Smart Selling 4.0

SMART Selling 4.0
THE ALANA HOTEL & CONVENTION CENTER
YOGYAKARTA
@ 2019 . All Rights Reserved . CRDAZ Academy BY 3LIGHTHOUSES . Excellence . Greatness . Legacy . www.ThreeLighthouses.com

STRATEGI C HOSPI TALI TY &
HUMAN CAPI TAL
EDUCATI ONAL & CREATI VE
Our Vi si on and
Mi ssi on:
Our Val ues:Our gui di ng pr i nci pl es ar e:
• Hospi t abl e r ef l ect s on t he
per sonal i t y and act i on.
• Ent r epr eneur i al Spi r i t as a
gui dance i n busi ness and
wor k.
• Account abl e f or bei ng
r espect f ul and t r ust ed.
• Smar t i n conduct t he
busi ness, our t hi nki ng, and
act i on.
• Per sever ance i s t he key t o
t he gr owt h and
sust ai nabi l i t y.
3Li ght houses i s a gl obal f i r m f or Hospi t al i t y and
Human Capi t al ser vi ces and i ni t i at i ves. f ounded on
November 11t h
, 2004.
I n t ot al , we have assi st ed our cl i ent s wi t h mor e
t han 150 wor ks.
For f ur t her i nf or mat i on, pl ease vi si t
www. Thr eeLi ght houses. com
3Lighthouses
About 3Li ght houses:
• Our vi si on i s t o be
r ecogni zed as a gl obal
hospi t al i t y & human capi t al
f i r m and as t he l i ght house
of I ndonesi a.
• Our mi ssi on i s assi st wi t h
achi evi ng your def i ned
vi si on.

Mateo
Muhammad
Founder & Managi ng Di rect or
+62 815 192 555 92
+62 812 13733 484• Ar ea Di r ect or of Human Resour ces Hyat t I nt er nat i onal Hot el s
i n I ndonesi a ( 7 pr oper t i es; 2 Jakar t a, 1 Bandung, 1 Yogya, 1
Sur abaya, 2 Bal i ) .
• Awar ded Asi a Paci f i c Human Resour ces Awar d t wi ce; Hyat t
Ar yadut a Jakar t a, Gr and Hyat t Jakar t a.
• Awar ded Asi a Paci f i c Tr ai ni ng Awar d, Hyat t Ar yadut a Jakar t a
• Gr oup Di r ect or of Human Resour ces, Si nggasana Hot el s &
Resor t s over seei ng Hi l t on Hot el s i n I ndonesi a ( Jakar t a
Hi l t on, Sur abaya Hi l t on, Bal i Hi l t on) , Jakar t a Convent i on
Cent er , Lombok Gol f Kosai do, Mar anu Makassar , Bal i Gol f
Kosai do.
• Vi ce Chai r man of Hot el Human Resour ces Manager s Associ at i on.
• Secr et ar y Gener al of Sekol ah Ti nggi Par i wi sat a Bandung
Al umnae.
• Act ed as Gener al Manager f or I naya Put r i Bal i ( dur i ng APEC
i n Bal i ) .
• Hot el Openi ng Suppor t s; Gr and Hyat t Bei j i ng & Hyat t Regency
Mumbai .
• St r at egi c Task For ce f or Hyat t I nt er nat i onal ; desi gni ng
Hyat t I nt er nat i onal Cor por at e St r at egy, desi gni ng Coachi ng
Modul e, I ndust r i al Rel at i ons f or Manager s, l i censed
i nt er nat i onal t r ai ner f or Leader shi p Tr ai ni ng & Tr ai n t he
Tr ai ner .
• Appoi nt ed Ser vi ce Excel l ence Tr ai ner f or Kement er i an Budaya
& Par i wi sat a RI ; conduct i ng Ser vi ce Excel l ence t r ai ni ng f or
10 t our i sm dest i nat i on ci t i es.
We have assi st ed our cl i ent s i n t ot al of 150 wor ks
si nce November 11t h, 2004 i ncl udi ng t he f ol l owi ng;
Learning Coach
Fol l ow I G @i am3l i ght houses @mat eo. Muhammad
Facebook www. f acebook. . com/ gr oups/ 3l i ght houses
www. f acebook. com/ cr daz

Hotel Chanti Semarang:
Learning Moments

ARTOTEL Group:
Learning Moments

COCOWORK:
Learning Moments

Grouping:

Learning Agenda:
DAY ONE: Monday, Apri l 23rd
,
2019
DAY TWO: Tuesday, Apri l 24t h
,
2019
08: 00
Wel come
I nt r oduct i on & Cour se Obj ect i ves
Gr oupi ng & Gr oup Compet i t i on
SMART Sel l i ng Ski l l
SMART Sel l i ng Pr ocess
Def i ni ng Val ue Pr oposi t i ons of The
Al ana Yogyakar t a; your sel l i ng scr i pt s
Def i ni ng Poi nt of Sal es; Rooms, F&B,
MI CE, Tel ephone, Busi ness Cent er ,
Laundr y, Spa, Ot her I ncome and
Est abl i sh Sel l i ng St r at egy
Pr oduct Knowl edge Qui z: Ear ni ng
Poi nt s!
08: 00
Revi ew Day One
Revi ew Scor i ng
SucessTool ki t : Ef f ect i ve Communi cat i on
& I nf l uence Ski l l s; Feat ur e &
Benef i t s, Pr esent i ng Al t er nat i ves &
Sol ut i ons, Pr esent i ng wi t h I mpact
Gr oup Exer ci se:
Revi ew Hot el Sal es & Mar ket i ng’ s
pr omot i on st r at egi es and desi gn
r ecommendat i ons.
Gr oup Luncheon Gr oup Luncheon
13: 00
Pr e- Cour se Assi gnment – Pr esent at i on &
Scor i ng
Sel l i ng Techni que & St r at egy: Fr om
appr oved Busi ness Pl an t o Act i ons
Gr oup Lessons Lear ned: Day One
Gr oup Pr esent at i on
13: 00
Def i ni ng Smar t Sel l i ng Goal s & Tact i cs
Desi gni ng Mont hl y Act i on Pl an
Gr oup Pr esent at i on: Lessons Lear ned
Ways Fo r wa r d : What ’ s Next ?
Wi ni ng Gr oup
Cour se Compl et i on Cer t i f i cat e

Grouping:
GROUP 1: Excel l ence GROUP 2: Great ness GROUP 3: Legacy
Leader :
Jane Hast er
Leader :
Ar di na Pr amudi t a
Leader :
Dar i s Sar j i t o
Member s:
1. Asi h Wi wi ed
2. Akhmad
3. Teguh Ri yadi
4. Li anawat i
Koent oj o
5. Pr abowo Dani
Suhendr o
6. Henr y Set i awan
7. Gur uh Sunt ar a
Member s:
1. Deni Dwi
2. Doni Kur ni awan
3. Nat asya Jul i a
Kr i st i
4. Adi t ya Her dyant o
5. Luf t hi Hi mawan
6. Mar i a Fl or ent i na
7. Al vi na Novayant i
8. Cl audi a Zi nsca
Di nant y
Member s:
1. Fl or ent i a
2. Andi kar a
Mahar dhi ka
3. Er wi n Pr abawa
4. Fi r st a Si l vi a
5. Ar as Yudha
Pr aset ya
6. Mar i a Desi nt a
7. Tr i Pur wani ngsi h

Scoring Board:

Scoring Board:
ACTIVITY GROUP 1 GROUP
2
GROUP
3
Gr oup I dent i f i cat i on
Pr e- Cour se Assi gnment
Pr oduct Knowl edge

Learning Objectives:
By t he end of t he cour se, you wi l l be abl e t o:
Under st and t he concept of SMART Sel l i ng 4. 0
and i mpl ement i t at t he wor kpl ace.
Boost sel f conf i dent i n becomi ng t he
ambassador of The Al ana Hot el and Convent i on
Cent er Yogyakar t a by under st andi ng pr oduct s
and ser vi ces of f er ed t o cust omer s
Desi gn compr ehensi ve and det ai l ed hot el sal es
and mar ket i ng st r at egi es wi t h t he mai n
obj ect i ve i s t o exceed appr oved budget of 2019
Adopt Busi ness Model Canvas t o i ncr ease
r evenue of The Al ana Hot el and Convent i on
Cent er Yogyakar t a
Use avai l abl e t echnol ogy r esour ces t o
i ncr ease br and awar eness and sal es.

Learning Objectives:
By t he end of t he
cour se, you wi l l
be abl e t o:
• Fi nd wor kabl e
st r at egy and
t act i c t o meet and
even exceed t he
appr oved 2019
Busi ness Pl an
Obj ect i ve.
Summary of Budget 2019
DESCRIPTION YTD 2019 %
STATISTIC
Average Room Rate 572,258
Room Available 95,995
Occupied Room 52,173
% Occupancy 54.35%
Paying Room 50,299
% Occupancy of Paying Room 52.40%
House Use 365
Compliment Room 1,874
Out Of Order Room -
No of Total Guest 94,876
REVENUE
Room 28,783,866,638 39.98
Outlet 6,424,797,007 8.92
Banquet 36,250,453,148 50.35
Food & Beverage 42,675,250,154 59.27
Telephone 672,838 0.00
Bussiness Center 11,565,642 0.02
Laundry 139,098,020 0.19
Spa 88,421,862 0.12
Other Income 302,328,304 0.42
TOTAL REVENUE 72,001,203,458 100.00

SMART Selling 4.0 Concept
 I ndust r i al Revol ut i on 4. 0 f or ces us t o
r et hi nk t he way we do our busi ness.
However , i t pr ovi des f r ee t echnol ogy
r esour ces t o bet t er manage t he Hot el ,
di vi si on or Depar t ment .
 SMART Sel l i ng 4. 0 i s t he abi l i t y t o conduct
sal es and mar ket i ng f or The Al ana Hot el &
Convent i on Cent er Yogyakar t a ut i l i zi ng
avai l abl e t echnol ogy r esour ces.
 I t i s al so t o enf or ce us t o meet and even
exceed t he appr oved 2019 Busi ness Pl an i n a
smar t er appr oach.
Q. What have and need t o be changed @ The Al ana Hot el &

Success Toolkit:

Success Toolkit:
→For al l knowl edge- r el at ed
→For Ski l l & At t i t ude → must do
your own “ Push Up! ”

SMART Selling 4.0 Concept

Group Assignment: ROOM,
SALES & MARKETING and
FOOD & BEVERAGE
i r st → Fol l ow: https://www.slideshare.net/3Lighthouses
ef er ence:
tps://www.slideshare.net/3Lighthouses/creating-your-elearning-portal-industrial-revolution-era-40
econd → Cr eat e t he f ol l owi ng gmai l account
. t heal anaacademy. r oom@gmai l . com / / passwor d: 3l i ght houses
. t heal anaacademy. sal esandmar ket i ng@gmai l . com / / passwor d: 3l i ght hous
. t heal anaacademy. f oodandbever age@gmai l . com / / passwor d: 3l i ght houses
hi r d → Cr eat e t he f ol l owi ng:
ww. sl i deshar e. net
ww. pi nt er est . com
ww. Wi ki pedi a. or g
ww. Wi kt i onar y. or g
ww. f acebook. com
ww. canva. com
ww. yout ube. com

Sales & Marketing Audit:

Sales & Marketing Audit:
Fi r st - you must conduct Gr oup Audi t on Sal es
& Mar ket i ng pr act i ces, pr ogr ams, i ni t i at i ves @
The Al ana Hot el & Convent i on Cent er
Yogyakar t a.
Gr oup Exer ci se
Use avai l abl e Power Poi nt Pr esent at i on
Dur at i on: 45 Mi nut es
Gr oup Pr esent at i on: 5 mi nut es / Gr oup

First, Sales Audit:
SALES & MARKETING ASPECTS FAVORABLE UNFAVORABLE
PERSONAL SALES:
Prospect i ng; Qual i f yi ng Pr ospect s
Prepari ng f or t he Present at i on Sal es
Cal l ;
Pr e- Pr esent at i on Pl anni ng, The Sal es
Ki t , Pr oj ect i ng a Pr of essi onal I mage
The Present at i on Sal es Cal l ;
Openi ng t he sal es cal l , get t i ng
cl i ent i nvol vement , t he
pr esent at i on, over comi ng obj ect i ons,
cl osi ng and f ol l owi ng up
Improvi ng sal es product i vi t y;
Ti me management , key account
management

First, Sales Audit:
TELEPHONE SALES:
Basi cs of t el ephone communi cat i ons;
Tel ephone et i quet t e, t el ephone
communi cat i on ski l l s, l i st eni ng
ski l l s
Out goi ng cal l s;
Pr ospect and qual i f yi ng cal l s,
appoi nt ment cal l s, sal es cal l s,
pr omot i onal cal l s, ser vi ce cal l s,
publ i c r el at i ons ( mar comm) cal l s
Incomi ng cal l s;
Reser vat i ons, r esponse t o
adver t i si ng, i nqui r i es
Tel ephone Sal es Operat i ons;
Tel ephone sal es bl i t zes,
t el emar ket i ng oper at i ons

First, Sales Audit:
INTERNAL MARKETING & SALES:
Empl oyee Empowerment ;
Empower ment pr ogr ams r el evant t o
sal es and mar ket i ng f or empl oyees
Int ernal Merchandi si ng;
Avai l abl e f or guest s wi t h choi ces of
i t ems
Speci al Servi ces and In- House
Promot i ons
Food and Bever age, ot her ser vi ces

First, Sales Audit:
RESTAURANTS & LOUNGES SALES:
Posi t i oni ng of r est aur ant s and
l ounges, any per i odi c r esear ches
made?
Mer chandi si ng f ood and bever ages
Cr eat i ng menus t hat sel l , ot her F&B
mer chandi si ng i t ems
Pr omot i ng r est aur ant s and l ounges;
t ype of sal es pr omot i ons, ef f ect i ve
sal es pr omot i ons
Bui l di ng r epeat busi ness; any
dat abase, guest f ol l ow- up
Ot her f ood ser vi ce oper at i ons; r ooms
ser vi ce, st r at egi c al l i ances

First, Sales Audit:
MICE SALES:
MICE Depart ment ; per sonnel ,
mar ket i ng pl an
MICE Sal es; pr omot i ons, devel opi ng
l eads, sel l i ng t o cl i ent s, pl anni ng
t he f unct i on, managi ng t he f unct i on,
f ol l owi ng up account s
Ot her F&B sal es; t ype of meet i ng
r ooms, meet i ng r oom set ups, meet i ng
r oom f ur ni t ur e, booki ng meet i ng
r ooms, managi ng meet i ngs

First, Sales Audit:
MARKETING COMMUNICATIONS:
Types of advert i si ng; pr i nt
adver t i si ng, br oadcast and
el ect r oni c adver t i si ng, di r ect mai l
adver t i si ng, out door adver t i si ng,
col l at er al mat er i al s, al t er nat i ve-
medi a adver t i si ng ( movi e t heat er
adver t i si ng, sponsor shi p
adver t i si ng, i n- f l i ght adver t i si ng,
i nser t s i n bi l l i ngs)
Devel opi ng an Advert i si ng Pl an;
pl aci ng adver t i sement s, budget i ng
f or adver t i si ng, moni t or i ng
adver t i si ng
Part ner wi t h advert i si ng agenci es;
Qual i t y of t he adver t i sement ,
cr eat i vi t y, i nnovat i ve

First, Sales Audit:
Market i ng t o Busi ness Travel ers;
f r equent busi ness t r avel er s, women
busi ness t r avel er s, r eachi ng
busi ness t r avel er s
Market i ng t o Lei sure Travel ers;
i ndi vi dual l ei sur e t r avel er s, gr oup
l ei sur e t r avel er s
Market i ng t o Travel Agent s; t r avel
agenci es, meet i ng t he needs of
t r avel agent s, f i ndi ng t r avel
agent s, r eachi ng t r avel agent s.
Market i ng t o Meet i ng Pl anners; gr oup
meet i ng mar ket s, f i ndi ng
associ at i ons and cor por at e gr oup
busi ness, r eachi ng associ at i ons and
cor por at e meet i ng pl anner s
Market i ng t o Speci al Segment s;

Areas of Strengths:

Areas of Weaknesses:

Group Recommendations:

Sales Professional Qualities:

Sales Professional Qualities:
1. Posi t i ve &
Ent husi asm
2. Sel f Conf i dent
3. Can- Do Spi r i t
4. Cr eat i ve
5. Sel f Lear ni ng
6. I nt egr i t y
7. Per sever ance
8. Si ncer i t y
9. Hospi t abl e
Q: Are you?

Features & Benefits

Features & Benefits
Second - you need t o def i ne Feat ur es
& Benef i t s of The Al ana Hot el &
Convent i on Cent er Yogyakar t a – t o
smar t l y communi cat e pr oduct s and
ser vi ces.

Features & Benefits
FEATURE: BENEFIT:
Hot el Lobby:
Del uxe Room:
Execut i ve Fl oor :
Cl ub Room:
Execut i ve Sui t e:
Pr esi dent i al Sui t e:

Features & Benefits
FEATURE: BENEFIT:
Andr awi na Rest aur ant :
Caf é Ter r ace Andr awi na:
El Kl asi ko Cof f ee Shop:
Mat ar am Ci t y Co- Wor ki ng
Space:
Pawon Semar :
Numer o Uno Pi zza Bar @ Pool
Bar :
W St eak:

Features & Benefits
FEATURE: BENEFIT:
Ti r t a Ni r mal a Swi mmi ng Pool :
Gym & Spa Fi t ness Cent er :
Mat ar am I nt er nat i on
Convent i on Cent er – Level 1
Convent i on Cent er – Level 2
Convent i on Cent er – Foyer
Pl enar y Hal l

Features & Benefits
FEATURE: BENEFIT:
Ot her Hot el Faci l i t i es:

Value Propositions:

Value Propositions:
The Al ana Hot el & Convent i on Cent er
Yogyakar t a:
Hot el
Rooms
Food & Bever age
MI CE
Ot her f aci l i t i es and ser vi ces

2019 Business Plan
Objectives:
The onl y way t o predi ct t he f ut ure i s t oThe onl y way t o predi ct t he f ut ure i s t o
creat e i t .creat e i t .

2019 Business Plan
Objectives:
Summary of Budget 2019
DESCRIPTION YTD 2019 %
STATISTIC
Average Room Rate 572,258
Room Available 95,995
Occupied Room 52,173
% Occupancy 54.35%
Paying Room 50,299
% Occupancy of Paying Room 52.40%
House Use 365
Compliment Room 1,874
Out Of Order Room -
No of Total Guest 94,876
REVENUE
Room 28,783,866,638 39.98
Outlet 6,424,797,007 8.92
Banquet 36,250,453,148 50.35
Food & Beverage 42,675,250,154 59.27
Telephone 672,838 0.00
Bussiness Center 11,565,642 0.02
Laundry 139,098,020 0.19
Spa 88,421,862 0.12
Other Income 302,328,304 0.42
TOTAL REVENUE 72,001,203,458 100.00
Thi r d - you must
meet t he appr oved
2019 Busi ness Pl an
@ The Al ana Hot el &
Convent i on Cent er
Yogyakar t a.
Use avai l abl e
Power Poi nt
Pr esent at i on
Dur at i on: 45
Mi nut es
Gr oup
Pr esent at i on: 5

2019 Business Plan
Objectives:
Summary of Budget 20190.05 0.06 0.08 0.09
DESCRIPTION MAY % JUNE % JULY % AUGUST %
STATISTIC
Average Room Rate 522,683 568,549 526,421 565,652
Room Available 8,153 7,890 8,153 8,153
Occupied Room 2,504 3,491 4,388 4,336
% Occupancy 30.72% 44.24% 53.82% 53.19%
Paying Room 2,409 3,358 4,221 4,171
% Occupancy of Paying Room 29.55% 42.56% 51.77% 51.16%
House Use 31 30 31 31
Compliment Room 95 0.04 133 0.04 167 0.04 165 0.04
Out Of Order Room
No of Total Guest 4,959 6,912 8,688 8,586
REVENUE
Room 1,309,056,297 33.80 1,984,687,290 45.60 2,309,798,438 39.52 2,452,826,726 38.04
Outlet 625,551,306 16.15 831,468,917 19.11 523,885,848 8.96 507,181,135 7.86
Banquet 1,906,290,785 49.22 1,462,182,101 33.60 2,957,995,179 50.61 3,451,386,617 53.52
Food & Beverage 2,531,842,091 65.38 2,293,651,018 52.70 3,481,881,027 59.58 3,958,567,752 61.39
Telephone 22,205 0.00 32,078 0.00 47,255 0.00 22,467 0.00
Bussiness Center 1,109,499 0.03 17,499 0.00 2,727,373 0.05 1,191,752 0.02
Laundry 4,117,327 0.11 7,755,997 0.18 10,069,847 0.17 13,846,346 0.21
Spa 6,327,560 0.16 3,959,376 0.09 7,053,263 0.12 6,700,641 0.10
Other Income 20,308,014 0.52 61,916,689 1.42 32,670,161 0.56 15,456,762 0.24
TOTAL REVENUE 3,872,782,994 100.00 4,352,019,946 100.00 5,844,247,364 100.00 6,448,612,446 100.00

2019 Business Plan Tactics:
REVENUE CENTER: APPROVED TARGET: ( IDR) YOUR TARGET: ( IDR) % DIFF
Room
Out l et
Banquet
Food & Bever age
Tel ephone
Busi ness Cent er
Laundr y
Spa
Ot her I ncome
Smar t Tact i cs:
( pl ease speci f y, wi t h pl anned act i vi t i es, t i mi ng, pi c,
r el evant not es)
r el evant not es)
r el evant not es)

2019 Business Plan
Objectives:
Summary of Budget 20190.09 0.10 0.11 0.11
DESCRIPTION SEPTEMBER % OCTOBER % NOVEMBER % DECEMBER %
STATISTIC
Average Room Rate 597,596 627,156 523,957 479,756
Room Available 7,890 8,153 7,890 8,153
Occupied Room 4,439 4,375 5,212 6,026
% Occupancy 56.26% 53.66% 66.06% 73.91%
Paying Room 4,270 4,209 5,014 5,797
% Occupancy of Paying Room 54.12% 51.62% 63.55% 71.10%
House Use 30 31 30 31
Compliment Room 169 0.04 166 0.04 198 0.04 229 0.04
Out Of Order Room
No of Total Guest 8,789 8,663 10,321 11,932
REVENUE
Room 2,652,700,054 40.95 2,743,824,619 37.00 2,731,074,983 34.92 2,891,028,986 37.02
Outlet 579,251,553 8.94 651,407,657 8.78 569,704,917 7.28 645,211,195 8.26
Banquet 3,203,784,479 49.45 3,968,303,355 53.52 4,454,496,465 56.96 4,200,876,354 53.79
Food & Beverage 3,783,036,032 58.39 4,619,711,012 62.30 5,024,201,382 64.24 4,846,087,549 62.05
Telephone 55,687 0.00 61,731 0.00 133,132 0.00 150,617 0.00
Bussiness Center 959,001 0.01 425,252 0.01 953,840 0.01 1,079,114 0.01
Laundry 12,865,154 0.20 12,026,872 0.16 15,903,157 0.20 18,316,846 0.23
Spa 7,054,247 0.11 8,674,527 0.12 10,026,780 0.13 11,610,113 0.15
Other Income 21,730,448 0.34 30,354,554 0.41 38,634,909 0.49 41,452,377 0.53
TOTAL REVENUE 6,478,400,622 100.00 7,415,078,567 100.00 7,820,928,184 100.00 7,809,725,602 100.00

Business Model Canvas:

For t h – Use Busi ness Model Canvas t o
i ncr ease r evenue @ The Al ana Hot el &
Convent i on Cent er Yogyakar t a.
1. Room Revenue
2. MI CE Revenue
3. Food & Bever age Revenue
Use avai l abl e Power Poi nt Pr esent at i on

Technology Resources:

Fi f t h – Cr eat i ve desi gn sal es and mar ket i ng
mat er i al s @ The Al ana Hot el & Convent i on
Cent er Yogyakar t a ut i l i zi ng avai l abl e f r ee
t echnol ogy r esour ces; www. yout ube. com,
www. canva. com, www. googl e. com,
www. I nst agr am. com, www. pi nt er est . com,
www. f acebook. com, www. l i nkedi n. com
Gr oup Exer ci se t o cover Room, MI CE, Food &
Bever age.
Use avai l abl e t echnol ogy r esour ces
Cont ent f or www. yout ube. com,
www. I nst agr am. com, www. f acebook. com

Put It All Together:

Put It All Together:
•Cr eat e an i nt egr at ed 2019 Hot el Act i vi t y
Pl an usi ng Mi cr osof t Of f i ce Excel t empl at e
f or May – December 2019 r ef l ect i ng al l
act i vi t i es f r om Sal es & Mar ket i ng, Rooms,
Food & Bever age.
•St or e ALL document s f r om t hese 2- day
wor kshop @ t he googl e dr i ve f or f ut ur e
r ef er ences.

“GREATNESS IS NOT IN WHERE YOU STAND,
BUT IN WHAT DIRECTION YOU ARE MOVING. ”

Smart Selling 4.0

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