Notes

Slide Show

Outline

1	“Clear Profit” Secrets of your First/Next $1,000,000
2	Morning Agenda
3	Introduction
4	Introduction
5	Goal = “Market Leadership”
6	Some “Small Co” examples
7	Some “New Product” Challenges
8	Danger ! … an inclination to…
9	Winners build “4 Pillars”
10	Winners build “4 Pillars” ….. adapted to stages of “Adoption Life-Cycle”
11	Tech “Adoption Life-cycle”
12	Stage 1: Early Market
13	…then – The Chasm Challenge
14	Stage 2: Bowling Alley
15	e.g. - a Hi-Tech Value Chain
16	Stage 3: The Tornado
17	Stage 4: Main Street
18	Who is your buyer?
19	CheckPoint … “4 Pillars” are
20	Pillar # 1 = Client Profiling
21	Pillar # 2 = Market Leadership
22	…and Strategy Must Adapt
23	… and Value Disciplines evolve
24	Rocky Sales Results?
25	Pillar # 3 = Product Definition
26	Solutions, not technology
27	Product/Service Mix
28	Sample Service Offerings
29	Pause – Case Study
30	Pillar # 4 = Sales Engine
31	Selling “Styles” evolve
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35	So …Who does what?
36	Who does what – “Hat Chart”
37	Org Charts = not cool !!
38	Lead Time “Critical Path”
39	Mission Map
40	Tips for team-building
41	Managing Multiple “Hats”
42	Tips for team-building
43	Selling in today’s market
44	Tips on Strategy
45	Summary
46	In Closing …
47	More for your Idea Kit