@IamLaraMorgan

Think BIGStart SMALL

Act NOW!

LARA LARA MORGANMORGAN

@IamLaraMorgan

1991 Established Pacific Direct – no plan

Applied focus

Innovating through challenging times

2004 Failed to sell… 2008 SOLD

MY SOAP STORY

@IamLaraMorgan

OUR CLIENTS – OUR PLAYING FIELD

@IamLaraMorgan

DYNAMIC & DETERMINED

PASSIONATE & PERSISTENT

SENSITIVE & THOUGHTFUL

DETERMINED & DEMANDING

CONTRADICTION

A THOUGHTFUL STRATEGIST

WIFE & MOTHER OF THREE

DRIVEN & DIRECT

@IamLaraMorgan

BOLSHY! Calm

@IamLaraMorgan

You are what you repeatedly do. “Excellence is not an event, it is a habit”

– Aristotle

@IamLaraMorgan

THINK BIG!

@IamLaraMorgan

Four pillars of GREAT leadership

YOUR FOCUS…

@IamLaraMorgan

IT ALWAYS STARTS WITH THE CUSTOMER

• Who is your target market? 

(i.e. within the sector,  what message/ positioning etc?)

• Who is your target customer? 

(Or customers customer?)

• Significant or niche customer segments?

@IamLaraMorgan

TEAM VALUES & INNOVATION...

How committed to your ambition are your team?

What do you REALLY know about the

competition?

Does your supply chain perform as a partnership?

@IamLaraMorgan

@IamLaraMorgan

SERVICED BASED SALES ISSUES

•Who owns new business acquisition?

• Is it the owner manager or partner – is this sustainable or do we use Field consultants?

•Business is peaky / seasonal?

•Does delivery start during the sales activity?

•Map the process. CUSTOMER

@IamLaraMorgan

• You cannot sell by email

• Don’t be late / be different

• Prospect follow up pipeline timetable -  SPEED matters value

• Learning from the losses – price / service / terms

• Managing expectations = Make a promise you CAN KEEP

 

CONSISTENCY IN THE MIX

@IamLaraMorgan

•  USA downturn prior to 9/11• Foot and mouth • SARS• Sued by a major global industry player $ 1,000,000

pain

DISASTER STRIKES

WHEN THE CHALLENGE IS GREATER THAN EVER BEFORE…

@IamLaraMorgan

KEY FACTOR = REWARD WHAT YOU NEED DONE

Click here to view video

People People People People

Culture & communication – a Sales Org.

Celebrate mistakes – share learnt lessons

Process improvement – relentless

Strategy and focus – momentum

Challenging the attitude consistency pays

Reputation and profit build from culture

@IamLaraMorgan

KEY FACTOR = REWARD WHAT YOU NEED DONE

@IamLaraMorgan

FRAMEWORKS

@IamLaraMorgan

@IamLaraMorgan

CHOOSE the life you wish to lead, PLAN it and

MAKE IT HAPPEN

@IamLaraMorgan

@IamLaraMorgan

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