Karen Smith & Candace Grisdale Vice-President of Sales“Captains of the Sea”

Know Where to Fish Audience; Industries; Geographies; Specializations;

Associations Respect the Sea & Land: Ecosystem

Market Competitors – Strengths/Weaknesses; Product Mix Gaps; Bigger is NOT ALWAYS Better; Trends; Market Dynamics; Environment; Culture/Values; Operational Approach; Their Competitors – Internal & External

Getting it Right: The Tackle Box Contents Products; Messaging; Empowerment; Selling Methodologies;

Systems; Processes; Roles & Responsibilities; Goals & Objectives Clarity; Accountabilities; Communications Plan

Involve the Whole Crew Sales People; Service & Support; X-Team; Customers;

Partners; Alliances; Executives; Industry Experts; Friends of Company; Affiliates

Focus on the Prize Make a Plan; Execute the Plan – No “Flailing in the Wind”

Allowed; Intentionality Required; Agility; Creativity; Character Don’t “Boil the Ocean”

Be Ambitious, But Realistic

Karen SmithVice President of Sales

HySecurity

GE Capital

Number One Commercial Lender in US/World Big and Getting Bigger almost Daily Most Have a Piece of It We Wanted it All ~ Was That Possible?

If You Fail to Plan, You Plan to Fail

Show Up and Shut Up Gentle Pressure…

relentlessly

What Do We Want? When Do We Want It? How Are We Going to Get it? What Does Our Team Look Like Now?

Should it Change and When? How Will We Measure Success? Are We Nuts?

Who are the Decision Makers? Who Are the Influencers? What Does are a Day in the Life Look

Like? Can You Become one of the Gang? Is Trusted Advisor Role a Myth?

Start the Research Stop/Look/Listen Don’t Forget Any Group

Find All Gatekeepers Know the Competition Politics Do Matter

Build Those Relationships Build New Ones as Needed Mark Your Calendar Get Invited Identify Obstacles and Remove

If Your Team Does It Right, there are many happy endings

Big Fish Lands in the Boat It Stays in the Boat