EP 07: Creating a Sales Playbook with Jack Daly

Sales are crucial to business success—we all know that. But what’s the secret to sales success? You need to create a sales playbook with clearly defined steps that get your sales team all following a winning formula. So where do you get started? Follow the sales master trainer, Jack Daly using the system below.

Today’s Guest, Jack Daly

Jack Daly brings 30 plus years of field-proven experience from a starting base with CPA firm Arthur Andersen to the CEO level of several national companies. Jack is a proven CEO/Entrepreneur, having built 6 companies into national firms, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston.

Amongst a career of highlights, here are a couple of noteworthy examples:

In 1985, Jack relocated to California from the east coast and started a mortgage company with 3 colleagues. As CEO, Jack lead the company through robust growth in its initial 18 months to 750 employees, 22 offices nationwide, producing $350 million per month in mortgages, and it’s first 3 years the company reported profits of $42 million.

In 1998, working as a senior partner in a 5-year-old privately held Enterprise, Jack helped the company to be recognised as Entrepreneur of the Year by Ernst & Young and ranked #10 on the Inc. 500 list of the fastest growing firms nationwide. Two-time Amazon bestselling author of Hyper Sales Growth and Paper Napkin Wisdom. ForbesBooks Author with Hyper Sales Growth and The Sales Playbook for Hyper Sales Growth.

Why Jack Daly?

• Vistage UK Overseas Speaker of the Year
• TEC Australia Speaker of the Year
• BS Accounting, MBA, Captain in the U.S. Army, an accomplished author of books, audio and DVD programs
• Led sales forces numbering in the thousands
• History of proven growth of client’s businesses from individual success stories to international firms

Personal Highlights include:

Jack has been married 47 years to his high school sweetheart.
Jack has now completed fifteen Ironmans in eight countries, on five continents, and made TEAM USA in 2012.

Jack has played golf at over 92 of the Top 100 golf courses in the USA.
To date, Jack, as completed 88 marathons over 49 states in the USA
Jack has bungee jumped the world’s first and largest bungee jumps, and shark dived in South Africa.

How to Create an Effective Sales Playbook

Step 1: Define your personal goals and sales goals. Lead by example and have your salespeople do the same.

Step 2: Ensure you have proactive pipeline management.

Step 3: Build a systematic touch system to maintain regular contact with prospsects, customers, clients, and contacts.

Step 4: Focus on building a perception of value.

Step 5: Ensure you adjust your style to match your prospects personality styles.

Step 6: Create you sales success guide – script sales calls, objections, and questions.

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