Oct 6, 2016
Summary:
In this episode, Dave interviews Jack Daly, a sales guru now in his sixties and still running at 100 MPH every single day. Dave and Jack discuss Jack’s daily habits that make him full of “drive and grit.” And they’ll go over a few sales tips to wrap up the podcast. If you want to get your life or your business in order, you won’t want to miss this!
Time Stamped Show Notes:
- 00:40 – Introducing Jack
- 01:30 – No one has ever said that they’ve fallen asleep at Jack’s seminars
- 02:15 – His business had $42 million in profit
- 03:05 – He has done 15 iron mans
- 04:10 – He represented the US in the London Olympics
- 05:40 – “I’m race ready every day.”
- 07:00 – His “addictive personality”
- 07:50 – “I’m addicted to life.”
- 08:10 – Do you ever crash?
- 08:40 – I work hard at balance, and I don’t carry baggage.
- 09:45 – How have you found success in your marriage?
- 10:06 – He doesn’t spend all his time at home.
- 10:20 – The two are very different, and they promise not to change each other.
- 11:10 – His wife provides sanity in his life.
- 11:40 – How he can unplug when he spends time with his wife travelling.
- 12:10 – Tim Ferriss’s philosophy: Wasting money to improve efficiency.
- 12:35 – Flying business class.
- 13:20 – Jack does not do that.
- 13:40 – He has bizarre sleep behavior.
- 14:10 – Jack usually wakes up after sleeping for four or five
hours.
- 14:35 – He can’t stand going to bed, and he can’t wait to get up in the morning.
- 14:55 – “I am all in, all the time.”
- 15:13 – His relationship with his wife, Bonnie
- 15:25 – His travelling could seem very self-centered.
- 15:45 – Triathlons are not good for relationships
- 16:30 – Bonnie has been very supportive and has been to all of his iron mans.
- 16:55 – She has no goals in writing.
- 17:15 – He pays attention to her when she says something that is really important to her.
- 18:00 – net, My Life by
Design
- 18:27 – Very specific goals, mixing work and pleasure
- 18:45 – An example, when he participated in the Omaha Olympic trials and also had two days of work in that area.
- 19:38 – Optimizing personal goals with business goals
- 20:15 – Jack’s notebook is very detailed with daily notes
- 20:40 – Successful people had written goals that they shared with other people.
- 21:30 – He went into accounting to understand how the numbers work in business.
- 22:00 – Always modeling the masters.
- 22:20 – Jack’s logging
- 23:00 – He has stuck to the same way he has done things since he was 13.
- 23:20 – Jack is not tech savvy, but he enjoys recording successes.
- 23:58 – It takes less than five minutes each day for him to write in his notebook and calendar.
- 24:25 – His writing process is public.
- 24:50 – People say his process is better than any app.
- 27:20 – He does monthly and quarterly summaries as well.
- 27:50 – The board of directors for his life
- 28:10 – People he has picked that have many different backgrounds.
- 29:15 – Bonnie is not on that board.
- 29:45 – He needs people who are strong and who will push him.
- 31:20 – What is the future of sales? What can technology take
over?
- 31:55 – Leveraging technology is so important.
- 32:15 – The world of sales has changed.
- 32:54 – Customers can discover your product on their own.
- 33:15 – Salespeople need to leverage technology and find ways to bring new value.
- 33:35 – Leverage your contact management system.
- 33:55 – Don’t be a pest. Touch people in many ways.
- 34:22 – “If you don’t have an assistant, you are one.”
- 34:55 – Know your special skills and find out how you can help people.
- 35:29 – People do business with people they like.
- 35:45 – Technology lets us do more business with less salespeople.
- 36:05 – Two tips from Jack
- 36:30 – Too many CEOs try to be sales managers
- 36:55 – Why small and medium businesses stay small.
- 37:25 – “Grow your sales force in quantity and quality.”
- 38:00 – The key position is the Sales Manager position, so you
need someone to do that job fulltime.
- 39:25 – Jack was able to focus on building relationships to scale his business.
- 40:05 – Higher risk, greater return.
- 40:25 – Hire the right Sales Manager, and they will make up for their pay quickly.
- 41:03 – How do you find the right salesperson?
- 41:20 – Questions in his interview process.
- 41:35 – Find what predates the resume
- 42:30 – Success stories in sales
- 43:15 – Another Triathlon example.
- 44:34 – Drive and grit
- 44:50 – Are you a believer in coaching salespeople?
- 45:20 – The bottom 25% of salespeople generate less than 6%.
- 45:40 – It doesn’t make sense to keep those people.
- 45:55 – They didn’t make the cut.
- 46:16 – Spend time with the top salespeople and watch your business grow.
- 46:55 – His Sales Playbook
- 47:05 – Figure out the best way to sell your product and model that system.
- 47:35 – jackdaly.net
- 47:50 – Dave closes the podcast.
3 Key Points:
- If you don’t have an assistant, you are one.
- Optimize life goals with business goals.
- If you’re in the bottom 25%, you’re in the bottom.
Resources Mentioned:
- jackdaly.net – Get in touch with Jack and learn more about his lifestyle
Credits:
- Show Notes provided by Mallard Creatives