Today s Leadership Principles Guide Your Company Through Disruption to Success Presented by: Johnny Campbell, DTM, AS The Transition Man Social Media Sales Strategist
2007 Speaker Hall of Fame Induction
Why should you listen to this guy. Speaker Credentials 13 years of full-time Speaking to (Corp/Gov/Assoc.) President for National Speaker Association IL Chapter 2012-13 Chapter 2007 wordsmith of the year for NSA-IL Earned Accredited Speaker designation 2007 2007 Speaker-Hall-of-Fame and DTM Speaking Stage Time: Completed over 1700 presentations, (keynotes/trainings) 2 nd Year ASI Show Speaker: (FL, TX, CA, NY, IL) Author of 6 books: Personal Development, Change, Sales, Social Media. Presentation skills and Conflict Resolution skills. Social TV Marketer and Ecommerce s Expert Co-founder of ifbtv Interactive facebook television. First content delivery platform to stream Live Television on 100s Facebook Fan Pages.
The Solution The (4C s) for Leading Your Company through Business Disruptions to Success.
Our Discussion: 1. Industry Disruption 2. You and Your Buyers 3. Your Team 4. Your Technology 5. Business Revenue
The 4 Cs for Leading Your Business Through Disruption 1. Clarity 2. Confidence 3. Capacity 4. Certainty
Key Point #1: Clarity decreases (Disruption)
Disruptions are => Threats
Promotional Product Industry Disruption Chart
According to the 2013 Counselor State of the Industry (These are the Top (5) Threats/Disruptions to Distributors) Websites selling promotional products that includes pens (41%) Other local distributors (12.7%) Crossover distributors (9.1%) Large distributors selling in your territory (8.7%) Industry suppliers that sell direct (8.3%)
These Disruptions create: Price Wars Commoditization
The (Results) and (Reality) of the situation: 1. Poor Sales Volume 2. Lower Margins 3. Less Profits 4. Poor Cashflow
Key Point #2: Building Your Confidence decreases (Disruption) You Your Buyers
Know Your Purpose..
Know Your Buyers Purpose..
Why Buyers Buy Promotional Products Improve Performance Improve Opportunity Competitive Advantages Risk Reduction
Key Point #3: Increase Your Capacity decreases (disruption) Your Team
Improving Your Team You want me to sell how much this quarter?
The Sources of Sales Disruption Problem with Most Sales (Teams) Not contacting or attracting enough people: (No Lead generation system) Not converting the people they contact into Sales: (No Sales) Low conversion of people into Sales: (Low cash-flow/revenue) Poor follow from Live events & Tradeshows: (No Follow-Up)
The 3 Pillars for Improving Your Teams Capacity to sell. 1. Education 2. Training 3. Accountability
Education: Understanding Their Why (Family, Commisson, Staff) A feeling of Autonomy, (Freedom/Control) A desire for Mastery, A sense of Purpose, (Achievement/Excellence) (Meaning/Difference)
raining: Teaching Your Team How to Sell in a New World
The (4) Parts of Salesmanship
The Tough Question
Attention Grabbing Sales Script You should buy from us when The results you want to achieve now are more important to you than you getting a (good deal, best quote or price) to help you solve that problem.. Key Pt. Results are more important than the Problem.
Your Technology Your Business Revenue Key Point #4: Certainty decrease Disruption
Standards & Systems stabilize Disruptions standards standards
The Best B2B Technology/Marketing Platforms for Dealing with Business Disruptions: Your Website Your Blog Linkedin Profile Youtube Channel Physical Newsletter
(Business Revenue Stabilizers) 1. Strong Brand UPS/Networking skills 2. Promotional Products That Build Revenue
Brand Endorsement
Promotional Products that Build Revenue Example 1
Promotional Products that Build Revenue Example 2
The Summary and Solution for Disruption 1. Clarity - The Problem 2. Confidence - You and Your Buyers 3. Capacity - Your Team 4. Certainty - Your Technology & Revenue
OPPORTUNITYNOWHERE
Putting it all together
Sign-up for a (FREE) Promotional Product Business Building Session go to: http://www.riseupandwin.com/promo