ivan hernandez/pipeline summit
TRANSCRIPT
"The safest thing you
can do is take risks.
The riskiest thing you
can do is play it safe." Seth Godin
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you are where you are not
because of luck …
you are where you are
because you took risks others
were not willing to take
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#FlyHigh @IvanHernandez_
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selling!#FlyHigh @IvanHernandez_
life’s best lessons come
from very unusual places
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#FlyHigh @IvanHernandez_
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#FlyHigh @IvanHernandez_
Trapeze (1956)
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#FlyHigh @IvanHernandez_
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
timing#FlyHigh @IvanHernandez_
timing is everything on the flying
trapeze (as well as in selling)
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"being in the right place at
the right time …"
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"luck"
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luck matters,
but you can influence it
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"Luck is more about the right
attitude and the right relationships
than anything else."Anthony Tjan, Chairman The Cue Ball Group
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it’s not about "making a
sale", but it’s about
making a difference
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#FlyHigh @IvanHernandez_
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resilience@IvanHernandez_#FlyHigh
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The average sales person only makes
2 attempts to reach a prospect
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Source: HubSpot
80% of sales require 5 follow-up phone
calls after the meeting
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Source: HubSpot
44% of salespeople give up after one
follow-up
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Source: HubSpot
follow up!
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systematically stay in touch
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share interesting and
relevant stuff
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aggressive#FlyHigh @IvanHernandez_
"Aggressive should be
your default mode."Jocko Willink
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"Aggression is the will to win.
It is the unstoppable fighting
spirit. The drive to use every
asset, strategy and tactic to
succeed."Jocko Willink
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when you see an opportunity,
don’t be passive and wait, but
aggressively and decisively
go for it.
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"You don't get what you want.
You don't get what you think you deserve.
You get what you're committed to."Christopher Stubbs
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product#FlyHigh @IvanHernandez_
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not a bunch of tricks
… but a performance
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offering
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#FlyHigh @IvanHernandez_
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what is your product?
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Source: Heart, Smarts, Guts, and Luck
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product capabilities toolsmethodologies+ +=
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develop a strong
network of partners
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effectiveness#FlyHigh @IvanHernandez_
#FlyHigh @IvanHernandez_
@IvanHernandez_
“Efficiency is doing
things right;
Effectiveness is doing
the right things.”
Peter Drucker
Source: Heart, Smarts, Guts, and Luck
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system
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strategies
area of focus
objectives
activities#FlyHigh @IvanHernandez_
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zero in#FlyHigh @IvanHernandez_
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Today is 20% of your sales week
Two salesdays are 10% of your month
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execution#FlyHigh @IvanHernandez_
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Source: 99U
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#FlyHigh @IvanHernandez_
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Source: Heart, Smarts, Guts, and Luck
#FlyHigh @IvanHernandez_
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prioritize
and
execute
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
#FlyHigh @IvanHernandez_
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going from "knowing about it"
to "doing it"
#FlyHigh @IvanHernandez_
“Opportunities don't
happen, you create them.”Chris Grosser
@IvanHernandez_
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_
#FlyHigh @IvanHernandez_
#FlyHigh @IvanHernandez_
Ivan HernandezHead of Consumer IoT EMEIAey.com
