sell sell sell

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Sell Sell Sell Prepared for: Terry Ledden/Sandler Training, 1 Antares Drive, Suite 120 (Lobby Level), Ottawa ON Date and time: October 19, 2012 at 0730 CEO Session Follow @TerryLedden and learn more about him at: http:// www.salesaboutface.com

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Sell Sell Sell. Prepared for: Terry Ledden/Sandler Training, 1 Antares Drive, Suite 120 (Lobby Level), Ottawa ON Date and time: October 19, 2012 at 0730 CEO Session Follow @TerryLedden and learn more about him at: http://www.salesaboutface.com. Sell Sell Sell. - PowerPoint PPT Presentation

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Page 1: Sell Sell Sell

Sell Sell Sell

Prepared for: Terry Ledden/Sandler Training, 1 Antares Drive, Suite 120 (Lobby Level), Ottawa ON

Date and time: October 19, 2012 at 0730 CEO Session

Follow @TerryLedden and learn more about him at: http://www.salesaboutface.com

Page 2: Sell Sell Sell

Sell Sell Sell

If you can’t sell, you can’t be an entrepreneur, intrapreneur, artpreneur or CEO

“Everyone in your organization is in sales,” Prof Bruce

Large homebuilder announces new project Call for info ‘Huh?’ Your receptionist is your CIO!

Page 3: Sell Sell Sell

Sell Sell Sell

‘A brand is important because it’s important’

Say what? Marketing builds a

Brand Brand builds Trust Trust creates the

opportunity to Sell Sales provides revenue

for more Marketing

Page 4: Sell Sell Sell

Sell Sell Sell When you meet someone

whose b-card says, ‘VP, Marketing and Sales’, you’ve just met someone who doesn’t know whaty they are doing

Mutual Life Clarica Sun Life

Pirate Insurance Co of Kinakuta

Page 5: Sell Sell Sell

Sell Sell Sell Selling is the tooth end of the snake/not the tail “Number one, cash is king...,” Jack Welch Cash doesn’t lie/AP, AR, INV, Bank Balances

Page 6: Sell Sell Sell

Sell Sell Sell Michael E Gerber says every SMEE needs–

technician, manager and leader Leaders can NEVER delegate sales

Page 7: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Canderel and others enter the Ottawa marketplace and out compete the locals

Office rents go from $18 in 1982 to $6 in 1987 We were constantly trading up in terms of business

size and complexity Move to a market with fewer competitors and some

more DV– get out of the way of the elephants “What does TO have that we don’t have?”

Page 8: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators

A Zoo, the Princess of Wales Theatre, a NHL Team NHL is getting ready for expansion again Randy, MBA from Clarkson: “Let’s do it.” Cyril Leeder, CA: “How much is it going to cost?” Estimate: $35 million (then going rate for NBA

expansion team)

Page 9: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators

Franchise cost: $50,000,000 USD in 1990 Pre-sold 15,000 PRNs for $25 each for a team that

does not yet exist Pre-sold 500 Corporate sponsors for $500 each Pre-sold 32 Original Corporate Sponsors for

$15,000 each Pre-sold media rights for radio and TV for $250,000

and $4,000,000, respectively

Page 10: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators

Pre-sold 30-year arena management contract for $15 million + a corporate guarantee

Pre-sold pouring rights for $3 million Pre-sold product rights for $1 million Pre-sold 10,000 season tickets 22 months

before the first game for $22 million in cash Pre-leased 100 suites at $100,000 per suite per

year or $10 million per year for 5 years = $50,000,000

Page 11: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators

Bought 600 acres for $12k per acre, won a NHL franchise, built a MCF (Major Community Facility– aka, Scotiabank Place) in the middle and sold extra 500 acres for $112k per acre to make $50,000,000

You get the picture… PRE-SELL, PRE-SELL, PRE-SELL… find ‘launch clients’ before you launch

Page 12: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Having launch clients (pre-sales) changes

everything Gives everyone involved confidence that you are

on right track Increases credibility and is important source of

(cheap) capital Minimum number of launch clients you need is

three Can convince one fool to buy any product or

service, maybe two but probably not three

Page 13: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Meet with each member of the BOG at least

twice Meet with the President of the NHL Go to Palm Beach with 120 followers including

the Ottawa Fire Department Marching Band Slogan: “Bring Back the Senators” Name things like: “The Palladium”– give it the

breath of life (like the Elves did in Middle Earth)

Page 14: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Prioritize Lobby Know what you are doing (learn from Bill

Torrey/Glen Sather/Sam Pollack) Plaster Palm Beach Airport with Bumper

Stickers Make your presentation a conversation Never stop Last thing they see is your happy, smiling face

Page 15: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Be someone others can have trust in; trust is the

foundation of a successful life in business and in your personal situation

“Go where hockey is known and loved and we’ll take care of your franchise.”

Beat Milwaukee, Portland, Seattle, Houston, Hamilton and St Petersburg

Media proclaims: ‘Milwaukee/Seattle’ Stand your ground– “You will NEVER, EVER get

a NHL Team in… Ottawa.”

Page 16: Sell Sell Sell

Sell Sell Selling… the Ottawa Senators Dec. 6, 1990, the NHL awarded franchises to the

cities of Ottawa and Tampa But really they awarded them to Phil Esposito (for

Tampa) and Bruce Firestone (for Ottawa) They trusted us Our theme song– Tom Petty’s DON’T BACK

DOWN We get a unanimous vote from the NHL!

Page 17: Sell Sell Sell

Sell Sell Sell In entrepreneurship, results count and results

come from a fundamental source: trust— remember this—

“People like to buy from people they like and trust.”

Page 18: Sell Sell Sell

Sell Sell Sell

Follow me on Twitter: @ProfBruce Find me on LinkedIn:

www.linkedin.com/in/profbruce

Read my blogs at: www.eqjournal.org

and www.dramatispersonae.org

Read my books at: www.brucemfirestone.com

Study with me, info at: www.learnbydoing.ca

Participate in SKIP-AID August 2013: http://www.learnbydoing.ca/wordpress/?page_id=150

Page 19: Sell Sell Sell

Sell Sell SellAppendix—

Sens first game: http://www.youtube.com/watch?feature=player_embedded&v=Y3wlmIxdJvw

Sens first Goal: http://www.youtube.com/watch?feature=player_embedded&v=6STkJ8UzoyU

Professor Bruce M. Firestone, B. Eng. (Civil), M. Eng-Sci., PhD.; Executive Director, Exploriem.org; Founder, Ottawa Senators; Entrepreneurship Ambassador, Telfer School of Management, University of Ottawa; Real Estate and Mortgage Broker, Century 21 Explorer Realty Inc., Author, Quantum Entity Trilogy