Transcript
Page 1: GET A GRIP ON YOUR BUSINESS [INBOUND 2014]

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GET A GRIP On Your Business

Mike Paton @Mpaton; @EOSWorldwide

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#GetAGrip

Real. Simple. Results.

q In the Trenches q My Passion q Discoveries

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#GetAGrip #GetAGrip

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Discovery

“VISION without TRACTION is hallucination” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14

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#GetAGrip

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#GetAGrip 0%

100%

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100%

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Vision

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Vision

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Vision

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Vision

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Vision

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Plan

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Plan

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Plan

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Vision

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People

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Right PEOPLE

Name

The Bar

Jane Wright

John Payne

Andi Sided

+ + + + +

– – – – –

+/– +/– +/– +/– +/–

+ + + +/– +/–

The PEOPLE ANALYZER

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Right SEATS

Integrator

Sales/Marketing Operations Finance

Visionary The ACCOUNTABILITY

CHART

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Discovery

“Structure 1st, People 2nd” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14

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Right SEATS

Quarterback

• Run the Offense • Score Touchdowns • Get 1st Downs • Complete Passes • Avoid Turnovers

The ACCOUNTABILITY

CHART ________________________________________________________

Name

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Right SEATS

• Gets It • Wants It • Capacity to Do It

• G • W • C

• Run the Offense • Score Touchdowns • Get 1st Downs • Complete Passes • Avoid Turnovers

Quarterback ________________________________________________________

Name

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Right SEATS

Name

The Bar

Y Y Y

Y Y Y

N Y N

Y Y Y

The PEOPLE ANALYZER

Tom Brady

Peyton Manning

Christian Ponder

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Right SEATS

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Two People Issues

q Right Person, Wrong Seat q Right Seat, Wrong Person

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People

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Data

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Company SCORECARD

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Company SCORECARD

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Company SCORECARD

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Company SCORECARD

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MEASURABLES

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Data

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Issues

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Issues

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q  Identify q  Discuss q  Solve

IDS

Website Rock off track

Darren U. Right Person

Andi S. Right Seat

# Leads off track

Anodyne Merger

Utilization off track

Western US expansion

12

3

q  I q  D q  S

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Issues

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Process

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q H/R Process q Marketing q Sales q Operations q Operations q Accounting q Customer Service

Core Processes I    I    I    I    I    I    I    I    I    I  I    I    I    I    I    I    I    I      I    I    I    I    I    I    I    I    I    I    I    

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Core Processes Sales Process •  New Lead

•  -----------------

•  Initial Call/Qualify •  ----------------- •  ----------------- •  -----------------

•  Fit Meeting •  ----------------- •  -----------------

•  Proposal •  ----------------- •  -----------------

•  Win/Lose

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q H/R Process q Marketing q Sales q Operations q Operations q Accounting q Customer Service

Core Processes I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I

The __________ Way

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Process

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Traction

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Meeting Pulse

q 90-Day World q Weekly LEVEL 10 Meetings

§  Same Day §  Same Time §  Start on Time §  End on Time §  Same Agenda

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Level 10 Agenda q  Segue 5 Minutes q  Scorecard 5 Minutes q  Rock Review 5 Minutes q  Customer & Employee Headlines 5 Minutes q  To Do List 5 Minutes

§  ________________________________ §  ________________________________ §  ________________________________

q  Issues List/IDS 60 Minutes §  ________________________________ §  ________________________________ §  ________________________________

q  Conclude 5 Minutes

Reporting Only

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Traction

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EOS Foundational Tools

q Accountability Chart q Rocks q Level 10 Meeting q Scorecard q V/TO

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Resources

q Books §  Traction §  Get A Grip

q http://EOSworldwide.com/inbound14 q EOS Implementers q HubSpot Partners

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HubSpot Partners

Marisa Smith [email protected]

Martin Thoma [email protected]

Mike Rose [email protected]

Gabe Wahab [email protected]

Karen Seketa [email protected]

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Final Thoughts

q Choose – and USE – a System q Get What You Want

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Thank you!

“Use a system; Get what you want…” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14

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GET A GRIP On Your Business

Mike Paton @Mpaton; @EOSWorldwide


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