1. @IamLaraMorgan Think BIG Start SMALL Act NOW! LARA MORGAN

2. @IamLaraMorgan 1991 Established Pacific Direct – no plan Applied focus Innovating through challenging times 2004 Failed to sell… 2008 SOLD MY SOAP STORY

3. @IamLaraMorgan OUR CLIENTS – OUR PLAYING FIELD

4. @IamLaraMorgan DYNAMIC & DETERMINED PASSIONATE & PERSISTENT SENSITIVE & THOUGHTFUL DETERMINED & DEMANDING CONTRADICTION A THOUGHTFUL STRATEGIST WIFE & MOTHER OF THREE DRIVEN & DIRECT @IamLaraMorgan BOLSHY! Calm

5. @IamLaraMorgan You are what you repeatedly do. “Excellence is not an event, it is a habit” – Aristotle

6. @IamLaraMorgan THINK BIG!

7. @IamLaraMorgan Four pillars of GREAT leadership YOUR FOCUS…

8. @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 custome r? ) Significant or niche customer segments ?

9. @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?

10. @IamLaraMorgan

11. 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

12. @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

13. @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…

14. @IamLaraMorgan KEY FACTOR = REWARD WHAT YOU NEED DONE Click here to view video 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

15. @IamLaraMorgan KEY FACTOR = REWARD WHAT YOU NEED DONE

16. @IamLaraMorgan FRAMEWORKS

17. @IamLaraMorgan

18. CHOOSE the life you wish to lead, PLAN it and MAKE IT HAPPEN

19. @IamLaraMorgan

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