“Jack Daly stands above all others. His energy is matched only by his genius and understanding about what makesthe best sales organizations. It’s not commission strategies, it’s not about glossy sales materials; it is about people.
Jack understands better than most that if you look out for your people and insist that they look out for your customers, the result is unprecedented growth (and a lot of very happy and inspired employees and customers).“
−Simon Sinek, Optimist and Author of Leaders Eat Last and Start With Why
“Winning teams result from strong cultures and leadership driven systems and processes. In the world of sales, as detailed in Hyper Sales Growth, Jack Daly knows how to lead and win.”
−Pat Williams, Co-Founder, Orlando Magic, Author of Vince Lombardi on Leadership
“If you want to play the piano, you hire a teacher. If you want to run a fast marathon, you hire a coach. Jack Daly is the best Professional Sales Coach in America. He teaches you what you need to know, how to remember it, and how to practice it every single day. This book will change your life as a leader and a salesperson, and you will thank Jack Daly every day you make a new sale.”
−Willy Walker, Chairman and CEO, Walker & Dunlop
“It’s finally here!! The book all the million fans (that’s literal) of Jack Daly have been wanting – a book that shares the same time-tested sales management techniques that work to drive growth he’s been teaching in his powerful and packed workshops. It’s all about getting the sales management piece right; this is the book that shows you the way.”
−Verne Harnish ,CEO of Gazelles Author of Mastering the Rockefeller Habits and
The Greatest Business Decisions of All Time
“If you want to get predictable revenue and profitable growth, Jack Daly is your source for the state of the art in sales. Read this book, buy it for your team, follow his advice and you’ll be unstoppable.”
−Christine Comaford , Executive Coach & Presidential Advisor NY Times Best Selling Author of SmartTribes: How Teams Become Brilliant Together
“Jack Daly is a rare gem in the business world. I have seen him transform several companies, by growing revenue, by upgrading corporate cultures, and by growing employees’ capacity to produce results. His vast knowledge and experience gives him a perspective unmatched by anyone I’ve experienced. This book is a must read if you are interested in taking your company to the next level in the most direct way possible.”
−Rick Sapio ,CEO of Mutual Capital Alliance, Inc
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|Publisher:||Advantage Media Group|
|Product dimensions:||6.20(w) x 9.10(h) x 1.00(d)|
About the Author
NOTEWORTHY CAREER HIGHLIGHTS:
• Attracted by the consistent good weather in southern Cali-
fornia, Jack relocated there from the east coast and started
a mortgage company with 3 colleagues. As CEO, Jack led
the company through robust growth in its initial 18 months
to 750 employees, 22 offi ces nationwide, and in its fi rst 3
years the company reported profi ts of $42 million.
• Working as a senior partner in a 5 year-old privately held
Enterprise, Jack helped the company to be recognized as
Entrepreneur of the Year by Ernst & Young and ranked #10
on the Inc. 500 list of the fastest growing fi rms nationwide.
• Following his teachings, many of his clients have now
gone on to Inc. 500 status and Entrepreneur of the Year
WHY JACK DALY?
• Led sales forces numbering in the thousands.
• Vistage UK Overseas Speaker of the Year.
• TEC Australia Speaker of the Year.
• BS Accounting, MBA, Captain in the U.S. Army.
PERSONAL HIGHLIGHTS INCLUDE:
• Married 44 years (and counting) to Bonnie, his high school sweetheart.
• Successfully fi nished 13 Ironmans covering eight coun-
tries, fi ve continents and the World Championship, along
with representing TEAM USA in 2012.
• Played golf at over 80 of the Top 100 golf courses in the USA.
• Completed 65 Marathons covering 35 states in the USA.
• Bungee jumped the world’s first and largest bungee jumps, and shark dived in South Africa.
• That’s what all of the above is about. Jack Daly delivers
Table of Contents
About the Author 13
A Personal Note 15
Introduction-Foundations for Success 21
Part 1 Workplaces That Work: The Importance of Company Culture
Chapter 1 An Air of Difference 31
Chapter 2 What's in It for You? 43
Chapter 3 Let's Take It from the Top 59
Chapter 4 Culture by Design, Not Default 69
Part 2 Thinking Like a Coach: The Essentials of Sales Management
Chapter 5 "Joe Must Go" 89
Chapter 6 Recruiting the Top Performers 97
Chapter 7 If You're Not Training, You're Not Gaining 111
Part 3 Birth of a Salesman: Learning to Sell to Anybody
Chapter 8 Be Memorable 125
Chapter 9 The Critical Path to Success 133
Chapter 10 Backward Thinking 147
Chapter 11 Half of Sales Is a Head Case 153
Chapter 12 Managing the Pipeline 163
Chapter 13 Perception of Value 169
Chapter 14 Just the Right Touch 183
Conclusion: Ironman Lessons Learned 191
Conclusion: Ironman Lessons Learned
Appendix I Sales Success Summary 196
Appendix II Tips for Company Leaders 196
Appendix III Tips for Salespeople 197
Appendix IV Checklist Tools 198