Your Core Ideal, Key Words and Phrases and Big MessageAndrew Priestley
In this free discussion paper, award winning business coach Andrew Priestley explores Jim Stengel's ten year study into business growth. Stengel concluded that companies that grew - especially during the GFC economic challenge of 2007 and 2011 had identified their Core Ideal. Stengel profiled over 50,000 companies global but those rated in the S&P 500 but Priestley wondered if the findings translate to SMEs (six and seven figure businesses) or were relevant to start-ups.
This report includes a quiz designed to help you determine your Core Ideal. You are invited to share your results with the author.
This document provides an overview of common sales mistakes and how to improve sales skills. It discusses 13 key skills and traits that are important for sales success: readiness, knowledge, rapport, prospecting, qualifying, presenting, closing, objections, customer service, administration, attitude, drive, and influencing. Some common mistakes include lack of readiness, knowledge, or proper rapport building skills among salespeople. High or low scores on these traits can also indicate issues. Regular skills assessment, training, and support can help salespeople improve.
Failure Is Not An Option City Of Chicagoguest3fd04f
The document provides tips for business survival and success based on interviews with successful entrepreneurs. It emphasizes the importance of writing a business plan, learning to love sales and marketing, maintaining focus, developing partnerships, executing consistently, and having a sense of urgency. Fred Smith of FedEx stresses that the biggest risk entrepreneurs face is internal - deciding wholeheartedly that starting their business is their top priority over other pursuits.
This document discusses the considerations for insourcing versus outsourcing an inside sales team. Some of the key disadvantages of insourcing discussed include: the need for speed in building an internal team; difficulties finding and retaining qualified salespeople; a lack of understanding of proper sales metrics and industry baselines; insufficient training programs; an improper sales environment; demands on management time and focus; challenges with sales technologies and costs; and difficulties covering all the indirect costs associated with building an internal team. The document provides an overview of these potential pitfalls to help companies determine whether insourcing or outsourcing is the better option given their specific needs and resources.
Presented by DeSantis Breindel and the authors of Woo, Wow, and Win, the award-winning book on service design.
A great B2B brand can woo clients, but only a great experience can wow them. And experience doesn’t happen by accident. Using service design, you can deliver experiences that maximize the value of your brand, accelerate growth, and win both repeat business and new clients. Watch this webinar to learn how to build the wow into every interaction with your clients.
Your Core Ideal, Key Words and Phrases and Big MessageAndrew Priestley
In this free discussion paper, award winning business coach Andrew Priestley explores Jim Stengel's ten year study into business growth. Stengel concluded that companies that grew - especially during the GFC economic challenge of 2007 and 2011 had identified their Core Ideal. Stengel profiled over 50,000 companies global but those rated in the S&P 500 but Priestley wondered if the findings translate to SMEs (six and seven figure businesses) or were relevant to start-ups.
This report includes a quiz designed to help you determine your Core Ideal. You are invited to share your results with the author.
This document provides an overview of common sales mistakes and how to improve sales skills. It discusses 13 key skills and traits that are important for sales success: readiness, knowledge, rapport, prospecting, qualifying, presenting, closing, objections, customer service, administration, attitude, drive, and influencing. Some common mistakes include lack of readiness, knowledge, or proper rapport building skills among salespeople. High or low scores on these traits can also indicate issues. Regular skills assessment, training, and support can help salespeople improve.
Failure Is Not An Option City Of Chicagoguest3fd04f
The document provides tips for business survival and success based on interviews with successful entrepreneurs. It emphasizes the importance of writing a business plan, learning to love sales and marketing, maintaining focus, developing partnerships, executing consistently, and having a sense of urgency. Fred Smith of FedEx stresses that the biggest risk entrepreneurs face is internal - deciding wholeheartedly that starting their business is their top priority over other pursuits.
This document discusses the considerations for insourcing versus outsourcing an inside sales team. Some of the key disadvantages of insourcing discussed include: the need for speed in building an internal team; difficulties finding and retaining qualified salespeople; a lack of understanding of proper sales metrics and industry baselines; insufficient training programs; an improper sales environment; demands on management time and focus; challenges with sales technologies and costs; and difficulties covering all the indirect costs associated with building an internal team. The document provides an overview of these potential pitfalls to help companies determine whether insourcing or outsourcing is the better option given their specific needs and resources.
Presented by DeSantis Breindel and the authors of Woo, Wow, and Win, the award-winning book on service design.
A great B2B brand can woo clients, but only a great experience can wow them. And experience doesn’t happen by accident. Using service design, you can deliver experiences that maximize the value of your brand, accelerate growth, and win both repeat business and new clients. Watch this webinar to learn how to build the wow into every interaction with your clients.
Entrepreneurship and retail from star bucksKiran TK
I have have just completed reading “ Pour your heart into it “ by Howard Schultz ( Chairman and CEO of Starbucks).
Starbucks has entered a low margin commodity industry and transformed its product into a cultural symbol.
Howard Schultz shares the story of how Starbucks built a company one cup at a time.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
More than a by-the-book marketing or sales speaker, award winning independent retailer, Dave Ratner delivers forehead-slapping insights, belly laughs, and inspiration for small business and retail success. He’s a working retailer with 150 employees, who deals with customers on a daily basis.
Dave’s keynotes and trainings provide common-sense, cost-effective strategies in customer service, entrepreneurship, advertising, sales, marketing, management, leadership and human resources programs. All topics are customized to the audience and most topics can be presented as keynotes and expanded into training sessions.
Jim Jacobus - Mastering the Art of SalesmanshipChris Schultz
The document discusses how top sales professionals consistently succeed. It identifies 23 critical skills that determine sales success, including resiliency, personal accountability, continuous learning, and self-management. It also describes a client process that benchmarks, assesses, compares, and selects, develops, and retains talent based on these critical skills. The goal is to help clients decide talent matters, commit to selection, development, and retention of top sales professionals.
The document provides a 7-step guide for designing and implementing effective sales contests. It defines sales contests as skills-based motivational programs that reward sales performers for exceeding predetermined goals, rather than competitions with winners and losers. The guide stresses setting absolute targets that anyone can achieve to motivate all participants. It also notes that sales contests are short-term tactics focused on specific periods, unlike long-term compensation plans.
Managing Large format Retail Stores in Consumer ElectronicsSanjay Singh
Small retail stores are slowly giving way to large format stores. What are the challenges that emerge with change in size of stores vis a vis managing stores, sku velocity and display management is what this ppt covers.
Jerome the Salesman is committed to leading and assisting the young generation with socio-cultural and entrepreneurial empowerment. Jerome Adzah is an entrepreneur, a volunteer and a passionate sales & marketing professional with over 7 years’ experience in providing services to financial institutions, FMCG’s, Recruitment Agencies, IT and Business consultancies etc.
1) The document discusses the roles and responsibilities of professional salespeople, contrasting them with negative perceptions. It provides definitions of professional selling as problem-solving and developing customer relationships.
2) Professional salespeople aim to understand customer needs and provide solutions, focusing on customer satisfaction rather than just making sales.
3) The document outlines the sales process and gives examples of how salespeople help customers through consultation, education, and ongoing support. It emphasizes treating customers with respect.
10 compelling reasons you want winners working for you 12.2.14Joe Slade
This is a collaborative effort based upon the research of
Dr. Rosabeth Moss Kanter, a Harvard Business School professor and author, and the condensed content of her HBR blog post.
Savvy leaders can build on the work of winners to encourage a positive spirit, laser focus, mutual respect, lots of practice on the details and lasting support systems that can make successes and comebacks more likely.
In marketing today, winners know more, deliver more and expect more than those who just shows up for the snack bar.
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
This document discusses 7 ways to stop traditional selling approaches and start building relationships with clients. It outlines how changing one's sales mindset from always pitching and closing deals to focusing on understanding client needs and determining fit can improve sales outcomes. Some key shifts discussed include starting conversations instead of pitches, uncovering truths behind client objections rather than countering them, and exploring problems clients want solved without defending products. The goal is to establish trust and avoid pressure so clients feel they can choose freely.
The document provides advice for business owners during uncertain economic times. It recommends developing a strategic plan to strengthen the business and increase its value. Now is a good time to improve processes, gain customers from struggling competitors, and make the company more sustainable and valuable. The author advises talking to customers and suppliers to understand how to support them, and working with banks by being proactive if needing funding help. Overall business owners should take a strategic approach of continuously improving their company rather than just waiting for economic conditions to change.
This document discusses brand management and developing effective advertising concepts. It provides tips for brand managers, including understanding consumer needs, developing new product benefits, comparing products to competitors, eliminating negatives, tapping into trends, and offering quality or price advantages. Strong concepts should be concise, promote the brand name, use simple language, have a clear headline and message, and state details like sizes and prices. Copy testing helps evaluate concepts through measures like recognition, recall and behavioral responses.
This document discusses value-based selling and influence. It defines selling as demonstrating how a product or service serves a buyer's self-interest and enhances their life. With more informed consumers, salespeople must get smarter. Influence involves asking someone to do something they wouldn't normally do, and is based on trust. The document outlines classical rhetorical devices for influence, and discusses identifying a prospect's values to effectively communicate value. It promotes helping others succeed through the law of reciprocity.
The document outlines 5 steps to get out of a sales slump: 1) Continue polite perseverance and don't give up after the first "no", 2) Establish personal relationships with customers, 3) Learn from mistakes instead of despairing and adapt your approach, 4) Avoid non-selling "alibi" tasks and focus on actual selling, 5) Don't blame external factors and instead focus on customers who can get you out of the slump through new sales or up-selling existing customers. Adapting your sales approach to understand each customer's unique motivations is key to overcoming obstacles and getting back on track to success.
The document discusses pricing strategies and techniques for professionals. It introduces the 3D formula for pricing - design, determine, and demonstrate. It also covers the 4 P's of professional selling - promise, picture, proof, and pitch. The document provides an overview of different pricing models and strategies like cost-plus pricing, competitive pricing, and value-based pricing. It emphasizes understanding customer needs and creating value propositions to charge premium prices.
The document discusses the changing role of salespeople. It notes that prerequisites for sales jobs are getting longer and more impressive, reflecting higher expectations of skills. However, few people aspired to careers in sales when younger. The archetypal salesperson is described as someone selling financial, insurance or medical products. The document advocates profiling successful salespeople to identify key traits, using sales aptitude tests, and recruiting people with the right attitudes of commitment, accountability, and cause-orientation. It suggests salespeople should take on different roles like student, doctor and architect to understand customers' needs during the buying process.
The document discusses strategies for salespeople to use when selling in a down economy. It recommends maintaining a positive attitude and controlling what you can, like your mindset. It also suggests understanding the customer better by focusing on saving them money and increasing revenue. A proven strategy includes doing homework on customers, growing existing customers, and acquiring new ones when competitors fail. The document promotes these tactics through a free three-part podcast series on maintaining attitude, understanding customers, and proven strategies for success.
Are you desperately seeking highly qualified, competent sales people? In today’s world, recruiting world class talent is a big challenge. The investment made in hiring and onboarding is significant. How can you maximize the return on that investment each time you extend an offer and bring a professional onto your sales team?
20 top sales_leaders_reveal_their_biggest_productivity_secretsMiguel Spencer
This document summarizes insights from 20 top sales leaders on important shifts in sales strategies, technologies, and processes. Key points include:
- Sales professionals must adapt to changing buyer behaviors and implement fact-based research and briefings rather than just value propositions.
- Cross-functional collaboration, understanding how revenue flows through organizations, and focusing on long-term customer sustainability are important.
- Specializing sales roles into prospectors, market response reps, closers, and account managers can dramatically improve pipeline and scale.
- Qualifying sales prospects thoroughly and providing sales enablement infrastructure helps reps focus on closing deals.
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
Entrepreneurship and retail from star bucksKiran TK
I have have just completed reading “ Pour your heart into it “ by Howard Schultz ( Chairman and CEO of Starbucks).
Starbucks has entered a low margin commodity industry and transformed its product into a cultural symbol.
Howard Schultz shares the story of how Starbucks built a company one cup at a time.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
More than a by-the-book marketing or sales speaker, award winning independent retailer, Dave Ratner delivers forehead-slapping insights, belly laughs, and inspiration for small business and retail success. He’s a working retailer with 150 employees, who deals with customers on a daily basis.
Dave’s keynotes and trainings provide common-sense, cost-effective strategies in customer service, entrepreneurship, advertising, sales, marketing, management, leadership and human resources programs. All topics are customized to the audience and most topics can be presented as keynotes and expanded into training sessions.
Jim Jacobus - Mastering the Art of SalesmanshipChris Schultz
The document discusses how top sales professionals consistently succeed. It identifies 23 critical skills that determine sales success, including resiliency, personal accountability, continuous learning, and self-management. It also describes a client process that benchmarks, assesses, compares, and selects, develops, and retains talent based on these critical skills. The goal is to help clients decide talent matters, commit to selection, development, and retention of top sales professionals.
The document provides a 7-step guide for designing and implementing effective sales contests. It defines sales contests as skills-based motivational programs that reward sales performers for exceeding predetermined goals, rather than competitions with winners and losers. The guide stresses setting absolute targets that anyone can achieve to motivate all participants. It also notes that sales contests are short-term tactics focused on specific periods, unlike long-term compensation plans.
Managing Large format Retail Stores in Consumer ElectronicsSanjay Singh
Small retail stores are slowly giving way to large format stores. What are the challenges that emerge with change in size of stores vis a vis managing stores, sku velocity and display management is what this ppt covers.
Jerome the Salesman is committed to leading and assisting the young generation with socio-cultural and entrepreneurial empowerment. Jerome Adzah is an entrepreneur, a volunteer and a passionate sales & marketing professional with over 7 years’ experience in providing services to financial institutions, FMCG’s, Recruitment Agencies, IT and Business consultancies etc.
1) The document discusses the roles and responsibilities of professional salespeople, contrasting them with negative perceptions. It provides definitions of professional selling as problem-solving and developing customer relationships.
2) Professional salespeople aim to understand customer needs and provide solutions, focusing on customer satisfaction rather than just making sales.
3) The document outlines the sales process and gives examples of how salespeople help customers through consultation, education, and ongoing support. It emphasizes treating customers with respect.
10 compelling reasons you want winners working for you 12.2.14Joe Slade
This is a collaborative effort based upon the research of
Dr. Rosabeth Moss Kanter, a Harvard Business School professor and author, and the condensed content of her HBR blog post.
Savvy leaders can build on the work of winners to encourage a positive spirit, laser focus, mutual respect, lots of practice on the details and lasting support systems that can make successes and comebacks more likely.
In marketing today, winners know more, deliver more and expect more than those who just shows up for the snack bar.
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
This document discusses 7 ways to stop traditional selling approaches and start building relationships with clients. It outlines how changing one's sales mindset from always pitching and closing deals to focusing on understanding client needs and determining fit can improve sales outcomes. Some key shifts discussed include starting conversations instead of pitches, uncovering truths behind client objections rather than countering them, and exploring problems clients want solved without defending products. The goal is to establish trust and avoid pressure so clients feel they can choose freely.
The document provides advice for business owners during uncertain economic times. It recommends developing a strategic plan to strengthen the business and increase its value. Now is a good time to improve processes, gain customers from struggling competitors, and make the company more sustainable and valuable. The author advises talking to customers and suppliers to understand how to support them, and working with banks by being proactive if needing funding help. Overall business owners should take a strategic approach of continuously improving their company rather than just waiting for economic conditions to change.
This document discusses brand management and developing effective advertising concepts. It provides tips for brand managers, including understanding consumer needs, developing new product benefits, comparing products to competitors, eliminating negatives, tapping into trends, and offering quality or price advantages. Strong concepts should be concise, promote the brand name, use simple language, have a clear headline and message, and state details like sizes and prices. Copy testing helps evaluate concepts through measures like recognition, recall and behavioral responses.
This document discusses value-based selling and influence. It defines selling as demonstrating how a product or service serves a buyer's self-interest and enhances their life. With more informed consumers, salespeople must get smarter. Influence involves asking someone to do something they wouldn't normally do, and is based on trust. The document outlines classical rhetorical devices for influence, and discusses identifying a prospect's values to effectively communicate value. It promotes helping others succeed through the law of reciprocity.
The document outlines 5 steps to get out of a sales slump: 1) Continue polite perseverance and don't give up after the first "no", 2) Establish personal relationships with customers, 3) Learn from mistakes instead of despairing and adapt your approach, 4) Avoid non-selling "alibi" tasks and focus on actual selling, 5) Don't blame external factors and instead focus on customers who can get you out of the slump through new sales or up-selling existing customers. Adapting your sales approach to understand each customer's unique motivations is key to overcoming obstacles and getting back on track to success.
The document discusses pricing strategies and techniques for professionals. It introduces the 3D formula for pricing - design, determine, and demonstrate. It also covers the 4 P's of professional selling - promise, picture, proof, and pitch. The document provides an overview of different pricing models and strategies like cost-plus pricing, competitive pricing, and value-based pricing. It emphasizes understanding customer needs and creating value propositions to charge premium prices.
The document discusses the changing role of salespeople. It notes that prerequisites for sales jobs are getting longer and more impressive, reflecting higher expectations of skills. However, few people aspired to careers in sales when younger. The archetypal salesperson is described as someone selling financial, insurance or medical products. The document advocates profiling successful salespeople to identify key traits, using sales aptitude tests, and recruiting people with the right attitudes of commitment, accountability, and cause-orientation. It suggests salespeople should take on different roles like student, doctor and architect to understand customers' needs during the buying process.
The document discusses strategies for salespeople to use when selling in a down economy. It recommends maintaining a positive attitude and controlling what you can, like your mindset. It also suggests understanding the customer better by focusing on saving them money and increasing revenue. A proven strategy includes doing homework on customers, growing existing customers, and acquiring new ones when competitors fail. The document promotes these tactics through a free three-part podcast series on maintaining attitude, understanding customers, and proven strategies for success.
Are you desperately seeking highly qualified, competent sales people? In today’s world, recruiting world class talent is a big challenge. The investment made in hiring and onboarding is significant. How can you maximize the return on that investment each time you extend an offer and bring a professional onto your sales team?
20 top sales_leaders_reveal_their_biggest_productivity_secretsMiguel Spencer
This document summarizes insights from 20 top sales leaders on important shifts in sales strategies, technologies, and processes. Key points include:
- Sales professionals must adapt to changing buyer behaviors and implement fact-based research and briefings rather than just value propositions.
- Cross-functional collaboration, understanding how revenue flows through organizations, and focusing on long-term customer sustainability are important.
- Specializing sales roles into prospectors, market response reps, closers, and account managers can dramatically improve pipeline and scale.
- Qualifying sales prospects thoroughly and providing sales enablement infrastructure helps reps focus on closing deals.
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
9 Experts on Rethinking Demand Generation: Strategically Target Your Content ...Mighty Guides, Inc.
Demand generation content must disrupt the status quo in order to drive change and facilitate sales. Experts provide several tactics for doing so, such as reframing a prospect's thinking to challenge their view of the status quo, creating content that focuses on the pain of sticking with the current situation rather than the potential gains of changing, and helping different stakeholders within a prospect's organization communicate to build support for change. The goal is to convince prospects that maintaining the status quo poses more risks than making a change to a new solution.
How B2B buying and selling will change in 2020Shruti Kapoor
In this eBook, we have tried to answer questions like...
What are some of the new obstacles faced by other sales teams especially after the pandemic and what can you learn from it?
How has the buying process changed in light of COVID-19?
How can sales teams continue to have meaningful conversations?
Is it ok to be cold-calling or emailing prospects right now?
What type of messaging should be used in cold outreach to build relationships without pissing off your prospects?
What can sales, success & marketing teams do together in this time?
With layoffs dominating your team’s LI feed, how do you continue to motivate your sales reps?
Amanda Thomas McMeans is the founder and president of TwoScore, a firm that helps credit unions under $100 million in assets reach their strategic goals through marketing. She has over 12 years of experience working for credit unions ranging from $37-200 million in assets. She understands the unique challenges smaller credit unions face. Some of her suggested speaking topics include setting rock solid goals, bringing a credit union's culture to life, building a winning marketing plan, reading financial reports, and finding your inner marketing rockstar. She also offers strategic planning sessions to help executive teams and boards set a vision for future success. Testimonials praise her knowledge of the credit union movement and ability to help smaller institutions take their marketing to the next level
This document provides an overview of a framework called the "three circle Venn diagram" for developing competitive strategies. The framework involves mapping customer needs and perceptions of a company's offerings and its competitors' offerings to understand how to differentiate in ways that matter to customers. It was developed by a marketing professor to simplify complex strategy models. Applying the framework involves conducting customer research, plotting the results on the Venn diagram, and generating strategies to better meet unmet needs and strengthen areas of advantage. An online platform called Vennli was created to help companies implement this framework and use continuous customer feedback to refine their differentiation strategies over time.
This document discusses four critical elements of a marketing strategy: brand promise, marketing analytics and automation, referrals, and leadership. It argues that a strong brand promise that is embraced by the entire organization is very important. It also stresses the importance of utilizing analytics of member data to better understand the most profitable members and focus marketing efforts. Developing a referral strategy that encourages existing members to refer others is also recommended. Strong leadership is needed to successfully implement all elements of the marketing strategy.
Achieving your sales quota and exceeding them can get challenging. With the competition out there, the ones who provide a superior sales experience to the buyers are the ones who close the most shiny deals.
The most important factor in achieving those goals is- YOU
This document discusses the importance of having a strong, differentiated brand for revenue growth. It outlines the six pillars necessary for unstoppable B2B revenue growth, with the first pillar being a differentiated and compelling brand promise. The document defines what a brand is, its key components, and attributes of successful brands, emphasizing that brands must be unique, create emotional connections, and have a "wow factor" to positively impact revenue. It provides an example of a company with an effective brand strategy and encourages prioritizing brand strategy to gain competitive advantages in the marketplace.
The document outlines 4 key challenges that sales leaders face: inconsistency in the sales process, lack of pipeline to hit quotas, low rep productivity, and lack of visibility. It provides strategies and investments to address each challenge, such as driving consistent messaging and actions through the sales process using software, defining responsibilities around pipeline generation and consistency, consolidating tools to reduce fatigue, automating tasks to increase capacity, and tracking key metrics like pipeline coverage and close rates for visibility. Implementing these approaches through a sales success platform can help transform a team into a high-performing revenue generating machine.
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineTaylor Miller
This document discusses four key challenges that sales leaders face: 1) inconsistency in the sales process, 2) lack of pipeline to hit quotas, 3) lack of rep productivity, and 4) lack of visibility. For the challenge of inconsistency, the document recommends driving consistent messaging and actions through the sales process using software. For the pipeline challenge, it recommends defining responsibilities for pipeline generation and consistency in pipeline generation strategies.
5 Biggest Business Challenges Entrepreneurs Faceerickjones014
Have you ever wondered, “Why do so many entrepreneurs work so hard and are usually stressed?” Maybe you’re experiencing some of this yourself? Do you ever ask yourself, “Why is it so hard to run a business?” No success story seems to have come easy. In fact, for many entrepreneurs, life can be so challenging, sometimes it’s tempting to just get a job! Why is that the case?
Klaus-M. has 20 years of experience from enterprise sales to B2B SaaS inbound and outbound sales. This presentation gives a holistic overview of sales and many insights into his learnings.
The sales “closer” has an almost mythical reputation in the annals of business. Movies like Tin Men, Boiler Room, Door to Door and Wall Street show how the most successful at the craft of selling are also the most devious.
Discover how marketing can support the new sales model. While the hard-sell approach works in the movies, and perhaps in a bygone era, the days of the high-pressure closer are numbered. So how can you support a sales model that is based on guidance, coaching and education, and less on mastering high-pressure sales techniques?
Here are five suggestions:
- Give prospects what they want – not what you think they need.
- Give sales reps what they want.
- Make sure your messaging is crystal clear.
- Establish a firm set of expectations with your sales counterparts.
- Revisit your lead-to-revenue (L2R) model.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com.
Marketing and sales part 2 of 3. In this section there's an overview of sales. From the definition to potential jobs that sales individuals can have and more.
Setting up an in-house Marketing Department of One.Shannon Eastman
The document discusses setting up a marketing department of one (MDOO). It provides advice on when to hire an MDOO, what to look for in an MDOO candidate, and lessons learned. Key points include: hire an MDOO after developing your marketing strategy and minimum viable campaign, look for an intrapreneurial attitude in candidates, and ensure the MDOO has clearly defined high-value daily tasks to avoid inertia. Independent marketing advice is also recommended to avoid internal politics influencing decisions.
IPEX - Selling your Business Successfully ReportCavendish
This document summarizes a report on successfully selling a business. It discusses the importance of planning an exit from a business to maximize value and ensure fulfillment after the sale. Key points covered include determining when and how to leave the business, identifying a successor if transferring ownership, estate planning, and discovering post-sale passions. The report recommends a three-step process for creating an exit plan: setting goals for when the owner will leave day-to-day operations and liquidate ownership shares, analyzing the current state of the business, and developing a customized plan to achieve the stated goals.
The document provides an agenda for a sales management meeting covering various topics such as the functions of a sales manager, sales operations strategies, key performance indicators (KPIs), sales commission structures, sales planning, forecasting, and more. It includes definitions of sales management, the functions of a sales manager including planning, organizing, leading, and controlling. It also discusses qualitative and quantitative sales forecasting methods, moving average forecasting techniques, and the importance of sales analysis through reporting on metrics like the sales funnel and close ratio.
The document outlines a four step process for holding producers accountable in order to meet organizational growth goals. Step one is to build realistic goals by setting defined tiers based on historical data. Step two is clear communication of goals through involvement in planning and regular check-ins. Step three is providing tools to support success like training and systems. Step four is establishing a sales process and message for producers to follow. By setting expectations, communicating goals, providing tools and processes, organizations can embrace a true sales culture of accountability needed for growth.
Similar to Going beyond your personal best ncb-oct2017 edit (20)
The document discusses the relationship between creativity and mental health. It notes that several studies have found links between mental health problems and creative brains, as many famous artists struggled with their mental health. However, psychologists caution against overstating this connection, as not all creative people have mental disorders. The document encourages creatives to use their talents to improve their well-being rather than being slaves to their passions. It also provides resources for those struggling with mental health issues like depression.
The document discusses helping teenagers make good decisions. It notes that the prefrontal cortex, responsible for decision making, is not fully developed until the early-to-mid 20s. As a result, teenagers are more likely to make impulsive decisions and be influenced by peers. However, decision making skills can be learned. The document outlines six key steps: 1) be aware of upcoming decisions, 2) scenario plan, 3) stop and think, 4) have a decision making compass, 5) ask for help, and 6) use mistakes as learning opportunities. Good decision making skills can set teens up for success and help manage stress.
This document provides information on networking for success. It discusses who the event organizers are and what they do. The objectives of the event are to become a magnet for attracting the right people, create a master plan for events, stop just handing out business cards, become the most liked person at events, and take networking online. Additional objectives are to always be open to conversations and make networking a core part of one's identity. The benefits of networking are discussed, including access to new opportunities that may not be publicly advertised. Effective networking involves developing relationships in a genuine way rather than just being self-serving. The document provides tips on mapping one's network, identifying important connections, engaging and adding value to relationships, and growing one's
Mastering the team approach our-march2019editLeahcim Semaj
The document discusses several rules for building an effective team. It begins by explaining that an organization's behaviors are shaped by what is reinforced, either directly or indirectly. It then discusses Jesus as the ultimate example of effective team building, as he had a clear vision, trained others, led by example, and made sure his team had fun. The document outlines that a team requires diverse skills, effective communication, a clear purpose, and emotional intelligence. It describes the different team roles and working styles that should be represented, and emphasizes leveraging each person's strengths.
The document discusses puberty and provides information about the physical and psychological changes that occur during puberty. It covers topics like what puberty is, the timing of puberty, changes that occur for girls and boys, discussing puberty with children, mood swings during puberty, and dealing with peer pressure during puberty. The document aims to educate parents and children about the normal changes of puberty and provide tips for parents on how to help their children cope with puberty.
This document discusses strategies for creating organizational change. It begins by outlining the need for a clear and compelling vision that defines the desired future state. It also stresses the importance of understanding the priorities and perspectives of key influencers in order to gain their support. The document then discusses how to build a team of allies to help build momentum for change. It also emphasizes the importance of providing transparent communication and information to stakeholders. Additionally, it recommends taking steps to gather feedback to ensure the change effort is having the intended impact. Finally, it notes that successfully driving organizational change is a long-term process that requires persistence and adapting messaging over time.
The document announces the launch of gender studies at the University of the West Indies. It discusses how the program will examine social and cultural issues surrounding gender, and help address problems related to masculinity in society. It aims to better understand challenges facing men and boys, and develop ways to encourage more pro-social behaviors through education and socialization.
Leadership Development Jamaica Inn Nov2018ALeahcim Semaj
This document outlines an upcoming leadership development workshop to be held at Jamaica Inn in Ocho Rios, Jamaica on November 14-15, 2018. The workshop will be led by Dr. Sandra Palmer and Dr. Leahcim Semaj and will have two half-day sessions for a cohort of approximately 40 middle managers. The sessions will examine the roles and responsibilities of middle managers, using sports metaphors like football midfielders. Issues like developing culture, strategic alignment, and resource allocation will be discussed.
This document appears to be a presentation on leadership. It discusses how leadership can be learned rather than being an innate quality. It covers several topics related to leadership such as the changing global environment, necessary leadership skills, different leadership styles, and what research says about effective leadership. The presentation provides examples and advice from various leaders throughout history. The overall message is that leadership skills can be developed through training, self-evaluation, and learning from others.
Dr. Leahcim Semaj presents a document discussing the spiritual and psychological significance of work. It covers several topics:
- Work allows us to pay rent for occupying space on Earth and use our talents in service to others.
- The parable of the talents teaches that we should invest what we are given and not hide our talents.
- Proper work provides meaning, rewards, and sustained intimacy, which are basic human needs.
- Financial literacy and proper money management, including learning, earning, saving, and investing, are important life skills.
- A professional attitude includes maintaining appropriate work ethics like respect, confidentiality, and emotional maturity.
Change mgt and cultural alignment black ink- sept2018aLeahcim Semaj
This document provides an overview of Dr. Leahcim Semaj's career journey and work in transforming organizations through aligning their culture, mission, vision and values. It discusses how he helped numerous companies in Jamaica including repositioning KFC, launching several new beverage products, and transforming the culture at the Kingston Container Terminal. The document is presented across multiple chapters that cover topics such as developing a company's mission and vision, measuring and managing organizational culture, and aligning work values to help drive employee engagement and business success.
This document provides information about supervisory roles and responsibilities. It discusses the importance of effective communication, commanding respect from colleagues, conflict resolution, and motivating others. It addresses traditional supervisory tasks like scheduling and performance evaluation as well as expanded roles in developing teamwork, continuous improvement, and customer focus. The document also discusses challenges supervisors may face with conflicting traditional and new roles and provides tips for skills like communication, establishing respect, and providing feedback to direct reports.
Mastering the team approach jtb-aug2018editLeahcim Semaj
This document outlines an motivational teambuilding workshop hosted by Dr. Sandra Palmer and Dr. Leahcim Semaj of Above or Beyond. The morning session focuses on self and team evaluation, where participants assess their own strengths and weaknesses and how they contribute to the team. The afternoon session is about transforming oneself and the team, with activities to re-energize the team, build morale and maintain professionalism. The overall goal is to help organizations and teams maximize their potential through developing emotional intelligence and effective communication.
The document discusses living intentionally through decision making and goal setting. It provides 12 steps for designing one's life and career, including identifying personality, strengths, interests, skills, values, ideal work and living conditions. The key message is that individuals can design their own life through making conscious decisions, rather than being limited by plans or circumstances. Decisions shape one's path more than plans. Overall, the document presents a process for intentional self-reflection and career design.
Parenting workshop transition to hs june2018Leahcim Semaj
DEVELOPMENT IS ASYNCHRONOUS
‘Ready-up Children, Parents & Teachers: Transitioning from Primary to High School’.
Dr. Leahcim Semaj
June 30, 2018
www.AboveorBeyondJM.com
Mastering the team approach haj-jun2018Leahcim Semaj
The document discusses effective team building and provides 11 rules for mastering the team approach. It begins by explaining that an organization's behaviors and actions, intended or unintended, shape the system. It then covers the 11 rules which include: having a spiritual significance and business purpose for the team; understanding communication is key; ensuring the team covers 10 necessary functions; and acknowledging the four different working styles within teams. The overall message is that following these rules can help organizations build effective teams.
You may be stressed about revealing your cancer diagnosis to your child or children.
Children love stories and these often provide parents with a means of broaching tricky subjects and so the ‘The Secret Warrior’ book was especially written for CANSA TLC, by creative writer and social worker, Sally Ann Carter.
Find out more:
https://cansa.org.za/resources-to-help-share-a-parent-or-loved-ones-cancer-diagnosis-with-a-child/
Aggression - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
Understanding of Self - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
ProSocial Behaviour - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
As we navigate through the ebbs and flows of life, it is natural to experience moments of low motivation and dwindling passion for our goals.
However, it is important to remember that this is a common hurdle that can be overcome with the right strategies in place.
In this guide, we will explore ways to rekindle the fire within you and stay motivated towards your aspirations.
Procrastination is a common challenge that many individuals face when it comes to completing tasks and achieving goals. It can hinder productivity and lead to feelings of stress and frustration.
However, with the right strategies and mindset, it is possible to overcome procrastination and increase productivity.
In this article, we will explore the causes of procrastination, how to recognize the signs of procrastination in oneself, and effective strategies for overcoming procrastination and boosting productivity.
Best Way to Overcome Procrastination and Increase Productivity.pdf
Going beyond your personal best ncb-oct2017 edit
1. Going Beyond Your Personal Best/
Building Your Own Brand
Dr. Leahcim Semaj
www.AboveorBeyondJM.com
NCB’S GROUP SALES CONVENTION 2017
IBEROSTAR SUITES CONFERENCE CENTER,
OCTOBER 6, 2017
10/2/2017 WWW.ABOVEORBEYONDJM.COM 1
2. The Death of A Salesman
… As We Knew Him
•Each week we can see a
growing number of ads
seeking sales persons
•The lists of prerequisites
are getting longer and
more impressive:
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3. The Ad
At least 2 years experience;
be creative flexible and outgoing;
professional and business-like;
possess strong oral and written skills;
own a reliable motor car;
be able to travel island wide;
have a minimum of 6 CSES subjects;
previous sales experience an asset;
be able to work on their own initiative.
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4. I frequently remind these ambitious employers
that persons who are able to work on their own
◦ and are self-motivated
◦ more often that not
◦ tend to be self-employed
But the problem is deeper than that
Where do they expect these sales persons to materialize from?
What aspect of our school experience is producing this subtle
mix of technical and interpersonal skills?
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5. Who is the archetypical typical sales person?
I would think that in Jamaica many would nominate
someone selling
◦ Financial products
◦ Insurance
◦ Consumer goods
◦ Medical supplier and drugs
What did these persons want to be when they
“grow big”?
I can guarantee that it was not sales
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6. The Aspirations
What percent of people who are now in
sales had these aspirations in primary
school?
◦ Few?
In high school?
◦ Less
In college?
◦ None
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7. Here is a career path
that can generate very high income and
autonomy,
while at the same time being extremely critical
to most business,
yet has received no support from the formal
educational system
Were there any sales persons at your
school’s Career Day?
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8. The Attraction
The most common attraction to the area
of sales has been
◦the ability to set ones earning capacity and
your own hours
I dare say that more people have these
desires than have the capacity to meet the
expectation
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9. The Male Profile
I have always thought that the
best profile for an old order sales
man would be
◦does not live with parents
◦have expensive tastes for
◦material things
◦and high maintenance women
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10. The Female Profile
would be
◦an ambitious
single mother
◦who wants the
best for her 3
children
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11. will be driven to produce
Today sales have evolved well beyond these
parameters
We had better wake up and begin some
serious preparation work for this profession
Both of these persons
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The New Salesperson
Is a strategic business
partner who is no
longer interested in
“closing a sale”,
◦but instead
◦ “opening a relationship”.
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The Data
"How to Hire and Develop Your Next Top Performer: The
Five Qualities That Make Sales People Great”
◦ Herb Greenberg, Harold Weinstein and Patrick Sweeney
Correlations of hundreds of thousands of
assessments that were performed over several
decades
◦with various sales performance measurements.
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They help us understand
why it is that some people succeed in sales,
◦while others seem to get nowhere.
They arrived at a frightening conclusion
◦that may well be applicable to the Jamaican situation.
16. The Data
55% of the
people earning
their living in
sales
◦should be doing
something else
25% have what it
takes to sell,
◦but they should be
selling something
else
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17. 10/6/2017 WWW.LTSEMAJ.COM 17
WHY?
The reasons for these dismal figures
◦ are largely based on the fact that most sales persons are primarily
driven by the earning potential
Usually selected for the job by limited and subjective
processes.
◦ This usually means a resume (self-report)
◦ and an interview.
We recommend that if Sales is critical to your business,
an employer must go well beyond this.
18. The Data
Observation of 800 Sales Professionals in live sales
meetings
Discovered 8 sales types
Only three (3) types accounting for 37%
◦were consistently effective
Five (5) types – 63%,
◦Consistently under performed
19. The Bad News
9.1%
of sales meetings
result in a sale
1 of 250
sales people
exceed their
targets
20. The Good News
The 8 types represent behavioral tendencies,
◦not set-in-stone personalities
Managers can effect changes in their current
salespeople,
◦and recruit better team members in the future in
the understand the 8 types
21. Time To Draw Back The Bow
Position
Enable
Follow
Through
10/2/2017 WWW.ABOVEORBEYONDJM.COM 21
22. DRAWING BACK THE BOW:
An archer steps up to the line with a bow and arrow.
The bow is raised, the arrow nocked.
Now, inch-by-inch, the arrow is moved backwards—
away from the target.
It is precisely this motion of drawing back the bow that
determines the force and speed of the arrow’s flight.
This newest Sales Best Practices Study highlights three
phases of sales in action:
position, enable, and follow through.
Each phase reflects a concern with the skills, goals, and
methodologies of applying the art of sales to the unique
circumstances of each customer.
10/2/2017 WWW.ABOVEORBEYONDJM.COM22
23. The archer sets up for the kill
by pulling back and
holding the bow.
The accuracy of the shot is
determined by knowing
just when to let go.
BOTH COMPONENTS ARE CRITICAL
Dr. Leahcim Semaj
ABOVEorBEYONDJM.COM
10/2/2017 www.ABOVEorBEYONDjm.com 23
24. Phase 1: POSITION
This saying refers to alignment, focus, and clear
priorities when allocating resources.
You will see this notion of alignment among the
top 12 behaviors exhibited by World-Class Sales
Performers
Top performers understand that alignment is what
allows a single arrow to fly further and
outdistance their competitors.
In sales and archery, a crucial aspect of positioning
is preparation.
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25. Phase 2:
ENABLE
Sales enablement covers
the entire customer’s
journey, from awareness
phase to buying phase up
to implementation and
adoption phase.
the goal is to increase
sales results, but the
impact of a single
arrow is not always
the best measure of
success.
Our definition of selling remains:
to establish and elevate
relationships over time to create
more and better business.
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26. Phase 3: FOLLOW THROUGH
The true sales professional never stops looking at existing business.
They follow through: from sale to implementation to continual service and
communication with the customer.
The sale is not a conclusion, but one more event in a continuum.
In this phase, World-Class Sales Performers say:
• We have relationships and dialog at the highest executive levels with all
our strategic accounts.
• We have an effective process for managing our accounts.
We no longer ‘close a sale’, we open a relationship.
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27. The Best Always Strive To Get Better.
sales evolves from old-fashioned “pitchmen”
to modern customer-centric professionals.
Accurate in aim.
Agile in response.
Aligned in purpose.
Constantly working to establish and elevate
relationships.
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28. What Makes A Sales Superstar?
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29. Responsibility.
Because they consider
themselves directly
responsible for the
success of all their efforts,
◦ these achievers always set
high performance and
quality standards for
themselves, often exceeding
those established by their
organization.
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30. Trainability.
Top people in sales always seek
fresh, creative solutions to their
challenges and are willing to
learn new techniques and tools
to up their game.
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32. High Motivation/Will/Grit
Highly motivated sales professionals
are driven to surpass targets, possess
the grit to continue even amid
discouraging circumstances, and view
problems not as stumbling blocks but
as opportunities for growth and
improvement.
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33. Product
Knowledge
What differentiates superstars from
the regular salesperson is that they
know their wares so thoroughly that
they are confident and proud of
what they’re offering, and they
possess the ability to spot new ways
of leveraging the product as a
solution to customers’ unforeseen
problems.
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35. Sales Process
Conformity/Adaptability
They keep their workflows
aligned with an
established process, these
elite sellers keep their
pipelines full and flowing.
Superstars are always
prospecting, following up
and closing deals as fast as
they could.
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37. Defining
World-Class
Sales
Performance
In the 2016 CSO Insights Sales Best Practices
Study, World-Class Sales Performers
outperformed All Respondents by more
than 21% in key metrics:
• Number of Qualified Opportunities
• New Account Acquisition
• Average Account Billing
• Year-Over-Year Existing Customer Growth
• Quota Achievement
10/2/2017 WWW.ABOVEORBEYONDJM.COM 37
42. The Will to Win.
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43. 1. Connect With The Universe
2. Know Your Mind
3. Why R U Here?
4. The Bold Vision
5. The 100 Day Goals
6. The 1 Month Plans
7. The Best Decisions
8. The Law of Attraction
9. Know When to Hold
10. The Intuitions
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45. PERSPECTIVE IS EVERYTHING
We live in 2 different worlds:
◦the world of ultimate reality and
◦the world of subjective reality.
◦ http://www.healyourlife.com/hack-your-mind-how-perception-creates-reality
10/2/2017 WWW.ABOVEORBEYONDJM.COM 45
46. Ultimate Reality
is The Product of Subjective Reality
“MIND”
10/2/2017 WWW.ABOVEORBEYONDJM.COM 46
47. REALITY IS CREATED BY FOCUS
Wherever we
focus our
perception,
•a personal
experience takes
shape.
When we shift
our perception,
•we will inevitably
experience a
different world.
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49. What We Now Know
We have a natural ability
• to change the brain and
body by thought alone.
1
We you can make thoughts
more real than anything else,
• we can change who you are
from brain cell to gene.
2
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52. Focus on What You Want
If you entertain that idea
even for a moment,
◦you might start
focusing on what
you want instead
of what you don’t
want.
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57. Why Are You Here?
STEP 3
10/2/2017 www.ABOVEorBEYONDjm.com 57
58. Here For A Purpose?
OR A SPECK OF MEANINGLESS EXISTENCE?
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59. Do You Love
What You Do?
In a world of rising technology, what will allow you
to succeed isn't sheer mental horsepower -
computers will always be faster and more accurate,
after all - nor is it just basic EQ, like regulating your
own emotions and recognizing others'.
What sets humans apart is love,
i.e. our feeling for justice, our creativity in the face of
challenges, our ability to empathize deeply and
respond wisely. (Jack Ma)
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63. What is Your Bold
One (1) Year Vision?
STEP 4
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64. /
Your Bold Vison
Who do
you want
to be?
01
Where do
you want to
be?
02
What do you
want to
have?
03
What do you
want to be
doing?
04
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71. Make Your 1 Month Plans
‘as much detail as possible’
STEP 6
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72. Make Your One Month Plans
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73. Make The Best Decision Each Day
‘based of all available information’
STEP 7
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74. /
From Vision to Reality
1
Your Bold
Vision
2
Your Goals –
100 days
3
Your Plan – 1
Month at a
time
4
Your Best
Decision -
Daily
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80. The Science Behind
The Law of Attraction
We attract into our
lives anything that we
give attention to,
◦regardless whether it be
positive or negative
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82. Know When To Hold
‘Know when to let go’
STEP 9
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83. Knowledge & Wisdom
"Knowledge is learning something new
every day.
Wisdom is letting go of something every
day”
◦Zen Proverb
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84. The archer sets up for the kill
by pulling back and
holding the bow.
The accuracy of the shot is
determined by knowing
just when to let go.
BOTH COMPONENTS ARE CRITICAL
Dr. Leahcim Semaj
ABOVEorBEYONDJM.COM
10/2/2017www.ABOVEorBEYONDjm.com 84
87. What
Does
Your
Intuition
Tell You?
Intuition is an advanced
pattern recognition device.
Your subconscious mind
somehow finds links between
your new situation and various
patterns of your past experiences
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88. 1. Connect With The Universe
2. Know Your Mind
3. Why R U Here?
4. The Bold Vision
5. The 100 Day Goals
6. The 1 Month Plans
7. The Best Decisions
8. The Law of Attraction
9. Know When to Hold
10. The Intuitions
10/2/2017 WWW.ABOVEORBEYONDJM.COM 88
93. Do It For The Love
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94. Going Beyond Your Personal Best/
Building Your Own Brand
Dr. Leahcim Semaj
www.AboveorBeyondJM.com
NCB’S GROUP SALES CONVENTION 2017
IBEROSTAR SUITES CONFERENCE CENTER,
OCTOBER 6, 2017
10/2/2017 WWW.ABOVEORBEYONDJM.COM 94
95. Dr. Leahcim Semaj
Intl. Keynote & Motivational Speaker
Above or Beyond
876-383-5627
10/2/2017 www.ABOVEorBEYONDjm.com 95