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So You're the CEO


Managing in Today’s Environment


SEPTEMBER 15, 2022

8:30 AM — 1:00 PM

I’m excited to be bringing this timely, CEO-focused discussion to the Philadelphia area. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nulla ac orci et arcu pharetra vehicula vitae quis metus. Aenean elementum neque finibus suscipit semper. 

Here’s an overview of what we’ll talk about:

9:00 to 10:00 — Introduction

Pick your own way of managing. But PICK!
  • Why do most CEOs get stuck? 
  1. Being a prisoner of other people’s priorities
  2. Trying to solve big problems all at once
  3. Not getting the help they need
  • Getting unstuck: You have too many choices. How to choose?

10:00 to 10:45 — Break your sales logjam (I)

You’re NOT a public utility! Sell more of the right things to the right kinds of customers
  1. Don’t be a prisoner of your salesforce
  • You can’t abdicate: You can’t just rely on a sales manager OR on salespeople.
  • Be the sales leader… That doesn’t mean you’re the lead salesperson… just the leader.
  1. Pick the right customers
  • What makes a good customer for YOU?
  • Start by looking at your best customers, and then looking for more like them.
  1. Go after the right customers in the right way: building your company’s very own sales process — one that works for you!
  • Clarify your message: What do you have to offer? How can you help them? Can you prove it?
  • Build a discovery process: How to learn what makes a difference to THEM
  1. Use marketing to help your salespeople in practical ways
  • Marketing is NOT an abstract concept. (It’s PRACTICAL, it doesn’t have to be expensive, and it’s NOT just for big companies.)

10:45 to 11:00 — Cellphone Break

11:00 to 11:45 — Break your sales logjam (II)

  1. Break the prospecting barrier by warming up the right prospects just enough…
  • Marketing can and should work closely with sales.
  1. Build (AND maybe disassemble) your salesforce
  • How to recognize the right kinds of salespeople
  • The wrong kinds of salespeople: fire them, keep their accounts
  1. Make plans and set expectations
  • Develop specific plans for each target account and prospect
  • Set explicit goals and evaluate results
  • Provide feedback, coaching and consequences. (YES, consequences!)
  1. Overcome your fear of customers
  • Connect with your clients and prospects.
  • Avoid the salesperson acting as a Lone Ranger.

11:45 to 12:15 — An action item for today: PRICING

Your once-in-a-lifetime opportunity. (And not just for paper)