{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Jack Daly: High Energy Sales Leadership Guru","description":"Summary: In this episode, Dave interviews Jack Daly, a sales guru now in his sixties and still running at 100 MPH every single day. Dave and Jack discuss Jack\u2019s daily habits that make him full of \u201cdrive and grit.\u201d And they\u2019ll go over a few sales tips to wrap up the podcast. If you want to get your life or your business in order, you won\u2019t want to miss this! Time Stamped Show Notes: 00:40 \u2013 Introducing Jack 01:30 \u2013 No one has ever said that they\u2019ve fallen asleep at Jack\u2019s seminars 02:15 \u2013 His business had $42 million in profit 03:05 \u2013 He has done 15 iron mans 04:10 \u2013 He represented the US in the London Olympics 05:40 \u2013 \u201cI\u2019m race ready every day.\u201d 07:00 \u2013 His \u201caddictive personality\u201d 07:50 \u2013 \u201cI\u2019m addicted to life.\u201d 08:10 \u2013 Do you ever crash? 08:40 \u2013 I work hard at balance, and I don\u2019t carry baggage. 09:45 \u2013 How have you found success in your marriage? 10:06 \u2013 He doesn\u2019t spend all his time at home. 10:20 \u2013 The two are very different, and they promise not to change each other. 11:10 \u2013 His wife provides sanity in his life. 11:40 \u2013 How he can unplug when he spends time with his wife travelling. 12:10 \u2013 Tim Ferriss\u2019s philosophy: Wasting money to improve efficiency. 12:35 \u2013 Flying business class. 13:20 \u2013 Jack does not do that. 13:40 \u2013 He has bizarre sleep behavior. 14:10 \u2013 Jack usually wakes up after sleeping for four or five hours. 14:35 \u2013 He can\u2019t stand going to bed, and he can\u2019t wait to get up in the morning. 14:55 \u2013 \u201cI am all in, all the time.\u201d 15:13 \u2013 His relationship with his wife, Bonnie 15:25 \u2013 His travelling could seem very self-centered. 15:45 \u2013 Triathlons are not good for relationships 16:30 \u2013 Bonnie has been very supportive and has been to all of his iron mans. 16:55 \u2013 She has no goals in writing. 17:15 \u2013 He pays attention to her when she says something that is really important to her. 18:00 \u2013 net, My Life by Design 18:27 \u2013 Very specific goals, mixing work and pleasure 18:45 \u2013 An example, when he participated in the Omaha Olympic trials and also had two days of work in that area. 19:38 \u2013 Optimizing personal goals with business goals 20:15 \u2013 Jack\u2019s notebook is very detailed with daily notes 20:40 \u2013 Successful people had written goals that they shared with other people. 21:30 \u2013 He went into accounting to understand how the numbers work in business. 22:00 \u2013 Always modeling the masters. 22:20 \u2013 Jack\u2019s logging 23:00 \u2013 He has stuck to the same way he has done things since he was 13. 23:20 \u2013 Jack is not tech savvy, but he enjoys recording successes. 23:58 \u2013 It takes less than five minutes each day for him to write in his notebook and calendar. 24:25 \u2013 His writing process is public. 24:50 \u2013 People say his process is better than any app. 27:20 \u2013 He does monthly and quarterly summaries as well. 27:50 \u2013 The board of directors for his life 28:10 \u2013 People he has picked that have many different backgrounds. 29:15 \u2013 Bonnie is not on that board. 29:45 \u2013 He needs people who are strong and who will push him. 31:20 \u2013 What is the future of sales? What can technology take over? 31:55 \u2013 Leveraging technology is so important. 32:15 \u2013 The world of sales has changed. 32:54 \u2013 Customers can discover your product on their own. 33:15 \u2013 Salespeople need to leverage technology and find ways to bring new value. 33:35 \u2013 Leverage your contact management system. 33:55 \u2013 Don\u2019t be a pest. Touch people in many ways. 34:22 \u2013 \u201cIf you don\u2019t have an assistant, you are one.\u201d 34:55 \u2013 Know your special skills and find out how you can help people. 35:29 \u2013 People do business with people they like. 35:45 \u2013 Technology lets us do more business with less salespeople. 36:05 \u2013 Two tips from Jack 36:30 \u2013 Too many CEOs try to be sales managers 36:55 \u2013 Why small and medium businesses stay small. 37:25 \u2013 \u201cGrow your sales force in quantity and quality.\u201d 38:00 \u2013 The key position is the Sales Manager position, so you need someone to do that job fulltime. 39:25 \u2013 Jack was able to focus on building relationships to scale his business. 40:05 \u2013 Higher risk, greater return. 40:25 \u2013 Hire the right Sales Manager, and they will make up for their pay quickly. 41:03 \u2013 How do you find the right salesperson? 41:20 \u2013 Questions in his interview process. 41:35 \u2013 Find what predates the resume 42:30 \u2013 Success stories in sales 43:15 \u2013 Another Triathlon example. 44:34 \u2013 Drive and grit 44:50 \u2013 Are you a believer in coaching salespeople? 45:20 \u2013 The bottom 25% of salespeople generate less than 6%. 45:40 \u2013 It doesn\u2019t make sense to keep those people. 45:55 \u2013 They didn\u2019t make the cut. 46:16 \u2013 Spend time with the top salespeople and watch your business grow. 46:55 \u2013 His Sales Playbook 47:05 \u2013 Figure out the best way to sell your product and model that system. 47:35 \u2013 jackdaly.net 47:50 \u2013 Dave closes the podcast.   3 Key Points: If you don\u2019t have an assistant, you are one. Optimize life goals with business goals. If you\u2019re in the bottom 25%, you\u2019re in the bottom.   Resources Mentioned: jackdaly.net \u2013 Get in touch with Jack and learn more about his lifestyle   Credits: Show Notes provided by Mallard Creatives ","author_name":"EO 360\u00b0: A podcast by the Entrepreneurs\u2019 Organization","author_url":"https:\/\/entrepreneursorg.libsyn.com\/","html":"