Jack Daly is an international expert in sales and sales management, bringing 30 plus years of field proven experience from a starting base with CPA firm Arthur Andersen to the CEO level of several national companies.
A deep dive into three critical areas includes:
1. Building a winning culture in your business. The thrust here is creating an environment in your business where your employees don’t begrudgingly come into work, but rather are excited to be working at your company. If we get the culture right, everything else in our business will be easier. If we don’t get it right, all else will be hard.
2. Sales Management. The emphasis here is on recruiting top performers, coaching, training and building a high performance sales team. A Sales Manager’s job is not to grow sales, but to grow salespeople, in quantity and quality. They in turn will grow your sales.
3. Sales. Here are the systems and processes that top performing sales professionals are using to separate themselves from the rest. Winning new customers, growing the ones they have, and differentiating themselves from the competition. It’s about identifying the key activities that need to be performed on a daily basis, proactive pipeline management, creating perception of value, leveraging the internet and employing an effective touch system.
©2014 Jack Daly (P)2014 Jack Daly
If the author was a 'bit' more humble. He spends the first five (yes FIVE) chapters forcing you to listen to 'endorsements' of his sales prowess. Really? Another back-slapping huckster flaunting his work ethic.
No! I love books that help me improve. This, however, is not one of them.
He has SEVERAL UN-edited errors in his reading. More of an indication of poor production but still distracting.
I love sales books. Especially those that are helpful and can help me get better. Unfortunately, this is not one of them. I'm not saying I know what all; but there is nothing in this book new or revolutionary.
A co-worker of mine had Jack come speak to a group he's in and the notes he shared were awesome. I thought, "this guy really gets it!" This book is essentially a bunch of 20 minute summaries of other great business books and the stories they've told. In short, there was virtually nothing new here. The John Wooden UCLA story? Heard that. Southwest Airlines and Zappos have good cultures? Heard that many times. I think it's obvious that you have to have the right culture, values, and vision before you can build a great sales org. In such a short book, the fact that he spends half of the book doing a "C" job advising on building the right culture is a waste of time.
When he does finally talk about sales topics, many of his views are antiquated or narrow. For instance, "I don't sleep well when sales people make a base salary." That's great, and if you're selling HVAC systems that's probably the right way to go. We're in media sales and we wouldn't be able to hire anyone whatsoever if we did that. "Build a great culture and people will come in early, stay late, and work on the weekends." Why do you want your people coming in early, staying late, or working on the weekends? That just burns them out. Wanting long hours is a very 1960s thing that has been proven to not necessarily translate into productive outcomes.
I like that he thinks in processes and systems, but this is not the book to listen to if you want to learn how to build and deploy the right sales processes and systems.
Someone who has never, ever read any sort of business book or self improvement book, ever in their life.Someone who loves to go to timeshare sales pitches.
Probably not. Definitely not, if he were the narrator.
Anyone. Almost anyone... I listened to a book called "Clinton Cash" that I thought was read by a robot. That one was bad.This one is really bad, too.
Boredom. Anger at myself for buying this book!
The introduction is so long. Stop congratulating yourself!
Stop giving 'famous' examples of business success and failure that EVERY OTHER business book in the world has already used!
You know how to tell the difference in a truly successful person and someone who is trying to sell a book: A truly successful person will tell insightful, interesting stories and not once tell you how great they are.
A person selling you his book will constantly remind you of how great he is because that's all he's got.
Guess which category this guy falls into.
Jack Daly is a character and someone worth learning from. I spent so much time scrawling notes while listening. And today, I'm going to go handwrite notes to my team and to my customers as he suggested. And Monday, I've planned a welcome party for my new employees. These are all brilliant idea he offers in the book, providing solid reasons for how it'll help with sales growth.
I got the book expecting sales techniques, but instead he offers how to make your team love selling and how to foster the perfect environment to make anyone's sales team produce more.
Great book to use as a guide in writing your own company Sales Playbook.
Great read loaded with ideas and stories that make you think and see things in new light.
Love the book and content! I listened at 1.5x speed to pickup the tempo. I'm going to get my salespeople to listen to this next! Great ideas and real world scenarios, some of which we have already been doing and a lot to get implemented! Thanks Jack...
If this were on a cassette I would have stopped in the middle of the highway, exited the car and put it under my tire to run it over. Worst case scenario would have been getting hit by another car and being killed, which still would have been better than listening to this crap.
Spent most of the book talking about himself and how awesome he was. I'm still not sure if he ever really worked for any real company or what he does for a living other than selling air.
Most of the time he just spends quoting other good books, which are the one you should really read.
It was the fake chuckling at his own jokes that really did me in.
Lose the intro telling the reader how great he was and this book would be great.
As a business owner of a sales company, I listen to lots of books. This book was very applicable and there were lots of ideas. I will listen to this book over again to digest the teachings
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