Your mindset is your competitive advantage. It is what separates you from everyone else in business.Your mindset is above all an attitude and attitude is a choice.

2. You deliver Paradise

3. Help customers to get there

4. the
Problem

6. Change

7. Disruptive change
www.flickr.com/photos/mwichary/3690887427

8. Compete for the
future, not just
the present

9. “Today’s customers are online
explorers, seeking out online ratings,
peer reviews, videos and in-depth
product details as they move through
the buying decision process.”

10. Move to tomorrow’s battleground

11. You feel like this?

12. You feel like this?

13. the
Solution

14. CHANGE
before you have to
CHANGE

15. “It is not the strongest
of the species that
survive, nor the most
intelligent, but rather
the one most
adaptable to change.”
- Charles Darwin
1809 - 1882

16. “If you don’t like
change, you’re
going to like
irrelevance even
less.”
- General Eric Shineseki,
Retired Chief of Staff, U.S. Army

17. Success is a journey

18. Key to success is alignment

19. think
dif erent
f

20. Re-think how you think

21. Thinking at 3 Time Horizons
Horizon 3
12 - 36 months
Horizon 2
6 - 12 months
Horizon 1
0 - 6 months

22. Get it right
www.flickr.com/photos/winemegup/3641912321

23. Party all night

24. Get it wrong
www.flickr.com/photos/roome/3390682853

25. Find 3 Take Aways
1. Simple
2. Creative
3. Actionable
25

26. See the world through new eyes

27. Think outside the box

28. See outside the box

29. What is your Growth Plan?
www.flickr.com/photos/12023825@N04/2898021822

30. OLD THINKING
X
NEW WORLD
=
FAIL

31. Overcoming barriers to change

32. Change
starts with
CHOICE

33. Prisoners of the past

34. “All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty

35. Even elephants can learn

36. 1
Develop a Winner’s Mindset
2
Create a Performance Culture
3
Focus on Execution

37. Question:
What are the
characteristics of Top
Sales Performers?

38. Rank in order of importance:
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy

39. Research found:
1. Empathy …to build rapport
2. Integrity …to build trust
3. Passion …to build interest
4. Creativity…to build the right solution
5. Tenacity …to close the deal
6. Curiosity …to build understanding

40. See through the eyes of the customer

41. Imagination

42. Take them here

43. Courage to close

44. Personal Accountability

45. Know

46. Anticipate

47. Catch every opportunity

48. Hate losing

49. You can’t teach an old dog new tricks

50. Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951

51. The hard way

52. AND Thinking

53. AND Thinking

54. AND Thinking

55. AND Thinking
www.flickr.com/photos/thelastminute/4754410169

56. AND Thinking
www.flickr.com/photos/koffiemetkoek/238250538

57. Prisoners of our own thinking

58. Constraint-based thinking

59. Constraint-based thinking

60. Constraint-based thinking

61. Collective constraint-based thinking

62. Bring about the possible

63. Business Attitude
“Attitude is a choice, and its
available to all.”
“What actually separates
winners from losers isn’t
talent, its attitude.”
- Seth Godin

64. Sharpen your business attitude

66. Resilient Thinking

67. 1
Develop a Winner’s Mindset
2
Create a Performance Culture
3
Focus on Execution

68. Question:
How would you describe your
Performance Culture today?
How would like to be able to
describe it tomorrow?

69. Are you a
completer?

70. Do-it-yourself mindset

71. You are accountable

72. Knock on every door

73. Always be prospecting

74. Get everybody on the same bus

75. Get the buses aligned

76. Take the right
people with you

77. Use subtitle persuasion

78. Creating a Culture of Performance
Leadership
S - Self
T - Team
Culture
P - People
•
•
•
•
Open to change
Future focused
Innovative
Resilient to challenges
•
•
•
•
•
Inspired
Engaged
Committed
Motivated
Energised
Team
Management
Systems™
Team
Leadership
Services™
Values-driven
Organisation
Tools
Performance
Results

79. 1
Develop a Winner’s Mindset
2
Create a Performance Culture
3
Focus on Execution

80. Question:
What 3 things would deliver
maximum short-term results
(< 30 days) for your
business, your team or you?

81. Personal focus

82. Team focus

83. Future focused

84. Get ready for change

85. Strategic choices

86. Highly adaptable

87. Manage ambiguity

88. Sales Game Plan

89. Lead and they will…

90. Lead them one at a time

91. Lead them through the Buyer’s Journey
1
2
3
source: www.corporatevisions.com

92. Educate

93. Inspire

94. Create a sense of urgency

95. Recommended reading

96. What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10. Overall value from the company is superior to others
*What Sales Winners Do Differently, RAIN Group, 2013

97. Decision
Drivers
98

98. Price vs Value
Products
Services
Customer
Experience

99. Value = the Customer Experience

100. Value = the Customer Experience

101. Execute consistently

102. “When the rate of
change externally is
greater than the rate
of change internally,
you have a problem.”
- Jack Welch

103. External speed of change

104. Internal speed of change

105. 1. An unparalleled opportunity
2. Yes you can (do it)
3. Now is the time to make it happen

106. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com