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Winning Business inAny Economy

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1. Show up and just play.

2. PLAY to WIN.

3. Play to win “at all costs.”

4. Play not to lose.

Ways to Play the Game:

Wi n n i n g B u s i n e s s i n Any Economy

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1. Be intentional

2. Create differentiation

3. Pay attention to the bus

Wi n n i n g B u s i n e s s i n Any Economy

Be Intentional1

If you chase two rabbits, both will escape.

Differentiate2

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Source: HR Chally 2007 World-Class Sales Excellence Research Report

Factors That Impact a Sale

•Price

•Quality

•Offering TotalSolution

•Effectiveness of the Salesperson

18%

21%

22%

39%

Wi n n i n g B u s i n e s s i n Any Economy

“If all you're trying to do is essentially the SAME

THING as your rivals, then it’s unlikely you’ll

be very successful.”

Michael Porter

Pay Attention to the Bus3

“One of the most important tasks of a manager is to

eliminate his people’s EXCUSES for failure.”

Robert Townsend

Wi n n i n g B u s i n e s s i n Any Economy

Source: Leigh Branham. The 7 Hidden Reasons Employees Leave. Amacom (2005).

70%

“...harsh, hard-driving,

executives actually diminish the bottom line.”

Green Peak Partners. “What Predicts Executive Success?” 2011 study conducted by research team at Cornell University's School of Industrial and Labor Relations.

“...self-aware LEADERS with strong interpersonal skills

deliver better financial performance.”

‘RESULTS-AT-ALL-COSTS’

Wi n n i n g B u s i n e s s i n Any Economy

0-0 = .344 0-1 = .324 0-2 = .166 1-0 = .341 2-0 = .351 3-0 = .394 1-1 = .327 2-1 = .338 3-1 = .368 1-2 = .178 2-2 = .195 3-2 = .233

0-0 = .344 1-0 = .341 2-0 = .351 3-1 = .368 3-0 = .394

Wi n n i n g B u s i n e s s i n Any Economy

Wi n n i n g B u s i n e s s i n Any Economy

0-2 = .166 1-2 = .178 2-2 = .195 3-2 = .233

Thanks!

Twitter: @KellyRiggs www.BizLockerRoom.com