Header image alt text

The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

In today’s world of automation, how hard is it to say in the front of your prospect’s mind?

 

In the past, it was hard, manual, and subject to so many mistakes that most people gave up.Photo on 6-17-17 at 2.58 PM

 

But today, you can automate so much of the process that the only thing you need to do is set the prospect up in your marketing system, pay attention to what that system tells you to do, and then do it.

 

What should happen when you meet a potential buyer of what you sell?

You try to get a meeting with them.

Perhaps you get that meeting, but they are so ingrained with their current vendor that they are not in a position to change at the moment.  In fact, they might even be happy with where they are, but always looking to improve.

Perhaps they just do not want to meet.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

Perhaps all you know is that they could benefit from what you sell.

 

What do you do with them going forward?

To many people simply put them to the side and forget about them.  We will get back with them in the future, no need to worry about them right now.  They are not going to buy.

 

That is a mistake.

 

Instead, when you find someone who could buy your product, you need to do the following.

 

 

1/        Add them to your CRM system.

            Capture all the information on them that you can.

            Record everything that has happened with them such far.

 

2/        Start them on an automated campaign that keeps your name at the front of their mind for the next 12 months or longer.

            This campaign should be based on who they are.

            You should have not only general campaigns, but also campaigns built for certain vertical markets and certain types of customers.

            These campaigns should not sell, but instead educate and keep your name in front of the prospect.

            They should give information to help them do their job better.

            They should contain some calls to action, but they should be soft.  If a prospect does act on a call to action, then you should be notified and take appropriate action.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

3/        Pay attention to any notices the system gives you about their behavior and/or action based on what you have sent them.

            Let the system do its job.

 

            All this should be set up and going on in the background.  The only time you need to get involved is if they take the right action.

 

If you do these 3 things, the prospect will look to you when they are ready to make a move, and that is when you can close the deal.  You are educating and staying in front of them.  This is the piece of selling so many people forget.

 

Let the system do the work, pay attention, and keep on rolling.

It doesn’t matter what industry you are in, what you sell, or how things have been done in the past.  Educate and stay on the mind of clients and they will connect back with you when they are ready to buy.  It works.

 

Meanwhile, keep on prospecting and adding to the list.  The system has no real limit on how much it can handle—that is one of the beauties of marketing automation.

 

If you do not yet have an automated system to do the above, then we should talk.

Click the link below, and let’s set up a 15 minute call to talk.

http://meetme.so/coachmannynowak

 

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

Do you remember the Cowardly Lion in the story of the Wizard of Oz?  The lion went out in search of courage. 

 

What was it he learned? 

 

The story ends when the lion learns the simple fact that courage is not something that is found externally, but you have to find within yourself.  Courage means going forward without doubt.  If you believe you have courage, you have courage.  The lion found courage within himself.

So can you.

 

Today it is a simple fact that we lack so much courage in the business world.  As leaders we have to ask,  “where is the courage”?   As leaders, we should be setting the example for the people who work with and for us.  Where is the courage that we are suppose to be exhibiting to our teams and to ourselves?

 

How can we expect the people who work for us and with us to have courage, when we don’t have it?

 

Instead of courage today, what we exhibit is conformity. 

 

As Howard Hendricks says, “The opposite of courage isn’t cowardliness, it is conformity.  A belief is something you will argue about.  A conviction is something you will die for.  You cannot really live unless there are things in your life for which you are willing die”. 

 

Yes, Howard does take it to an extreme, but the bottom line is as Winston Churchill says,

“Courage is what it takes to stand up and speak”. 

Courage is also what is takes to sit down and listen.”

How to create real success in all you do

How to create real success in all you do

 

 

If you are a student of Churchill you remember one of the great lines he said when he was in battle,

“Bullets are not worthy considering… I do not believe the gods would create so potent of a being as myself for so prosaic an ending”.

 

Wow!

 

Where has that courage that Churchill and other great leaders exhibited gone? 

 

Where has it gone? 

What has happened in today’s world that we don’t exhibit that courage.

 

We are not cowards. 

No one is calling us cowards, but they might be calling us conformists?

 

Why don’t have the courage to take on the things we need to do make the changes we know are needed.

 

That is one of the reason’s we have lost our leadership in the world.

 

We no longer have the courage.

 

We no longer teach courage, but instead we teach conformity.

 

Yet people in the rising countries throughout the world are teaching courage.

They are teaching, “you can do anything you want” and “YOU can lead the world”.

 

So is it time we took some courage lessons?  Isn’t it time we set the pace and exhibited the courage we know we have.

 

If you have had enough of not reaching those goals.

 

If you have had enough of just conforming to things.

 

Then it is time you as leaders put up the courage to do something.  To make something happen in your business, life, career, health and family.

 

It doesn’t have to be some super extraordinary thing.

 

You can exhibit courage simply by standing up for what is right.

 

You can exhibit courage by simply making the decisions that will take you down the right path.

 

You can exhibit courage by showing your team consistency of how you operate.

 

You can exhibit courage to your team by being there for them and supporting them, backing them, teaching them and helping them.

 

I urge you this week to make a new commitment to courage in your business, life, career, family and health.

 

Help them as you move forward.  Look inside as the Cowardly Lion did.  You have all the courage you need inside yourself. 

 

Go out and make it happen.

 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

“A good company must ‘impute’ – it must convey its values  and importance in everything it does, from packaging to marketing.”  Mike Markkula

Everything we do.

Everything we are.

Consistency makes it happen.

 

I teach it in sales by saying that each day you have to prospect.

Not 10 hours of prospecting today and then nothing for weeks.

Not once in a while when you have time.

Daily – every day.  Consistently.

 

Those who do great things accomplish them because they have a consistent routine that takes them there.

 

My mom was a widow since I was 2 years old – but she accomplished so much.  Because as she always said, “I have a system and that makes me do it consistently.”

 

Use to drive me crazy, but it produced continuous results.

 

How about you?

Wondering why things are not happening the way you want them to?

Take a look at how consistent you are in doing the work that is going to make it happen for you.

 

Today I share on acrostic on the word, “consistent.”

 

C          -           Commit.

                         Commit to do this. 

                         Accept nothing less.

                         Commit means you tell yourself and everyone else that will listen that you are going to do this.

                        Say to all, “I will make one hour of calls every day, period.”

 

O         -           Outline.

                        Build an outline of your process. 

                        What do you have to do?

                        When?

                        How much?

                        Each day you have to make cold calls.

                        I do this at 10AM.

                        For one hour.

                        I have a list, a phone and a note pad.

 

N         -           Never.

                        Never let excuses get in the way.

                        People say stuff like; well I was just too busy to prospect yesterday.

                        That is an excuse.

                        Dump the excuse and figure out how to do it instead.

                        Just picture the bunny with its ears covered, it cannot hear you, so stop talking and just do it.  Take some action.

 

S          -           Stretch

                        As much as you can and then even more.

                        To be consistent you have to forget the excuses.

                        Do what you have to do in order to make it happen.

                        Leave something that you did not commit to behind.

                        (This is why it is important to watch what you commit to)

                        Push yourself, a bit more.

 

I           -           Ignore.

                         Ignore what everyone else is doing.

                         Especially ignore what those are doing who are not where you want to be.

                         Don’t get sucked into, “that’s to hard.”

                         Or, ”that don’t work.”

                        You cannot get sucks into stuff that takes you off plan.

                        You cannot even look over there.

                        The best way to ignore distractions is to stay focused on your commitment.

 

S          -           Stand

                         Stand hard on your principles

                        It is what makes you different.

                        I committed to do this, and you just have to accept that.

                        When you consistently do what you said you would when you said you would, how you said you would – people take notice.

           

T         -           Take.

                        Take the hard stuff in stride.

                        Yes, you are going to hit the wall sometimes.

                        You look up and it is 9PM and you are still going.

                        Well, remember what I said, be careful what you commit to, but once you commit, you have to do it.

                        You can do it.

 

E          -           Enjoy.

                         Enjoy the journey.

                        You know it will produce the results you want.

                         Remember what someone once said, “A trip of 1000 miles starts with a single step.”  In consistency, each day is a step on the journey.

 

N         -           Not.

                         Not doing it is unacceptable.

                        Doing it or not doing it is a mindset.

                        You know there are things in your life that you just don’t accept.

                        Not being consistent at what you commit to has to become one of them.

 

T         -           Train others.

                        Once you can do it, you need to help others to do it.

                        Consistency creates success.

                        Share your hard roads and what helped you get down them.

                        Show others they too can make it happen.

 

Hope this helps you in your journey to be more consistent.

Please watch this video to learn more about taking your life to the next level.

 

 

We all love to make cold calls, don’t we?

 

Forget that line that “cold calling is dead.”

Never buy into it.

If you cold call consistently, you will get appointments, and you will close business.

 

Cold calling is alive, and if used in conjunction with other tools, will increase your sales to phenomenal new levels of success.

 

Start today with these tips to help improve your cold call skills:

To watch each of these on a video by itself, check out my youtube channel click below:0010

Coach Manny Youtube Channel

 

1/        Pump yourself up before you call.

            People can identify your attitude and how enthusiastic you are about what you are doing.

            If you come across excited and ready to roll, you might just make that appointment.

            Make sure you believe cold calls work.

 

2/        Always leave a voice mail.

            There are all kinds of arguments on this subject, but after much research, I have to agree, “always leave a voice mail.”

            Even if they only listen to part of it, you are now in their space.

            If they see or hear anything about you – they are more likely to make the connection.

 

3/        Make sure your voice mail is effective.

            The first line must keep them listening and engaged.

 

            “Hi, my name is Manny Nowak, number 856 358 4021,” does not work.

 

            Get creative.

            You want them to call you back, not hit delete.

 

            “Are your sales at the level you want?”

 

            “Are you spending too much on printing?”

 

            “Need to pay your sales people more because they are so successful?”

 

4/        If a friendly gatekeeper answers the phone, then:

            Ask for his/her name.

            Ask him/her questions.

            Make the person feel important.

            You will be amazed at what information they can give you.

 

***Listen to these plus more on this weeks podcast, click below***

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

      Targeted Lead Generation

 

5/        Work in 50-minute blocks.

            Always, always do at least one block a day – this might be enough.

            Cold calling works because it is consistent, but consistency means doing it every day.

 

6/        If a roadblock gatekeeper, someone who won’t let you go any further, answers.

            Then mark the account to call in early AM or late PM.

            Call them before 8AM or After 5PM.

 

7/        In your voice mail:

            Leave your phone number twice, clearly and slowly.

            Always leave a web address.

            Spell anything that is confusing, or even could be confusing.

 

            Manny Nowak, 856 358 4021.

            On the web at CoachManny.com, that is M-A-N-N-Y.

            Manny Nowak, 856 358 4021.

 

 

8/        Always remember, WIIFM.

            The person on the other end of the line wants to know,

            What’s In It For Me?

            Remember, for them, it’s about benefits.

            It’s not about the features of your product.

            It’s not about you.

            What’s in it for them?

 

9/        Aim for a 10-15 minute call.

Ask if they’d prefer to schedule one in the next few days, or if they have time to talk right now.

            Always be prepared to go right now if they give you the time.

            Be in top form.

 

10/     Be yourself.

            Relax.

            Speak well.

            You cannot pretend to be like someone else.

            Talk to the person as though they are sitting on your living room couch.

            Make them comfortable and at ease.

 

Work with these 10 tips, and start putting them into your call.

 

Looking for that edge for your sales process?

Check out our sales strategy and tactics product, click to learn more below:0006

Double Your Sales Course

 

 

We have more to share with you in the future.

 

Get out there, and get those appointments.

 

And remember, cold calling does work.

 

If you examine the great leaders of the past, you will see one thing they all do well – they develop other great leaders, many times leaders even better than themselves.

 

True leaders are never afraid to empower those under them to excel and be even better than they are. 

They are never afraid that their job or company will be taken away. 

Great leaders always have another mission to go to.  If you are better than me, then I can move on.

 

 

Jack Welch is one great example.  So many people who worked under Jack went on to successfully lead other organizations and create great success. 

Jack developed GE into one of the best companies in the industry, but even more impressive, he also developed an unbelievable number of leaders who went on to do even more.

 

If you are a great leader, never fear or be intimidated by those you hire.  Always look for people who can replace you, because they will allow you to move on to even greater things.

 

The best example was Jesus Christ.  He built a team of 12 disciples and told them, Very truly I tell you, whoever believes in me will do the works I have been doing, and they will do even greater things than these, because I am going to the Father. John 14:12

 

So what is holding today’s leaders back?

 

First, understand that to be a leader, you must stand for something. 

When you stand for something, you’ll have critics and those who disagree. Not everyone is going to like you. 

But when you stand strong, it sends a message, and people follow.  We can see a great example of this in our new President, Donald Trump.  Like him or not, he is a leader and stands for something.

 

Great leaders move toward something at all times.  They have a vision.  They have a destination.

 

“If you don’t stand for something, you will fall for anything.”  Many have said it, and it is so true.

 

So how do you develop great leaders?  Today, let us explore 3 keys to making it happen.

 

1/        Lead by example.

            You must work as hard as anyone on your team. 

            Think quickly on your feet.

            Make decisions.

            Make things happen.

            Take the blame and give the credit.

            Treat others very well, but expect a great deal from them.

 

2/        Surround yourself with the best people.

            These might be average people with unlimited abilities.

            Remember the disciples Jesus chose: rustic, uneducated, lacking social skills.

            Find the best people, the ones with vision, drive and passion.

            You can develop the skills.

            Don’t be afraid to hire the best and demand even more from them.

The more they keep you on your feet, the more they will grow, and so will you.

 

3/        Everyday, teach and develop your people

            to be stronger, better leaders than you.

            Give them rope to hang themselves.

            Let them fail.

The greatest lesson I ever received was being punished for failing to make a decision, but never for making the wrong decision.

            Make them stretch way beyond what they think they can accomplish.

            Raise the expectations you have of them way up.

            Be there for them.

            You want respect.  Friendship is great, but respect builds leaders.

 

Three simple but very hard pieces of advice for you to implement in your organization to create great success through great leaders.

Stop hesitating.

 

If you want to build a great organization, it starts with you and your ability to build great leaders.

Lead by example.

Surround yourself with the best.

Teach and develop the best into even better.

 

Now go do it.

If you need help, watch this 18 minute video and then set up a 30 minute call with me.  Hesitation will never get you there.  Stop thinking about it.

 

  

Link to set up meeting

http://meetme.so/coachmannynowak

 

 

 

Every year the New England Patriot’s begin their season saying, “We are going to win the Super Bowl this year.”

 

And, after last week’s win, how many times have they done it?

  

The rest of the league says stuff like:

            We will have had a great season if we can go 8-8

            Or

            If we can just get to the playoffs

            Or

            If we can just win a playoff game

            Or some might even say

            If we can just get to the Super Bowl.

 

            Then it will be a great season.

 

But not the Patriots, they go for the gold.  Nothing less.

 

Do you see the difference?

New England has the attitude to win it all.

 

Do you?

 

As you look at your sales projections for this year, do you say:

This year we are going to double our sales.

 

Or, instead, do you say stuff like:

If only we could sell as much as we did last year and break even

Or

If only we could raise sales by 5-10 percent

Or

If only I could avoid losing any major accounts.

 

Stop

Do you want to win the Super Bowl or not?

Do you want to exceed your expectations or settle for less?

 

You need to embrace the attitude that this year you are going to win the Super Bowl of sales.

 

Let me share with you today 3 things you can do after you commit to winning this year’s Super Bowl of sales.

 

1/       Get your lead generation process to excel and produce more leads than you need.

            Get the phone ringing.

            Get the web forms in.

            Get the email flooding in.

            Get people to stop by.

 

            Build you 5 best lead generation processes and your second 5.

 

            If you need some help, pick up a copy of my new book.

 

            Target Lead Generation.

            Click Here

  

            Or, listen to the Targeted Lead Generation Podcast.

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

 

            Click here:

    

2/       Build a follow up process that keeps you on top of your prospects.

 

            Automate as much of the process as you can.

            Stop stuff from falling through the cracks.

            Don’t just meet people, build relationships.

 

            Create a program that keeps you in front of your prospects.

 

            If you need some help, check out a copy of my book:

Order your copy today - just click this picture.

Order your copy today – just click this picture.

 

            My Sales Follow Up Sucks.

            Click here:

         

3/        Close business

            Stop hesitating.

            Stop settling for less.

            Be willing (and ready) to get to “NO.”

            But be willing to keep going until you get the business.

 

            Closing the deal is what sales is all about.

            If you can’t close the deal, then you can’t stay in business.

            If you can’t close the deal, then you can’t win the Super Bowl.

 

Push yourself and your team to the top.

This year you are going to double your sales – you are going to win the Super Bowl.

Get that attitude right, and then work the rest.

 

But it starts through attitude.

It starts with knowing you are going to win.

 

Need some help?

Let’s talk for 15-30 minutes and see what kind of synergy we have.0006

First, please watch this video – click here.

 

 

 

Then click here to set up a call at a time that works for you.

Click here:

 

 

 

You are going to win the Super Bowl this year.

But first you have to believe you will.

 

 

 

 

 

 

            

Are you experiencing call reluctance in your business?

Not making the calls you need to make, when you need to make them?

Hesitating, procrastinating, and thinking about it.

 

Just make the call, will you!

 

Is this the modus operandi of your sales teams?  Of you?

 

You know you have to make the calls.

You know you have to call these people.

 

Yet what do you do?

Anything and everything except for make the call.

You straighten stuff up.

You check your email.

You have a cup of coffee.

You talk to a co-worker.

You search for something on the Internet.

You do this and that and the other.

 

Everything but making the call.

Yes, it happens to all of us sometimes.

However, as a salesperson, entrepreneur, and leader, you have to stop wasting time.

You need to make the calls you need to make, and you need to make them now.

 4-up on 1-29-17 at 1.31 PM (compiled)

Instead of making 25 or 50 calls today, you made 4.

One call every 2 hours.  Is that acceptable?

 

Then you tell yourself you will make more calls tomorrow.

You won’t.

 

If you don’t believe this, then look at your team’s or your own productivity.

 

Today, I want to cover 3 things you can do to stop hesitating.

 

1/       Make a list of the calls you will make and commit to it.

 

If you have a boss, share it every day with him/her before you start and at the end of the day.  If not, find an accountability partner and share it with her/him.

 

Accountability makes it work.

We hate to go back and say we didn’t get it done.

Try it and see.

 

2/       Block out the time to make calls.

 

Set this time up on your calendar as you would any other appointment.

From 2-4 this afternoon, I will make calls.

Period.

Then, sit down and do one thing (you all know I do not believe in multi-tasking)

That one thing is to make calls.

Now, make them.

Nothing else.

No distractions.

You are either dialing or talking.

Nothing else.

 

3/       Get the right attitude in your head.

 

You know that your mind controls what you do.  If you can see it in your mind, you can make it happen in your life.

If you can’t see it happening in your mind, it will not happen in reality.


iwillmakethecalls

I will make calls.

I might get rejected.

People might not like me calling when I do.

I might get yelled at.

I might get told no.

But really, I am making these calls, and that is that.

I am making these calls, and I will be a superstar at doing it.

I am making these calls, and I will love it.

 

Now go and make the calls.

 

Don’t let call reluctance stop you from building the business you want.

Don’t let it stop you from busting your goals wide open.

Exceeding your expectations.

Building a great organization.

 

So many people do.

And yet, it is so simple; pick up the phone and make the call, now.

 

If you are still hesitating, pick up the phone and call me right now and tell me.

856 358 4021.

 

To get over those excuses, read my book, “What Is Your Excuse, We All Have One and They All Stink.”

Click on image to get your copy today.Coach_Manny (1)

What does it take to make your business successful?

Why do some businesses take off and others just go on without growth or worse, go away?

 

What does it take to make your business successful in the business world today?

 

Today, I will share what I believe to be the “Top 5.”

 

 

1/        Target Market – you must understand your customer.  Who are you going after with the product/service you supply?

           

So many businesses think everyone is their customer.

Wrong.

Perhaps everyone could potentially buy your product, but you do not have the time or resources to market to everyone.

Pick a niche and go after that and let the rest come if they choose to do so.

 

If you look at successful companies, many times, you will be amazed at the tightly defined niche they go after and the great success they experience.

 

 

2/        A Written Plan with priorities – you must have a roadmap on how you will get where you are going.

You must know how, when and where you are going to do things.

So many small business owners I know have it all in their heads.

It will never get you where you really want to go.

Plus, most people have no sense of priority.

What are the highest playback items I must focus on?

 

It need not be a complex plan; in fact, I recommend very simple 2-3 pages.

Make sure you define:

What you are selling.

To whom you are selling.

How you are selling.

How you are servicing.

How and when you are going to get paid.

And the most important priorities to close business.

 

 

3/        Money/Financial Backing

Don’t run out of money, because when you do, you are done.

This is regardless of how passionate you are or how good your product/service is.

The worse thing is that it usually happens when the process just starts to take off.

A good friend of mine once gave me a great tip, which I always follow when helping organizations deal with cash issues.

“Whatever you think you need, double it.” 

Then, go get the financing.  Better to ask for too much than not enough.

 

One option for financing is a company like Fundera.  They help small business owners get the funding they need by offering a variety of loan options.” 

 

 

Always have money in hand and access to additional funds when you need them.

Do not wait until you need it to ask for money – few will give it to you when you are on the fall.

Build those relationships and connections every day.

Get a line and use it, pay it off, and keep it current.

 

 

4/        Sales and Marketing

You have to know how to sell or have a trusted partner who does.

Today, you have to understand social media and you have to get involved with it.

You must know how to generate leads.

 

Get my book on Targeted Lead Generation for only 99 cents.  Over 40 lead generation techniques are explained.

Click here.

 

You must have a follow-up process and have an effective CRM system to help you track prospects.

You have to know how to close.

Business is built and grown on the top line.

You cannot build a business by saving money.

Selling is a skill; it is worth every penny you pay for the good stuff.

 

 

5/        Relationships

You cannot do it without others, no matter how good you think you are.

You must have and build relationships with vendors, prospects, and others in the business world.

You have to know whom to go to when you need something.

You have to have people you can trust.

You must have a coach and a mastermind group.

You need strong personal relationships, both inside and outside your organization.

Never guess, instead, build relationships that will help you today, tomorrow and when you become big.

 

 

There you have it.

Some of you will argue, what about this or what about that.

 

These are what my years of coaching have taught me are the keys.  I simply want to share them with you because I know they work.

 

To learn more.

Watch what super coaching can do for you - click here.

 

Why Does the CEO/Owner Need A Coach?

Posted by Manny on January 9, 2017
Posted in Leadership  | Tagged With: , , ,

 

 

I am the CEO of the company; I know what I need.

 

I have been doing this for so many years, and the best people surround me.

 

What could a coach do for me? I made it all the way to the top without one.

 

All good, typical questions asked by the people at the top of organizations, yet none of these are on target about what makes them a successful CEO.4-up-selling-coaching

 

As the owner/CEO of a company, you need a coach because you need someone whom you can talk to who does not have skin in the game.

Someone who can give it to you straight.

Someone that no matter how smart, tough, or good you are, will give you an honest answer.

 

Today, let’s explore 3 major reasons why, as the top person in the organization, you need a coach.

 

1/        You have no peers in the company.

            When you were the VP, you had other VPs you could talk to.  People at your level who would give you answers.

            Almost everyone in an organization has some people at their level they can talk to.  People who don’t report or work for them.

            As the CEO, you are an island. 

            As the CEO, everyone works for you.

            Even those who are very honest, face a risk when giving it back to you.

 

            Even those who have told you the straight answer in the past might hesitate now that you are top dog.

            Without peer solutions, you could miss great answers.

 

            When you had peers, and you came up with something way out, they would tell you so.  Honestly, you still might not have listened, but the feedback was there.

 

Who would tell the CEO that what they are talking about sucks?

 Coach_Manny (1)

2/        Everyone else in the organization risks their job when talking with you.

            Today, no matter whom you talk to within the organization, they have skin in the game.

            They might have been your best friend at one point, but now that you are the CEO, you are the CEO first.

            People give you the answers you want to hear.

            People want to please you; you are the boss.

            People have no recourse if they make you angry.

           

            Thus, you miss a great deal because people do not give you what you need.

 

            Who would risk their job by telling the CEO – “that will never work,”  or “it is a crazy idea?”

            A coach would.

            And feedback helps you become even better.

 

3/        Just by talking to someone else and getting it out in conversation will many times give you the answer you need.

 

            When you run things by people.

            When you talk things out.manny

            You learn a great deal, and you develop a super solution.

 

            Many CEOs I work with just want me to listen so they can hear the idea coming out of their mouth, and that helps them become so much better.

 

            They want honest feedback.

            They are used to getting pushed back from others, but now find they have none because they made it to home plate.

 

            However, a coach will call them to carpet like no one else will.

 

 

 coach-manny-1-9

The best corporations today, run by the best CEOs, have a coach.

 

I have seen several companies for who, after they hire a new CEO or promote them, the first order of business is, “here is a list of coaches, find the best one for you.”

 

If you want to be the best CEO, then get yourself a coach.

 

Want to learn more?

Watch this video on what super coaching can do for you.

Click here

 

Or set up a session with me.

Click here to schedule a free 30-minute session.