JfDI!
How to sell brilliantly
Unplugged
Previously on Totally, Totally, Global Inc. Sales are down. Morale is low. Strategy has been neglected. Jo has a breakthrough and develops a saga. Jo finds the first person to join his elite team. The 3 point plan. The Saga begins. Jo recruits Hemel. The plan unfolds.
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Jo: It’s pretty high level at the moment. But by Monday I want a plan. I want to create a dedicated group. Dedicated space . New product to launch in 12 months from now. I imagine seven people: all areas of expertise covered. The energy and focus of a start-up.
Hemel: I don’t know much about product life cycle but that seems short?
Jo: partly the point: when sales need anything the company grinds to a halt to get it done. Let’s now get the company to focus on us and creating a winning, killing product.
Hemel: As I said Jo, I’ve always respected your thinking. And do I have any choice anyway. How far have you got? Is seven people enough?
Jo: this is Day 1 and you are person 2 after me. If you’ve finished eating let’s grab a coffee and head up to the roof terrace to talk some more. Seven are the experts, the drivers. Doesn’t stop us calling on more expertise. But for the moment: we need to be lean and mean: fully accountable to each other. A high performance team. With 7, I think we can address the areas of expertise.
Jo and Hemel stood in the queue for barista coffee. They conversed while most scanned their phones. Jo continued to outline his plan: out of the main building, a team who could hunker down who could resist the short-term pressures of the business, a team who could be brilliantly creative and yet who could hit the toughest of project milestones.
Hemel got it. Being pragmatic he didn’t really have another option anyhow. Jo was in full flight and just about to order his drink when a hand touched his arm. It was Mary.
Hey jo: are you taking a coffee break? May I join you? I got your mail and I think the answer is a definite yes but I need some clarification and perhaps assurances...….
Hey Mary of course. You obviously know Hemel: he’s in. Join us on the roof terrace and we can talk. Are you on tea or coffee?
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TBC...
DID you miss mini chapters 1?, 2?, 3?, 4? , 5?, 6?, 7?, 8?
BONUS: MBA On The Go.