L E A D, S O L V E, S E L L for Sales Leadership in a Recovering Economy

Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.

Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]

ACA Professionals ClubChicago

Joseph ScandariatoMeeting Chair

Wednesday20 July 2011Bank of America135 South LaSalle Street

Opening Windows, Doors and Wallets

Strategic Alignment in Sales Leadership

Lead | Solve | Sell

Strategically Aligning what Buyers Truly Value with

What Sellers Truthfully Sell

John R. Dallas. Jr.Chief Alignment Officer (CAO)

Hillview Partners Network LLC

John R. Dallas, Jr.

Founder and Chief Alignment Officer (CAO)


Consultants | Coaches | Speakers

[email protected]

hillviewpartners.com

weneedtohaveaword.com

johnrdallasjr.com

A Vantage Point to Your Advantage™

Introducing

John DallasToday‟s Thought

Leader and Facilitator

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Since 2005 leading Hillview, a network of independent professionals in fields of strategic alignment

President since 1974 of five prior technology-based B2B and B2C service companies:

1. Chicago Title Credit Services, Inc., Chicago / consumer and commercial credit data services

2. CreditComm Services LLC, Fairfax, VA (DC area) / consumer credit data services

3. Market Access Resources Corp., New York / consumer credit data services

4. Group Concepts Capital Corp., New York / consumer credit data services

5. National Business Intelligence Corp., New York / editorial services and electronic publishing

Chairman, Advisory Board, UrbanPonics LLC, a hydroponics (soil-less) grower of produce and flowers

Moderator, Greater Chicago Thought Leadership Forum (ThoughtForum)

Leader in inclusive multicultural education and leadership development initiatives for business owners

Keynote speaker, meeting moderator, workshop facilitator, interviewer, and panelist

Guest lecturer at universities, colleges, and other schools

Volunteer leadership in economic development, civic affairs, arts, education, and churches

Majored in Journalism and Mass Communications, Pittsburgh‟s Duquesne University,

continued studies in New York at Columbia University

3

The task of leadership is to create

an alignment of strengths, making

our weaknesses irrelevant.”

− Peter Drucker

Copyright © 2005-2011 Hillview Partners Network LLC

4Copyright © 2005-2011 Hillview Partners Network LLC

Alignment Consulting to Align Team Views toward Greater Productivity:

1. What buyers truly value and sellers truthfully sell2. Sustaining team engagement, efficiency, and exceptional results3. Where team members are moving during planning, execution and measurement

Alignment Coaching to Align Leader Views toward Higher Performance:

1. Professional development and organizational growth (dual-track coaching)2. Career advancement, enrichment or stabilization3. Career transition (internal or external)

Alignment Speaking to Align Audience Views toward Broader Perspective:

1. Building buyer-centric cultures, plans, operations, and sustainable revenue streams2. Igniting fully responsible leaders to maximize their Return on Leadership (ROL) 3. Digging, drilling and thinking a bit deeper — to reach, climb and stand a lot higher

Reversing Risk of MisalignmentSince 2005 Hillview is a collaborative network of independent consulting, coaching andspeaking specialists; individuals preeminent in various fields related to facilitating strategicalignment of people, money, technology, and other mission-critical resources.

Consulting

Coaching

Speaking

5

1. Lead people

2. Manage things

3. Align people and things


Fully Responsible Leaders:

6Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.




Lead | Solve | Sell



John R. Dallas. Jr.Founder and Chief Alignment Officer (CAO)


In In In In In In

Out Out Out Out Out

Importance of Being Alert to Your Patterns of In-and-Out Listening

Today please listen more “hearingly” − and with a “third ear.”

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President John F. Kennedy is to have said,

“There’s always at least one [S.O.B.] at the

table who doesn’t get it.”

Kennedy Cabinet seated around the Cabinet

Room Table in 1962, the day after the Cuban

Missile Crisis ended. Imagine “not getting it.”

Pause to imagine the times every day we hear, read, see

or sense that someone just does not get it. This is risk.

Copyright © 2005-2011 Hillview Partners Network LLC 8

If it happens in The White House…


To win points today, the ball is in your court . . .

In meetings with one or many, for you to gain value you must monitor your in-and-out engagement. Yes, keep your own score.

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││││ Crosshatch marks for “first-time-heard” items

P Pivots you identify as you turn toward new views

? Question marks if you “need more information”

O “O” for moments you were Out Listening ( + or -)

T “T” for takeaways for you to use/share TODAY

Please jot on paper; perhaps on sheets separate from your rolling notes:

Sustaining All-Important Focus on Your Engagement

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It is always better in meetings to monitor your own reaction to

the substance of the information you are hearing and seeing, rather

than sit in judgment of the speaker‟s “performance.” Preparing to

evaluate how any speaker performs, informs, entertains, or otherwise

arrests your attention and engagement distracts you from the most

important matter. This is about YOU, not the speaker.

How well you do today is what really matters most. Copyright © 2005-2011 Hillview Partners Network LLC


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ER triage professionals will ask

if you are alert and oriented (A&O) to:

1. Your Name?

2. This Place (i.e., a hospital‟s ER)?

3. Today‟s Date?

4. Your Purpose for being in the ER?

Medical Alignment Acronym Borrowed from Traditional Emergency Room Triage

Strategically Aligned?

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Prospective Buyers

Schools &

Universities

The Media

Buyer

Regulatory

Authorities

Federal YOU

Outsourcing

Economic RealityBoards

Committees

Strategic

AlliancesPolitics

WHO?

Past, Current and

Future EmployeesSocial Media

Competition

Networking

Public

Quality Control &

Best Practices

Family

Life!

Credit

Q&R

Ad Agencies

IT/MIS

V

E

N

D

O

R

S

Associations &

Foundations

Teams

Diversity

IRS

Faith

Law

City Hall

Global Needs

& Realities

E-Commerce

PR

The HILL Model™

Seller

HR

http://linkedin.com/pub/john-r-dallas-jr/0/3b/668


13

Fully responsible leaders will ask if you are

alert and oriented (A&O) to each situation‟s:

1. Strengths (first and foremost!)

2. Weaknesses

3. Opportunities

4. Threats

To achieve strategic alignment of people and things, you must remain . . .



Lead | Solve | Sell

Strategically Aligning what Buyers Truly Value with What Sellers Truthfully Sell

Part 1 Three-Part HILL Climbing Expedition

Based on Hillview’s ProprietaryHigh-Impact Leader Lens (HILL) for Viewing People and ThingsThe Hill Model

John R. Dallas. Jr.Founder and Chief Alignment Officer (CAO)



Three Steps for Strategic Alignment in Sales Leadership

ThirdFirst Second

Solve SellLead

$

15

“The task of leadership is to create an alignment of strengths, making our

weaknesses irrelevant.” − Peter Drucker


Retrain Your Brain JULY 20, 2011

“Every leader faces a share of irritating screw-ups and minor setbacks.

In response to those annoyances, some leaders get irritable and

stressed out. Others keep on moving. To be in that enviable latter

category, you need resilience. Train your brain to bounce back from

hassles rather than get snagged by them. Find a quiet place where you

won't be interrupted. Sit comfortably and focus on your breath. Notice

yourself inhale and exhale. Don't try to change your breathing, just be

attentive to it. As thoughts, sounds, or other distractions come up, let

them go and return your attention to your breath. By doing this 30

minutes a day you will teach your brain to go to a quiet calm place

when it is stressed, rather than triggering your fight or flight response.”

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Deep Breath No. 1: The Leading Breath

Breathe-in — the present moment's reality.

Whisper inside, "Lead."

Breathe-out with a sense of aligning your leading strengths.

Deep Breath No. 2: The Solving Breath

Breathe-in — the present moment's challenge.

Whisper inside, "Solve."

Breathe-out with a sense of aligning your solving strengths.

Deep Breath No. 3: The Selling Breath

Breathe-in — the present moment's opportunity.

Whisper inside, "Sell."

Breathe-out with a sense of aligning your selling strengths.


Feel the physiological and psychological alignment you are achieving.

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“Value is ultimately determined by the buyer, and never (ultimately) by the seller.

Price is ultimately determined by the seller, and never (ultimately) by the buyer.

Strategically aligning what buyers truly valuewith what sellers truthfully offer ultimately creates an ethical win/win-plus exchange.

When sellers accurately address what buyers ultimately value, price matters less than sustainable benefits for both parties.” −JRDjr


What Do Your Buyers Value in Doing Business with You?


How deep and how wide is your understanding of this one word you chose? What does this one word REALLY mean to your buyer? How might you lead in supporting your buyers to deepen and broaden their grasp of the upside potential within this one word? If they prioritize this word in assessing your value to them, it is in your and their best interests for everyone involved to REALLY “get it” and make it work to the max.

?

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True-North Strategic Alignment Requires Vision, Thoughts

and Actions Moving toward Where the Puck is Going to Be


"I skate to where the puck is going to be, not where it has been."

- Wayne Gretzky

Leading, Solving and Selling Requires Vision, Thoughts and

Actions Moving toward Where the BUYER is Going to Be

"I lead toward where the BUYER is going to be, not where the BUYER has been.”

- Fully Responsible Market Leaders

21

It’s about

how you think!


Think

Your mind’s attitude and altitude determine how you’ll hear responses to:

Who? What? When? Where? Why? How? And − what’s “the Wow?”

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“You cannot solve a problem from the

same consciousness that created it. You

must learn to see the world anew.”

− Albert Einstein


Fresh Thinking for EnvisioningValue of Strategic Alignment

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Asking yourself or others,

“Where do things stand?”

is not the right question.

Change is ceaseless. Views

toward where people and

things are moving focus

your thoughts and vision to

identify direction and

velocity of momentum.


A Vantage Point to Your Advantage

From what height in your day-to-day mindset are you viewing people and things?Copyright © 2005-2011 Hillview Partners Network LLC 24

TM

Copyright © 2005-2011 Hillview Partners Network LLC25

“What you see is what you get, so

where you stand to look at life‟s

sights really matters. Precision

vision is required for every mission.

Clarity comes from lifting your

mind to „a hill‟ for viewing people

and things − instead of from a flat

plain, a lofty mountaintop, or a

stale ivory tower. We must dig,

drill, and think at least a little deeper − so each of us will reach,

climb and stand a lot higher.”− JRDjr

Left Brain for Viability:

Uses logic Detail-oriented Defines “it”Knows object’s name Facts rule Words and language Present and past Math and science Comprehends Knowing Acknowledges Order/pattern perception Reality-based Forms strategies Practical Safe (risk-averse?)Humble by deduction

Right Brain for Vision:

Uses feeling Big-picture oriented Describes “it”Knows object’s function Imagination rules Symbols and images Present and future Philosophy and religion Senses intrinsic value Believing Appreciates Spatial perception Imagination-based Presents possibilities Impetuous Risk-taking Hubris-prone (a risk)

Hillview Presents The HILL Model™ with Views of Strategic Alignment for Fully Responsible Leadership Based on Hillview’s High-Impact Leader Lens™ (HILL) for Realistically Viewing − and Positively Influencing − Movement of People and Things

Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.


Viability Vision

From this just-right HILL-height ask: Who? What? When? Where? Why? How? And what’s “the Wow?”

Viability

Vision

In Your Mind’s Eye You are Standing on this HILL to Focus, Align and Balance Your and other Views toward Vision and Viability

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“Mr. Savage, I can be in your office in 15

minutes. If you allow me 30 minutes, I‟ll

demonstrate face-to-face what I failed to

convey during this telephone call. May I

come over now, please?”

“Charlie, make a decision!”

“Judy already gave you her answer.”


Three Pivotal Moments in Sales Leadership:International Telephone and Telegraph Corporation (ITT), CBS, and American Express

Single Words and Concepts are Pivots toward New or Clearer Views of People and Things


As you stand atop hills in your fine mind, allow your attention to pivot toward new views that may validate or change the direction you and your team members are heading. Breathe!

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One word made a difference in a hearing…


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Incorrect word: “… most humiliating day of my life.”

Correct word: “… most humble day of my life.”

Tuesday 19 July 2011

A rather impertinent reporter from The Wall Street Journalasked Mikhail Gorbachev for one word to summarize the state of the Russian economy. One word.

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Yes, one word can make a big difference . . .


30

One word: Good

Then two words: NOT Good

Copyright © 2005-2011 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected] 31

A single word‟s value

to others and you is

influenced by your

depth of definition,

breadth of

description, and

scope of view for its

desired impact . . .

Now in PDF for e-readersHardcover Fall 2011


Leading, Solving and Selling Power ofOne Three-Letter Word . . .

32


Leading, Solving and Selling Power ofOne Three-Letter Word . . .

33

Your Empathy Sells – YES!

Your Enthusiasm Sells – YES!

Your Energy Sells – YES!

Your Eagerness Sells – YES!

Your Education Sells – YES!

Your Exactitude Sells – YES!

Your Eye (Contact) Sells – YES!

Your Ego (Healthy) Sells – YES!

“This is a Football.”

34

This also is a Football.

Applying to Leading, Solving and SellingCoach Vince Lombardi’s “Fundamentals”



Fundamental No. 1 for Leading, Solving and Selling

35

36

“Put people first. Put people second. Put people third.Profit of many types follows people, people, people.”

− JRDjr


“Life moves pretty fast. If you don't stop and look around once in a while, you could miss it.” —Ferris Bueller



Think about the Leading, Solving and Selling Power of One Four-Letter Word:

38

Yes, I love what I do for a living. Yes, I love the favorable impact I have on lives of the people my work touches. Yes, I love __________________________ . . .

"The meaning of love is not to be confused with some sentimental outpouring. Love is something much deeper than emotional bosh.“ −Martin Luther King, Jr.

39

Help is a Four-Letter

Word to Avoid

Choose to offer,

provide and sustainsupport.


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One-with-one exceeds in leadership value:

One-on-one . . .

One-to-one . . .

Differentiating “with”

from “to” and “on…”


One for all, all for one!

41

Views from hills in your mind can change with

the direction you are looking, the height from

where you are looking, and how long you focus

for clarity. Opinions are less flexible than views.

If someone or something points your head or

heart in a different direction, your view changes.

Opinions you and others pronounce have much

less inherent flexibility than “sharing adjustable

views seen from just-right hill-height.”

Choose to express your views over imposing

your opinions. Share views and expect change.

Differentiating Views

From Opinions


42

Pause to Ponder Perils of Pride

Pronounce at Your Own Risk


Hillview encourages fully responsible leadersto avoid thought, words and actions that trade on the less-than-productive emotions of pride. Choose instead the thrill of “beingdeeply pleased” with positive outcomes accomplished by others and yourself. Pride has no place whatsoever in The HILL Model. Pride is considered a major risk to strategic team alignment. Resisting pride allows self-awareness that leads to selfless teamwork.


For Writing to Others Remain Tightly Focused on the Intended Reader:

1. Resist starting any written paragraph with “I”

2. Avoid starting any written paragraph with “I”

3. Don’t start any written paragraph with “I”

Put the reader first in your mind, “You . . .”

You will find this of interest . . .

You and your colleagues will want to hear . . .

You are cordially invited . . .

Your time today was greatly appreciated . . .

You would be more than welcome . . .

“You” was the first word spoken to man in the Garden of Eden.


For Writing to Others Shift Gears to Focus Tightly on the Intended Reader:

Know your “who, what, when, where, why, how and wow” messages.

Put yourself in the reader’s shoes (i.e., use extra empathy).

Be friendly, warm and appreciative in your thoughts and text.

Don’t be abrupt, rude, self-centered, or aggressive.

Don’t be egocentric or otherwise demonstrate any insecurity.

Be human! Be personal. Say hello. (Bill, hi. Carol, hello. Dear Jill:)

Say “please” and “thank you” often! (Tom, thank you for your . . .)

Say that you’ll support (not “help”). (Call when you want . . .)

Say it because you mean it! (It’s great to know you.)

Wrap-up. Say good-bye. (All the best, Kind regards, Best, etc.)

Take three deep breaths. Feel how deeply aligned you are with others.


For Writing to Others Remain Tightly Focused on the Intended Reader:

Use often the words “yes” and “you.” (Avoid “I,” etc.)

Compliment the reader in genuine ways. (“It will be good to see you.”)

Ask legitimate, provocative and compelling questions.

Offer YOU-focused statements – You will/can/do…

Identify/understand prospect’s strain, pain and gain.

Use simple sentences, short paragraphs; to-the-point, though not cryptic.

Speak directly to the reader – You, you, you . . .

Focus for the reader on benefits and attributes, not features per se.

Start stories as if a headline from The New York Times – not the tabloids.

Wrap-up with a highly specific call to action – today, now, tomorrow, etc.


Just checking-in to see if you received the material I sent.

Thank you for spending time with me.

No problem. No big thing. Don’t mention it. Whatever.

Pivoting away from Pop Culture Words, Phrases and Behaviors


With all due respect . . .

Between you and me . . .

In my opinion . . .



What is the pain you want me to address?

My pleasure.

The bottom line . . .



For meetings always arrive at least a few minutes early ― don’t be late!!!

Remove any overcoats, scarves, gloves, boots, etc., as quickly as possible

after arriving ― intentionally look READY, willing and able!

Remember to NEVER shake hands with gloves on!

Never be seen sitting down on the job while waiting in a reception area ―

try to remain standing! (If pressed to sit, there’s a way to handle it.)

With exception of not sitting down in the reception area, always graciously

accept hospitality: hanging coat, offers of coffee/water, etc. Adding a yes

sure beats introducing a no. “Saying no” to a host’s hospitality is unwise.

Be genuinely polite to receptionists, secretaries, assistants, security

guards, restaurant servers, and your host’s colleagues ― it really matters!

50

Aligning Your Best Efforts with

Putting Your Best Face Forward


Research by Dr. Albert Mehrabian, Professor Emeritus of Psychology at UCLA, delves into much more than our vocal communication:

07% of our message is communicated through words

38% through our vocal tone

55% through facial expressions and body language

For phone conversations the percentages are:

8% through words and 92% through vocal tone

Non-literal communication can count for 90%+ of impact

Lead | Solve | Sell Requires Substantive Engagement in aSteady Stream of Valuable Messages through Social Media


Web sites Blogs Linked-In profiles and groups E-mail newsletters with photos and testimonials Forwarded articles and photos of likely interest Daily Facebook postings on business pages Routine valuable “Tweets” via Twitter Personal text messages of value to receiversMobile photographs and videosWhat social networking media do you use?

Questions and Responses


Sir Winston Churchill’s Commencement Address

Persist

Persist

PersistCopyright © 2005-2011 Hillview Partners Network LLC 53

Persist

Persist

PersistCopyright © 2005-2011 Hillview Partners Network LLC 54

Persist in leading

Persist in solving

Persist in selling

Your Lead | Solve | Sell

Commencement Address

55Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.




Lead | Solve | Sell



John R. Dallas, Jr.Founder and Chief Alignment Officer (CAO)Hillview Partners Network LLC1133 North Dearborn StreetSuite 3201Chicago, Illinois [email protected]

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