Summary_ Leadership_Summit_2015_Rama.pptx

Fortune Magazine Leadership Summit - 2015

Top 5 Key Take Aways :• Verne Harnish : Write a Book for your company to build credibility. Every day in your daily

Huddle ask one question for sure : What are your competitors launching?

• Christine Comaford - Smart Tribes - Neuroscience Leadership, Trust Building, IDP, Culture

• Nick Nanton - Branding your Organisation/Story Selling

• David Meerman Scott -- NewsJacking

• John Warrillow -- 9 models of Subscription

• Nir Eyal - Hooked

---- Rama Motwani

Credibility

The 3 Things All Humans CRAVEAnd How To Motivate Anyone, Anytime, Anywhere

11

Christine Comaford

• Neuroscience-Based Growth Coach

• Former Microsoft, Apple engineer

• Deep operational expertise: sales,

marketing, tech, leadership

• Consulted/coached 2 USA Presidents, 4

Billionaires, 700 F1000, 300 SMEs

• Ensure leaders get the results they want

Key Takeaways + ToolsKeep Brain in Smart State

Safety + Belonging + Mattering = Trust

• Tool #1: Create Safety, Belonging & Mattering• Tool #2: Align with strong Mission, Vision and Values• Tool #3: Aspire with Individual Development Plans• Tool #4: Engage with Cultural Rituals, Rock Star, High Five,

Appreciation• Tool #5: Communicate with Transparency, Accountability Structures,

Feedback, Fairness

Make these tools habits and to get leverage!

The Basics Of Your Brain

The Reptilian/Mammalian Combo: The Critter State Has Limited Access

The Neocortex/Mammalian/Reptilian Smart State Has FULL Access

Why You Want A SmartTribe

•Productivity up 35-50%, 67-100% more emotionally engaged

•Sales closed up to 50% faster, 44%+ more of pipeline closed

•Revenues and profits increase up to 210% annually•Marketing demand generation increases up 300%+

Behaviors That Lead To Critter or Smart State

What Leads To Critter State What Leads To Smart StateLayoffs/reorganizations without explanation Clear messaging on what this layoff or

reorganization means and how it is for the health of the company and team

Tight/unrealistic deadlines/excessive workload A culture of promises and requests. Clear priorities, and safety in communication

Conflict avoidance/blowing up A culture that supports differing opinions and acknowledges plus resolves conflict openly

Gossip/rumor spreading Zero tolerance for gossip, with full leadership support

Political posturing/backstabbing/silos Zero tolerance for politics, backstabbing, sabotage, and undermining, with full leadership support

Behaviors That Lead To Critter or Smart State – Cont’d

What Leads To Critter State What Leads To Smart StateSecrecy/the unknown/withheld info Consistent and transparent communication

Mixed messages/unclear expectations Explicit communication and needle movers

Budget cuts without explanation Clear messaging on “belt tightening” and how we can all chip in

Imposed change without explanation Clear change messaging with an explanation as to why and what it means

Revenue loss/key customer loss without resolution

Clear messaging on how we’ll turn this around

Burnout/bad attitudes/cynicism Sustainable cultures with managed workloads

Tool #1: Create Safety, Belonging & Mattering

The Three Things Human Beings CRAVE

Create Safety, Belonging, Matteringin Behavior• Truly engaging Mission, Vision, Values

• Individual Development Plans

• Cultural Rituals: Rock Star, High Fives—Public Appreciation

• Transparency: Accountability Structures, Open Communication, Feedback, Fairness

Create Safety, Belonging, Mattering in Communication• Safety: “I’ve got your back. Reach out to me if I can provide

any clarity, brainstorming, support of any kind.”• Belonging: “I’m so glad you’re on the team. Who could you

bring into the loop or mentor to help them succeed too, and to expand our tribe?”

• Mattering: “You’re my top pick to run this project--I totally trust and appreciate you and your contributions and gifts. How can I help you shine?”

Safety, Belonging, Mattering Sales Communication & Process• Safety: service level agreements, return policies, guarantees of any type.

Messaging: testimonials and other messages that stress how you came through for the customer with high ROI

• Belonging: online community and physical events/conferences/annual meetings, memberships, what it means to be a member of the tribe and what’s meaningful about it. Messaging: testimonials and other messages that stress the community, how you’re a partner and not a vendor.

• Mattering: customer case studies/celebration/appreciation/rewards, loyalty/retention programs, customer satisfaction surveys. Messaging: Testimonials and other messages that stress how well-cared-for a customer felt, how you went out of your way, how generous you are and the high level of service you provide.

Safety, Belonging, Mattering Net-Net

• Prospect must code you as “same as” to buy, client to buy more• Example: client webinar to healthcare prospects. Promise:

• Crucial and controversial new legislation (reptilian and prefrontal)

• To ensure you know how to make best choices (mammalian and prefrontal)

• To build trust with your community (mammalian and reptilian)• Webinar results:

• Record high attendance• Record high demand generation • Throughout client reinforced the participant’s deepest

subconscious needs

Tool #2: Truly Engaging Mission, Vision, Values

Copyright 2012-2015 SmartTribes® Institute, LLC – www.SmartTribesInstitute.com – 415-320-6580 28

Tool #3: Individual Development Plans

1. 2 or more possible evolutions 1-3 years from now:

– Job skills that need to be gained for each

– Leadership skills that need to be gained for each

2. Timeline for acquiring skills

3. Plan, budget, leadership commitment

4. Next steps & quarterly check-in

5. Plan driven by the individual, supported their leader


Tool #4: Cultural Rituals, Rock Star, High Five, Appreciation

Rock Star, High Fives

High Fives, Shout Outs

Appreciation & Acknowledgement High Five Hand

Tool #5: Transparency, Accountability Structures, Feedback, Fairness


Weekly Status Using Needle Using Needle Movers

Completed Week of October 8

Not Completed and Why

Key Projects Week of Oct 15

October Needle Mover Status

YTD Status on KPIs

Design Retailer sales kit

Meet with Development to consolidate product lines

Meet with Finance re: DSO reduction

Strategic planning offsite

4 client meetings re: 2015 orders

Weekly Win:2 new Strategic Accounts on-boarded

Interview sales intern

Why: Underestimated time required to on-board new accounts

Meet with Client Care to design Client Service Rep up-sell/down-sell/cross-sell scripts

Meet with Inventory team to set fill rates, turn, aging rates for 2015

Train new Account Manager in sales process

5 client meetings re: 2015 orders

Monthly Revenue: Current $2.97milT: $4.6milMB: $6mil Monthly Gross Margin: Current 7%T: 8%MB: 10% 2011 Rep Quotas, Sales Process, Training Dates SetT: 10/19MB: 10/12

Revenue: Current $46milT: $57.5milMB: $60mil+

Gross Margin: Current 7.35%T: 8%MB: 10%+

% Revenue From Channel:Current 40%T: 41%MB: 45%+


Conversations & Feedback• Feedback Frame

– What worked/What I liked was ______

– What I’d like to see more of is _______

• 4 Conversations (be curious!):– Are you OK?

– Is there too much on your plate?

– Is this role not the right fit for you?

– Do you really want to work here?

• Counseling Process is available in SmartTribes Playbook


David Meerman Scott : News Jacking and Real Time MarketingAfter Super Bowl MVP New England Patriots QB Tom Brady was handed a 4 game suspension for his

assumed role in the Deflategate scandal.Canadian Outback Adventures & Events tweeted a fun image of a raft with: Tom, we'll ensure your family's raft is properly inflated. #Deflategate #LS15NOw

@dmscott @NFLCanada @TSN_Sports

Automatic Customer -- John Warrilov

The lifeblood of your business is repeat customers. But customers can be fickle, markets shift, and competitors are ruthless. So how do you ensure a steady flow of repeat business? The secret—no matter what industry you’re in—is finding and keeping automatic customers.

These days virtually anything you need can be purchased through a subscription, with more convenience than ever before. Far beyond Spotify, Netflix, and New York Timessubscriptions, you can sign up for weekly or monthly supplies of everything from groceries (AmazonFresh) to cosmetics (Birchbox) to razor blades (Dollar Shave Club)

Warrillow provides the essential blueprint for winning automatic customers with one of the nine subscription business models, including:

● The Membership Website Model: Companies like The Wood Whisperer Guild, ContractorSelling.com, and

DanceStudioOwner.com offer access to highly specialized, high quality information, recognizing that people will pay

for good content. This model can work for any business with a tightly defined niche market and insider information.

● The Simplifier Model: Companies like Mosquito Squad (pest control) and Hassle Free Homes (home maintenance)

take a recurring task off your to-do list. Any business serving busy consumers can adopt this model not only to

create a recurring revenue stream, but also to take advantage of the opportunity to cross-sell or bundle their

services.

● The Surprise Box Model: Companies like BarkBox (dog treats) and Standard Cocoa (craft chocolate) send their

subscribers curated packages of goodies each month. If you can handle the logistics of shipping, giving customers

joy in something new can translate to sales on your larger e-commerce site.

This book also shows you how to master the psychology of selling subscriptions and how to reduce churn and provides a road map for the essential statistics you need to measure the health of your subscription business.

Whether you want to transform your entire business into a recurring revenue engine or just pick up an extra 5 percent of sales growth, The Automatic Customer will be your secret weapon.

John Sviokla

Summary_ Leadership_Summit_2015_Rama.pptx

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