"Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed...every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you

1
"Every morning in Africa, a gazelle wakes up. It
knows it must run faster than the fastest lion or
it will be killed...every morning a lion wakes
up. It knows it must outrun the slowest gazelle
or it will starve to death. It doesn't matter
whether you are a lion or a gazelle...when the
sun comes up, you'd better be running."
2
Verne Harnish
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Dell

• Start with smart executives, and then keep them
  smart

Michael Dell
Benchmarking Leading Thinkers
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What we do

• 1 to 2 Day Executive Dev Programs
• Keep up with the growth

Best Practices Thought Leaders
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www.gazelles.com
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www.gazelles.com
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www.gazelles.com
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Rockefeller Habits
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Rockefeller Habits
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Discipline
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Good To Great
Right People
Right Things
Things Right
Disciplined People
Disciplined Thought
Disciplined Action
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1 Per Week
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Mind vs. Muscle
Energy Management Vs. Time Management
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Habit
You are what you repeatedly do. Excellence is not
an event - it is a habit. Aristotle 384-322
BC Philosopher and Scientist
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Four Decisions

• People Strategy Execution
• and
• Cash

(Happiness)
(Revenue/Growth)
(Profit/Time)
(Oxygen)
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Three Disciplines

• Priorities
• Data/Metrics
• Meeting Rhythm

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Priorities
Ivy Lee Charles Schwab 25,000
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Metrics/Data
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Strategic Talk Time
CEO Council pp 114 - 115
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Two Drivers
Reputation and Productivity
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One Coach

• No one has ever achieved peak performance
  without a coach.

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DC Coaching Partner
Bill Howe
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Predictable Results

• 2x Cash Flow
• 3x Profitability
• 10x Valuation
• More Time!

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Page 1 - People
Head of Company (CEO) Sales and Marketing
(VP) Operations (COO) Accounting (CFO) Human
Resources (HR) Information Technology
(IT) Customer Satisfaction Business Unit Heads
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Page 2 - Strategy
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Page 3 - Execution
Relentless Repeatability
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Page 4 - Cash
Cash is King!
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Dell Sales Tips

• Coaching 30 hrs/week
• Consultative Sales 10 Accounts
• Sales Screening Question
• Sell What We Have Dont Sell What We Dont
  Have!

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Market Intelligence

• Whats YOUR Process for Gathering Customer and
  Employee Intel?

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Janie and Victor Tsao
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Michael Kevin
Courtesy of Dell, Inc.
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Ritz Carlton
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Learning
Whoever learns faster wins
when the sun comes up youd better be
learning!
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Brand

• Whats YOUR Phrase?

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Darius Bikoff
Enhanced Waters
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Controlling the Ink
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• Whats YOUR Relationship with Customers?

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Leadership Intellectual Capital
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• 11 Sales Tips

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Ask 15 Times
James P. Cecil
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Remarkable Story
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Dutch Boy
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Moghadans Chevron
www.insyght.com
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Mars - McDonalds
www.rackspace.com
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Brand Promises
Always the Hits
No Fee
3 Nights
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Strategic Anchors
Low Fare
Lots of Flights
Lots of Fun
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Mars - McDonalds
www.advancedcircuits.com
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Bonus of Buyer
Max Carey
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Mars - McDonalds
www.motek.com
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Mars - McDonalds
www.motek.com
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Mars - McDonalds
www.motek.com
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Mars - McDonalds
www.motek.com
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A/P List of Customer
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Call Before 10 am
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Nurture Assistant
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Meet Daily to Drive Sales
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Meet Weekly Marketing
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MapPoint
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MapPoint
60
Get Trained
Thank You
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