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Tom Peters on Implementation 14 January 2008

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I edited these slides from Tom Peters to emphasize what I usually write/speak about. Thanks, Tom! www.tompeters.com - Peter Radizeski @ RAD-INFO INC @radinfo or 813-963-5884

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Relationships (of all varieties) : THERE ONCE WAS A TIME WHEN A THREE - MINUTE PHONE CALL WOULD HAVE AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A COMPLETE RUPTURE.

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“ You must be the change you wish to see in the world.” Gandhi

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You = Your calendar * *Calendars never lie

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All we have is our time. The way we spend our time is our priorities, is our “strategy.” Your calendar knows what you really care about. Do you?

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*You = Your Calendar. Your true priorities are “given away” by your calendar. YOUR CALENDAR NEVER LIES. What are you truly spending your time on? Are you distracted? Focused?

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“… a blinding flash of the obvious” —Manny Garcia

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*Send “Thank You” notes! It’s (always) “all about relationships.” And at the Heart of Effective Relationships is … APPRECIATION. (Oh yeah: Never, ever forget a birthday of a co-worker.) (NOT e-NOTES.) (Most are for “little things.”) (50% of those notes are sent to those in your own company!) Remember birthdays.

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*Bring donuts! “Small” gestures of appreciation (on a rainy day, after a long day’s work the day before) are VBDs … Very Big Deals.

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*Remember: There are no “little gestures” of kindness. As boss, stopping by someone’s cube … for 30 seconds … to inquire about their sick parent will be remembered for … 10 years . (Trust me.)

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*Make eye contact! No big deal? Wrong! “It” is all about … Connection! Paying attention! Being there … in the Moment … Present. So, work on your eye contact, your Intent to Connect.

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*Smile! Or, rather: SMILE. Rule: Smiles beget smiles. Frowns beget frowns. Rule: WORK ON THIS. Energy & enthusiasm & passion engender energy-enthusiasm-passion in those we work with.

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*It’s all … RELATIONSHIPS. Remember: Business is a relationships business. (Period.) We’re all in sales! (Period.) Connecting! Making our case! Following up! Networking! “Relationships” are what we “do.”

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*What’s in a number? EVERYTHING! While we all “do a hundred things,” we may not/should not/cannot have more than 2 (or 3) true “strategic” priorities at any point in time. BELIEVE IT.

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*She (he) who is best prepared wins! Out study, out-read, out-research the competition. Know more (lots more!) than “the person on the other side of the table.”

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*“Excellence” is the Ultimate Cool Idea. The very idea of “pursuing excellence” is a turn on—for you and me as well as those we work with. (And, I find to my dismay, it’s surprisingly rare.)

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<ul><li>In Search of Excellence - the 8 themes: </li></ul><ul><li>A bias for action , active decision making - 'getting on with it'. </li></ul><ul><li>Close to the customer - learning from the people served by the business. </li></ul><ul><li>Autonomy and entrepreneurship - fostering innovation and nurturing 'champions'. </li></ul><ul><li>Productivity through people - treating rank and file employees as a source of quality. </li></ul><ul><li>Hands-on, value-driven - management philosophy that guides everyday practice - management showing its commitment. </li></ul><ul><li>Stick to the knitting - stay with the business that you know. </li></ul><ul><li>Simple form, lean staff - some of the best companies have minimal HQ staff. </li></ul><ul><li>Simultaneous loose-tight properties - autonomy in shop-floor activities plus centralized values. </li></ul>

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*Think WOW! Language matters! “ Hot” words generate a Hot Team. Watch your language!

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*Take a break! We need all the creativity we can muster these days. So close your office door and do 5 (FIVE) minutes of breathing or yoga; get a bag lunch today and eat it in the park.

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*Learn something new! Best way to do that is to go to an Industry conference or MeetUp.com to gather ideas to leverage for yourself and your company.

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Life = Talk Listen

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“ Everyone lives by selling something.” — Robert Louis Stevenson

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Great Salespeople … 1. Know the product. (Find cool mentors, and use them.) 2. Know the company. 3. Know the customer. (Including the customer’s consultants.) (And especially the “corporate culture.”) 4. Love internal politics at home and abroad.

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Great Salespeople … 5. Religiously respect competitors. (No badmouthing, no matter how provoked.) 6. Wire the customer’s org. (Relationships at all levels & functions.) 7. Wire the home team’s org. and vendors’ orgs. (INVEST Big Time time in relationships at all levels & functions.) (Take junior people in all functions to client meetings.)

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Great Salespeople … 8. Never overpromise. (Even if it costs you your job.) 9. Sell only by solving problems-creating profitable opportunities . (“Our product solves these problems, creates these unimagined INCREDIBLE opportunities, and will make you a ton of money—here’s exactly how.”) (IS THIS A “PRODUCT SALE” OR A WOW-ORIGINAL SOLUTION YOU’LL BE DINING OFF 5 YEARS FROM NOW? THAT WILL BE WRITTEN UP IN THE TRADE PRESS?)

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Great Salespeople … 10. Will involve anybody—including mortal enemies—if it enhances the scope of the problem we can solve and increases the scope of the opportunity we can encompass. 11. Know the Brand Story cold; live the Brand Story. (If not, leave.) (of course, there would have to BE a Brand Story).

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Great Salespeople … 12. Think “Turnkey.” (It’s always your problem!) 13. Act as “orchestra conductor”: You are responsible for making the whole-damn-network respond. (PERIOD.) 14. Help the customer get to know the vendor’s organization & build up their Rolodex. 15. Walk away from bad business. (Even if it gets you fired.)

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Great Salespeople … 16. Understand the idea of a “good loss.” (A bold effort that’s sometimes better than a lousy win.) 17. Think those who regularly say “It’s all a price issue” suffer from rampant immaturity & shrunken imagination. 18. Will not give away the store to get a foot in the door.

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“ If you don’t listen, you don’t sell anything.” —Carolyn Marland/Managing Director/Guardian Group

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Great Salespeople … 19. Are wary & respectful of upstarts—the real enemy. 20. Seek several “cool customers”—who’ll drag you into Tomorrowland. 21. Use the word “partnership” obsessively, even though it is way overused. (“Partnership” includes folks at all levels throughout the supply chain.)

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Great Salespeople … 22. When you look across the table at the customer, think religiously to yourself: “HOW CAN I MAKE THIS DUDE RICH & FAMOUS & GET HIM-HER PROMOTED?” 23. Great salespeople can affirmatively respond to the query in an HP banner ad: HAVE YOU CHANGED CIVILIZATION TODAY? 24. Keep your bloody PowerPoint slides simple! (irony from TP)

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“ You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” —Dale Carnegie

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“ Nothing is so contagious as enthusiasm. ” — Samuel Taylor Coleridge

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Women Rock … as Salespersons And the answers are? TAKE THIS QUICK QUIZ: Who manages more things at once? Who puts more effort into their appearance? Who usually takes care of the details? Who finds it easier to meet new people? Who asks more questions in a conversation? Who is a better listener? Who has more interest in communication skills? Who is more inclined to get involved? Who encourages harmony and agreement? Who has better intuition? Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men , Nicki Joy & Susan Kane-Benson