The Sales Playbook

As a salesperson, how much time do you spend learning proven sales techniques from your company’s Top Producers? How much time do you spend practicing those techniques in-house, refining them with other team members before taking your final, polished approach on the road? And how much time each day or week does your Sales Manager spend helping you develop those high-performing techniques and processes? Same question for you, Sales Managers: How much of your day or week is dedicated to growing your sales team? How much time do you spend teaching or arranging for the mentoring or practicing of proven sales techniques? Are you teaching your salespeople how to fish, or are you just telling them how many fish they need to bring in to meet quota? In The Sales Playbook for Hyper Sales Growth, we not only delve into the necessity of developing these processes within a company but also provide valuable techniques, tools, and procedures that sales teams can begin implementing immediately.

JACK DALY is a keynote speaker, serial entrepreneurand business growth catalyst.NOTEWORTHY CAREER HIGHLIGHTS: Attracted by the consistent good weather in southern California, Jack relocated there from the east coast and starteda mortgage company with 3 colleagues. As CEO, Jack led the company through robust growth in its initial 18 monthsto 750 employees, 22 offices nationwide, and in its first 3years the company reported profits of $42 million. Working as a senior partner in a 5 year-old privately held Enterprise, Jack helped the company to be recognized as Entrepreneur of the Year by Ernst & Young and ranked #10 on the Inc. 500 list of the fastest growing fi rms nationwide. Following his teachings, many of his clients have now gone on to Inc. 500 status and Entrepreneur of the Year winners. WHY JACK DALY? Led sales forces numbering in the thousands. Vistage UK Overseas Speaker of the Year. TEC Australia Speaker of the Year. BS Accounting, MBA, Captain in the U.S. Army. PERSONAL HIGHLIGHTS INCLUDE: Married 44 years (and counting) to Bonnie, his high school sweetheart. Successfully finished 13 Ironmans covering eight countries, five continents and the World Championship, along with representing TEAM USA in 2012. Played golf at over 80 of the Top 100 golf courses in the USA. Completed 65 Marathons covering 35 states in the USA. Bungee jumped the world's first and largest bungee jumps, and shark dived in South Africa. RESULTS: That's what all of the above is about. Jack Daly delivers result

About the Author A Personal Note Acknowledgments Introduction—Foundations for Success Part One Workplaces That Work: The Importance of Company Culture An Air of Difference What’s in It for You? Let’s Take It from the Top Culture by Design, Not Default Part Two Thinking Like a Coach: The Essentials of Sales Management “Joe Must Go” Recruiting the Top Performers If You’re Not Training, You’re Not Gaining Part Three Birth of a Salesman: Learning to Sell to Anybody Be Memorable The Critical Path to Success Backward Thinking Half of Sales Is a Head Case Managing the Pipeline Perception of Value Just the Right Touch Conclusion: Ironman Lessons Learned Appendix I: Sales Success Summary Appendix II: Tips for Company Leaders Appendix III: Tips for Salespeople Appendix IV: Checklist Tools