CPA Global - Don’t Fire Them, Fire Them Up

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After reading a book by this same title, Joe set out to transform a company that was at 49 percent of plan when he took over. Believing that the problem was more than just a sales issue, Joe rallied the entire organization, from marketing and sales ,to finance, operations and legal, around a new approach. Since then, he has achieved 120 percent of plan for the last three years, while retaining 92 percent of the original salesforce. Joe proved that sometimes poor performance comes from not providing the right programs, plans and processes.

Business Technologie

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IMPOSSIBLE IS NOTHING

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HOW WERE WE DOING!
49%
0

-‐

49%
of
Target

FLAT
SALES
CAGR

NO
ONE
OVER
PLAN

TURNOVER
HIGH

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Target Clients!
•  Law Firms & Corporations!
–  LAWYERS!
•  ENGINEERS!
•  LAWYERS!
•  Single Inventor to Household Name!

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CHECK THE TEMPERATURE!
Q. WHY ARE WE BETTER THAN OUR
COMPETITION?!
!
A.  I AM NOT SURE WE ARE!
Q. WHY ARE SOLUTIONS BETTER!
!
A. I AM NOT SURE THEY ARE!

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WHAT WAS I THINKING!
THIS IS NOT IMPOSSIBLE…ITS GOING TO BE
FUN!

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How Did We Do It!
Ø 
Properly
segment
the
sales
force

Ø Implement
the
plans,
programs
and
processes

necessary
to
be
successful

Ø Engage
our
clients
to
understand
their

challenges
and
what
be?er
would
look
like
to

them

Ø Develop
messaging
that
would
be
used

throughout
the
enCre
organizaCon
and
not

just
by
sales

Ø 
Relentlessly
pursue
excellence

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SELL FASTER!
NO……Slow It Down To Go Faster…..!
!
7

Research
Engage
Vendors

Buy

www.cpaglobal.com

To
GROW
Faster

Sales

MarkeCng

OperaCons

ONE
CONSISTENT
MESSAGE

Web

Lead

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GROWTH THE BUSINESS!
49%

~95%

0

26%

Went
from
49%
to
123%

26%
CAGR

From
0
to
72%
Reps
Over
Plan

RetenKon
at
95%

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WHAT WAS I THINKING – Ali vs. Liston!
"Impossible is just a big word
thrown around by small men
who ﬁnd it easier to live the
world they've been given than to
explore the power they have to
change it. Impossible is not a
fact. It's an opinion. Impossible
is not a declaration. It's a dare.
Impossible is potential.
Impossible is temporary.
Impossible is nothing.“!
- Muhammad Ali,
American Heavyweight boxer!
!
9

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