Business and Leadership
Marc has 50+ years of effective leadership experience as well as success as an entrepreneur and business executive. He has led men in combat, the toughest crucible of all in leadership as well as business organiaztions as a CEO, VP as well as managing director in consulting firms.
These presentations are designed to get to the core issues of the topic at hand, e.g. how to be a more effective leader or the business issues of a risk sharing relationship between buyer and supplier. He uses "case studies" and anecdotes from his business and military experience to help the audience understand the key issues.
The Dirty Dozen Sayings That Will Make You a Better Leader
What the attendees will learn: Ten phrases that if used as tactics or tools will make the individual a better, more effective leader. Overview: There’s a big difference between leadership and management. Leadership is all about developing strategies, setting organization goals motivating subordinates and providing them with the resources to succeed. On the other hand,…
Disconnects in the Sales Process
What the attendees will learn: Where disconnects are in the sales process for complex products and services and how they affect winning or losing a deal. Overview: Most sellers of complex services or products don’t really understand “how buyers buy.” Sellers focus on “messaging,” “value propositions,” “differentiators” and relationships. Buyers are “Power Pointed” to death…
Outcome-Based Relationships
What the audience will learn: When and where outcome based relationships are appropriate, who the key stakeholders are as well as how to measure success. Overview: More and more buyers want their service providers to take on more operational and financial risk as well as perform more complex “work.” Traditional, buyer/seller FTE –based relationships do…
Key Sales Force Performance/Efficiency Metrics
What the audience will learn: How five simple and key metrics will help a business measure the performance of its sales force and identify where improvements can be made. Overview: As a general rule, sales forces are over measured and under perform. The 80/20 rule applies in that 20 percent of the sales force closes…
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