"every morning in africa, a gazelle wakes up. it knows it must run faster than the fastest lion...

"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."

"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."

Verne HarnishVerne Harnish

DellDell

“Start with smart executives, and then keep them smart”

Benchmarking Leading Thinkers

Michael Dell

What we doWhat we do

1 to 2 Day Executive Dev Programs

“Keep up with the growth”

Best Practices Thought Leaders

www.gazelles.com

www.gazelles.com

www.gazelles.com

Rockefeller HabitsRockefeller Habits

Rockefeller HabitsRockefeller Habits

DisciplineDiscipline

Good To GreatGood To Great

Right People Right Things Things Right

Disciplined People

Disciplined Thought

Disciplined Action

1% Per Week1% Per Week

Mind vs. MuscleMind vs. Muscle

Energy Management

Vs.

Time Management

HabitHabit

You are what you repeatedly do. Excellence is not an event - it is a habit.

Aristotle384-322 BC

Philosopher and Scientist

Four DecisionsFour Decisions

People – Strategy – Execution

and

Cash

(Happiness) (Revenue/Growth) (Profit/Time)

(Oxygen)

Three DisciplinesThree Disciplines

Priorities

Data/Metrics

Meeting Rhythm

PrioritiesPriorities

Ivy Lee

Charles Schwab$25,000

Metrics/DataMetrics/Data

Strategic Talk TimeStrategic Talk Time

CEO Council

pp 114 - 115

Two DriversTwo Drivers

Reputation and Productivity

One CoachOne Coach

“No one has ever achieved peak performance without

a coach.”

DC Coaching PartnerDC Coaching Partner

Bill Howe

Predictable ResultsPredictable Results

2x Cash Flow

3x Profitability

10x Valuation

More Time!

Page 1 - People 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

Page 2 - StrategyPage 2 - Strategy

Page 3 - ExecutionPage 3 - Execution

RelentlessRepeatability

Page 4 - CashPage 4 - Cash

Cash is King!

Dell Sales TipsDell Sales Tips

• Coaching – 30 hrs/week

• Consultative Sales – 10 Accounts

• Sales Screening Question

• Sell What We Have – Don’t Sell What We Don’t Have!

Market IntelligenceMarket Intelligence

What’s YOUR Process for Gathering Customer and

Employee Intel?

Janie and Victor TsaoJanie and Victor Tsao

Michael & KevinMichael & Kevin

Courtesy of Dell, Inc.

Ritz CarltonRitz Carlton

LearningLearning

Whoever learns faster wins

“…when the sun comes up you’d better be learning!”

BrandBrand

What’s YOUR Phrase?

Darius BikoffDarius Bikoff

Enhanced Waters

Controlling the InkControlling the Ink

What’s YOUR Relationship with Customers?

Leadership – Leadership – Intellectual CapitalIntellectual Capital

transactions

product solutions

business solutions

partnering

Human Capital

Customer CapitalS

tru

ctu

ral C

apit

al

11 Sales Tips

James P. CecilJames P. Cecil

Ask 15 TimesAsk 15 Times

Remarkable StoryRemarkable Story

Dutch BoyDutch Boy

Moghadan’s ChevronMoghadan’s Chevronwww.insyght.com

Mars - McDonaldsMars - McDonaldswww.rackspace.com

Brand PromisesBrand Promises

Always the Hits

No Fee 3 Nights

Strategic AnchorsStrategic Anchors

Low Fare

Lots of Flights Lots of Fun

Mars - McDonaldsMars - McDonaldswww.advancedcircuits.com

Max CareyMax Carey

Bonus of BuyerBonus of Buyer

Mars - McDonaldsMars - McDonaldswww.motek.com

Mars - McDonaldsMars - McDonaldswww.motek.com

Mars - McDonaldsMars - McDonaldswww.motek.com

Mars - McDonaldsMars - McDonaldswww.motek.com

A/P List of CustomerA/P List of Customer

Call Before 10 amCall Before 10 am

Nurture AssistantNurture Assistant

Meet Daily to Drive SalesMeet Daily to Drive Sales

Meet Weekly MarketingMeet Weekly Marketing

MapPointMapPoint

MapPointMapPoint

Get TrainedGet Trained

Thank YouThank You