellence” is a turn on—for you and me as well as those we work with. (And, I find to my dismay, it’s surprisingly rare.)
  • 18.
  • 19. *Think WOW! Language matters! “ Hot” words generate a Hot Team. Watch your language!
  • 20. *Take a break! We need all the creativity we can muster these days. So close your office door and do 5 (FIVE) minutes of breathing or yoga; get a bag lunch today and eat it in the park.
  • 21. *Learn something new! Best way to do that is to go to an Industry conference or MeetUp.com to gather ideas to leverage for yourself and your company.
  • 22. Life = Talk Listen
  • 23. “ Everyone lives by selling something.” — Robert Louis Stevenson
  • 24. Great Salespeople … 1. Know the product. (Find cool mentors, and use them.) 2. Know the company. 3. Know the customer. (Including the customer’s consultants.) (And especially the “corporate culture.”) 4. Love internal politics at home and abroad.
  • 25. Great Salespeople … 5. Religiously respect competitors. (No badmouthing, no matter how provoked.) 6. Wire the customer’s org. (Relationships at all levels & functions.) 7. Wire the home team’s org. and vendors’ orgs. (INVEST Big Time time in relationships at all levels & functions.) (Take junior people in all functions to client meetings.)
  • 26. Great Salespeople … 8. Never overpromise. (Even if it costs you your job.) 9. Sell only by solving problems-creating profitable opportunities . (“Our product solves these problems, creates these unimagined INCREDIBLE opportunities, and will make you a ton of money—here’s exactly how.”) (IS THIS A “PRODUCT SALE” OR A WOW-ORIGINAL SOLUTION YOU’LL BE DINING OFF 5 YEARS FROM NOW? THAT WILL BE WRITTEN UP IN THE TRADE PRESS?)
  • 27. Great Salespeople … 10. Will involve anybody—including mortal enemies—if it enhances the scope of the problem we can solve and increases the scope of the opportunity we can encompass. 11. Know the Brand Story cold; live the Brand Story. (If not, leave.) (of course, there would have to BE a Brand Story).
  • 28. Great Salespeople … 12. Think “Turnkey.” (It’s always your problem!) 13. Act as “orchestra conductor”: You are responsible for making the whole-damn-network respond. (PERIOD.) 14. Help the customer get to know the vendor’s organization & build up their Rolodex. 15. Walk away from bad business. (Even if it gets you fired.)
  • 29. Great Salespeople … 16. Understand the idea of a “good loss.” (A bold effort that’s sometimes better than a lousy win.) 17. Think those who regularly say “It’s all a price issue” suffer from rampant immaturity & shrunken imagination. 18. Will not give away the store to get a foot in the door.
  • 30. “ If you don’t listen, you don’t sell anything.” —Carolyn Marland/Managing Director/Guardian Group
  • 31. Great Salespeople … 19. Are wary & respectful of upstarts—the real enemy. 20. Seek several “cool customers”—who’ll drag you into Tomorrowland. 21. Use the word “partnership” obsessively, even though it is way overused. (“Partnership” includes folks at all levels throughout the supply chain.)
  • 32. Great Salespeople … 22. When you look across the table at the customer, think religiously to yourself: “HOW CAN I MAKE THIS DUDE RICH & FAMOUS & GET HIM-HER PROMOTED?” 23. Great salespeople can affirmatively respond to the query in an HP banner ad: HAVE YOU CHANGED CIVILIZATION TODAY? 24. Keep your bloody PowerPoint slides simple! (irony from TP)
  • 33. “ You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” —Dale Carnegie
  • 34. “ Nothing is so contagious as enthusiasm. ” — Samuel Taylor Coleridge
  • 35. Women Rock … as Salespersons And the answers are? TAKE THIS QUICK QUIZ: Who manages more things at once? Who puts more effort into their appearance? Who usually takes care of the details? Who finds it easier to meet new people? Who asks more questions in a conversation? Who is a better listener? Who has more interest in communication skills? Who is more inclined to get involved? Who encourages harmony and agreement? Who has better intuition? Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men , Nicki Joy & Susan Kane-Benson