"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
