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Ⓒ 2015 Business LockerRoom, Inc. | www.BizLockerRoom.com Twitter: @KellyRiggs
Winning Business in
Any Economy
Ⓒ2015BusinessLockerRoom,Inc.|www.BizLockerRoom.com
1. Show up and just play.
2. PLAY to WIN.
3. Play to win “at all costs.”
4. Play not to lose.
Ways to Play the Game:
Wi n n i n g B u s i n e s s i n Any Economy
Ⓒ2015BusinessLockerRoom,Inc.|www.BizLockerRoom.com
1. Be intentional
2. Create 

differentiation
3. Pay attention 

to the bus
Wi n n i n g B u s i n e s s i n Any Economy
Be Intentional1
If you chase
two rabbits,
both will
escape.
Differentiate2
Ⓒ2015BusinessLockerRoom,Inc.|www.BizLockerRoom.com
Source: HR Chally 2007 World-Class Sales 

Excellence Research Report
Factors That Impact a Sale
•Price
•Quality
•Offering Total

Solution
•Effectiveness of 

the Salesperson
18%
21%
22%

39%
Wi n n i n g B u s i n e s s i n Any Economy
“If all you're trying to do
is essentially the SAME
THING as your rivals,
then it’s unlikely you’ll
be very successful.”
Michael Porter
Pay Attention to the Bus3
“One of the most important
tasks of a manager is to
eliminate his people’s
EXCUSES for failure.”
Robert Townsend
Wi n n i n g B u s i n e s s i n Any Economy
Source: Leigh Branham. The 7 Hidden Reasons
Employees Leave. Amacom (2005).
70%
“...harsh, hard-driving, 

executives actually diminish 

the bottom line.”
Green Peak Partners. “What Predicts Executive Success?”
2011 study conducted by research team at Cornell
University's School of Industrial and Labor Relations.
“...self-aware LEADERS with
strong interpersonal skills
deliver better financial
performance.”
‘RESULTS-AT-ALL-COSTS’
Wi n n i n g B u s i n e s s i n Any Economy
0-0 = .344
0-1 = .324
0-2 = .166
1-0 = .341
2-0 = .351
3-0 = .394
1-1 = .327
2-1 = .338
3-1 = .368
1-2 = .178
2-2 = .195
3-2 = .233
0-0 = .344
1-0 = .341
2-0 = .351
3-1 = .368
3-0 = .394
Wi n n i n g B u s i n e s s i n Any Economy
Wi n n i n g B u s i n e s s i n Any Economy
0-2 = .166
1-2 = .178
2-2 = .195
3-2 = .233
Thanks!
Twitter: @KellyRiggs
www.BizLockerRoom.com

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Winning Business in any Economy