Latest Posts

The Three Roles of the Sales Leader

Following up on my post about the ‘Sales Driven Funding Operation.’

A critical position on a Sales Team is the Sales Leader.

IF you are committed to a Sales Team then you should identify the Sales Leader – the person who fulfills these duties:

  • The ultimate PLAYER/COACH: This person has the street cred and is usually the organization’s BEST sales person. This person has also accepted the role of COACH to the team.
  • Has ultimate ACCOUNTABILITY: This person is 1) accountable for the Sales Team results, and 2) the person to whom each Salesperson is ultimately accountable.
    • There are also cases in which the Sales Leader can use others to support this function. Example, let’s say your team has ten Salespeople – they can report to a deputy but ULTIMATELY report to the Sales Leader.
  • The ultimate PLAY CALLER (or referee): If three Sales Team members want different changes to the engagement tool (for instance) the Sales Leader is empowered to LEAD and make-the-call, end-the-dispute, or unite-the-team around a clear decision.

Just having this vocabulary has been powerfully clarifying for organizational leadership responsible for building Sales-Driven Funding Operations.

 

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Henry Ford’s ‘One Secret of Success’

“If there is any one secret of success, it lies in the ability to get in the other person’s point of view and see things from that person’s angle as well as your own.” – Henry Ford

I’ve trained over 1,000 development professionals and leaders. One thing I’ve observed – those that perform at the highest levels always have a high degree of empathy.  Yet, in no instances that I can recall, have I seen a search committee or hiring manager put a premium on this skill that Henry Ford called the ‘one secret of success.’

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Sales Nugget: The Importance of Personal Goals

Tom has been receiving notes from around the world, people reaching out to share what he has taught them. One of the big themes has been the importance of Life Balance. With our own team, we call this “Integration” – Being able to integrate all the facets of your life to achieve happiness, fulfillment and overall health.

Here’s a great note from the archives – Tom talking about his mentor who introduced him to “personal goals” and “family first.”

It may seem a little weird to talk about “PERSONAL GOALS” when you’re dealing with SALES or SALES GOALS. Frank Sullivan, however, was all about writing out ALL of his goals and plans – personal, financial, business, health, etc.

Frank was literally the first person in my “business life” (and, actually, one of the very few people) that talked about his personal life and his family and his own goals – as they related to his business and sales goals.

Frank’s the one who first gave me the idea of solo time with the kids, which I turned into BIRTHDAY BREAKFAST, where we went over their favorite books, TV, friends, food – And, did their GOALS for the upcoming year! I tried to capture all these notes in one journal/green book (that I still have today.)

By the way, if you’ve never done ‘GOALS’ with a 3-year-old, you’ve really missed out!

Frank came down with Alzheimer’s at the end of his life, but, by then, he had impacted so many people and left a huge legacy. “Personal goals” and “family first” were his GIFT to me. I am forever grateful.

 

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Selling Happens at 30,000′: The Jerry Maguire Close

Leigh Steinberg is a sports agent who represented the No. 1 overall pick in the NFL draft a record eight times – a milestone unmatched within the sports industry.

Steinberg is often credited as the real life inspiration of the sports agent from the film Jerry Maguire.

Reportedly, Steinberg had a chief aim when going into any negotiation – to get the person he was with to agree that his athlete was the best (fill in the blank: quarterback, running back, etc) in the league. Once he got them to agree the rest of the negotiation was pretty easy.

Selling happens at 30,000′.

The number one question of every investor is, “Why do you exist?”

If the person you are talking to doesn’t care about your WHY, it’s very hard to talk to her about the what and the how. Conversely, if your WHY is her number one priority (i.e. you have the best running back in the league), you need establish that fact as early as possible.

More on closing here.

 

 

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On Practice and Excellence

 

We strive to be ‘Best in the World’ at the ASK.  We are constantly training and improving as a team in this area.  Here are some quotes/thoughts on the importance of practice and excellence.

I think they are relevant to anybody who strives to be world class in their own domain.  

“Excellence is a habit.” – Aristotle

Tom Brady has returned to his coach, Tom Martinez, 4 times per year for the past 17 years for a tune up!

Immediately following her 2015 U.S. Open second round win, Serena Willams went to the practice courts for 90 minutes!

“The enemies of practice are pride and fear and self-satisfaction.”   – Practice Perfect

“It’s a funny thing.  The more I practice, the luckier I get.”  – Arnold Palmer

“If I skip practice for one day, I notice.  If I skip practice for two days, my wife notices.  If I skip for three days, the world notices.”  – Vladimir Horowitz, Virtuoso Pianist

Note:  Two fantastic reads on this include Practice Perfect and The Talent Code.

 

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Elevator Pitch vs. Elevator Engagement

“What’s your Elevator Pitch?”

The Elevator Pitch may be one of the most powerful framing devices ever. By common definition, the Elevator Pitch means being prepared to cram as much about ourselves/our organization as we can in between floors one and three.

But, did you know that the world’s first elevator pitch involved Elisha Otis climbing on top of one of the first elevators and taking an axe to the cable, showing that the brakes would work?

When you think of it this way, it becomes much more an Elevator ENGAGEMENT than an Elevator PITCH.

If you have 60 seconds with someone on an elevator, to pitch yourself, your impact or organization, presumably the goal is to get the other person to say, “Hey, this sounds interesting. Let’s keep talking.” If that’s the goal then we should be asking ourselves, “What’s the best way to engage in a short time frame?”

You engage more in a short time frame by asking questions than you can by talking. Instead of spewing for 20-60 seconds, even if succinct, think about one great question you can ask of the other person to get them ENGAGED in a conversation.

I’m not throwing out the concept, but I do want to draw your attention to the difference between a one-way communication and a two-way communication. Focus on the two-way (engagement) and not the one-way (pitch.) Think about the difference between SAYING and ENGAGING.

When you’re with a prospect on a visit, by phone, leading a tour or on an elevator, are you SAYING or ENGAGING?

Read more about Power Questions here.

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Early Bird Tickets For Colorado Boot Camp End in 6 days!

Early Bird Tickets for our Boot Camp on May 17-18 in Larkspur, CO (just outside of Denver) are available until this Thursday, March 31st. This event will sell out so get your tickets early!

The For Impact Boot Camp is focused on frameworks and skill building – You will leave with the knowledge you need to simplify your message and funding rationale, and take your organization to the next level.

This high-energy, day-and-a-half session covers topics like:

  • How to execute against a sales process (for major gifts, campaign gifts, transformational gifts, etc.)
  • How to build and maximize relationships
  • How to build and lead an effective team
  • How to ask, close, and follow-up

The Boot Camp is perfect for organizational alums, new hires, or anyone looking to hone individual skills – both personal and professional!

Early bird pricing is available for both sessions. Discounts are also available for Alumni Organizations and teams with 4 or more participants.

For More Information, FAQs and Registration:
For Impact Funding Boot Camps
Tuesday, May 17 – Wednesday, May 18, 2016 | Larkspur, CO
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On Board(s): A For Impact Guide to Greater Board Engagement (Audio)

We’re reposting some of OG’s greatest hits. Here he is with the companion audio to On Board(s): A For Impact Guide to Greater Board Engagement.

“How do we engage our board?” is a question we receive with every client – this seminar is a direct answer to that question.

Here, Tom does what he does best – CHALLENGE assumptions you have about the board/staff dynamic, LEAD you with concrete frameworks and tools and SIMPLIFY everything with stories from the field.

Included in this seminar:

  • A change in perspective. “A change in perspective is worth 80 IQ points.” – Alan Kay
  • How to change the dynamics of the board/staff.
  • How to get leaders ‘on board’ vs. ‘on the board.’
  • How to leverage a NEW leadership model.
  • How to identify the right leaders and champions.
  • 3 Key Frameworks (TOOLS) for leaders and leadership engagement.

A great seminar for senior leadership and board members, complimenting On Board(s): A For Impact Guide to Greater Board Engagement


(Recorded by Tom Suddes)
Right click here; to download file for listening offline.
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Take A Quantum Leap (Audio)

We’re reposting some of OG’s greatest hits – Here he is with the companion audio to the Campaign Manifesto: Take a Quantum Leap. If you know us well you’ve heard the first 5-10 minutes of intro – Feel free to scoot past!


(Recorded by Tom Suddes)
Right click and save for listening offline.

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The ‘Old Guy’ Riffing on Campaigns, Lesson From the Field, Our Model and more

We’re reposting some of OG’s greatest hits – Here he is riffing on Campaigns, Lessons and the Model. Some great stories “from 30 years in the field” and the beginnings of Be For Impact, Impact Drives Income, Just Ask and more.

Download the audio file (right-click, “save as”)


(Recorded by Tom Suddes)

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Live Like O.G.: A Note on Tom’s Health

 

Nick and I wanted to share with our For Impact Community an update on Tom’s health. Tom was diagnosed with ALS in May of 2014. Those familiar with this disease know that it is progressive and degenerative, attacking nerve cells in the brain and the spinal cord.

Tom is not able to use his voice and body in the way that we are all familiar with – jumping on podiums or doing 1,000s of push ups with the boxers at Notre Dame – but his spirits are good!

Our Founder & Chief Spirit Officer – affectionately known as O.G. (The Old Guy) – is no longer able to be involved in the day to day operation of the For Impact mission, but he continues to challenge us, support us, and inspire us.

I search for meaning in all of this (often) and take comfort in knowing that ALS does not define my dad’s life. To “Live Like O.G.” is an aspiration and a reminder for us all:

O.G. thinks anything is possible.
O.G. lives life fully. Every day.
O.G. is generous – with his spirit, his time, his energy, his resources, his counsel, his adventurousness – beyond any person I have ever met.
O.G. invests more in experiences and people than material possessions.
In O.G.’s world, there are no problems. Only solutions.
The word “no” is not in O.G.’s vocabulary.
He (along with my mom) is supportive, encouraging, down to earth, creative and fun.

O.G.’s positivity is infectious and he embodies every motivational phrase he’s ever said or written:

Life’s a Journey. Enjoy the Present. Make a Life, Not A Living.
Wealth is an Abundance of Things we Value. You can’t take it with you.
Say yes! Focus on your strengths. Live to Give. Give to Live.
Don’t wait. There is no such thing as the “perfect” time to start something.
Be the Change. Live. Love. Laugh. Learn. Leave a Legacy.

Tom has been a Champion for the For Impact Sector for over 40 years. He has devoted his life to motivating and coaching thousands of Development Professionals. Along the way, he has helped to transform the language and attitude of GIVING. We have begun to reflect his living legacy here at forimpact.org. You’ll notice some big changes in the next month, including the most comprehensive For Impact Learning Library to date.

Share your O.G. Story

Recently, Tom was honored by the University of Notre Dame, where he has been the Boxing Coach since the mid 1970s. Hundreds of the men and women he has coached showed up to sit with him and share their stories of how he has impacted their lives. (Read more here: Longtime Notre Dame boxing coach, ref honored)

If you are one of the many that Tom has inspired, now is your chance to let him know.

Take a few minutes and tell us how Tom/O.G./Coach has influenced you using one of these themes (or a theme of your own):

#LiveLikeOG
#GiveLikeOG
#BeForImpact
#OGMadeMeDoIt

Send your stories to wow@forimpact.org and (with permission) we will share at FI.org in the coming weeks and months. Include your name and address and we’ll send you some “Live Like O.G.” swag.

Thank you for reading. Tom, Nick, and I look forward to hearing from you.

Note: “Live Like OG” t-shirts are available. All designs can be tweaked to your liking by choosing ‘change style.’
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