You’ve been #1 in your industry
for a long time.How have
you sustained your growth?My
formula to success -- You must deliver tremendous value.The
content must be clear and hard hitting.The application of this new business intelligence must be easy to integrate – so as to – win the customer experience and win
gains in market share.
What is the key to Winning in
the most difficult economy of all time?For PLAYMAKER’s,we
know that 95% of people quit when the going gets tough.So the opportunity right
now is extraordinary.This
is a time to really win big.It’s all about the mindset of a
What do you see as the biggest
dangers companies face right now?Denial.Head in sand basically.When you don’t focus,when you are
not clear in your intent,when you
do not measure results and stretch towards meaningful milestones,you start creating a flurry of ACTIVITY
but no PRODUCTIVITY.
It’s almost 2012.Where do companies focus to be
#1?The #1 resource is no longer just
product, positioning and market demand.The #1 resource
is people – passion, innovation, energy and ideas leveraged across platforms to
dominate markets and win the customer experience.The new word for this is business intelligence.Everyone must bring their BIG GAME to win.
What is the key to winning
market share now?It starts with an attitude, a bravado, a totally focused intent on winning and owning
that number #1 spot.I
call it unleashing the Passion of The
must live it.You must be it.Doing your job well and nothing more is
not enough.It’s the new ideas
that will change everything.The enthusiasm brings this intelligence to the surface.
Our Team is staged for
greatness…are you willing to tailor your presentation? Every presentation is tailored that’s why it’s
essential that we invest the time to prepare. This discovery
is essential to craft the message that transforms thinking. This is key
to get from the sideline to the playing field.
What about travel arrangements? I have staff that handles that.We fly Southwest airlines.And I’m not a limo guy.I a Hertz guy,plus I don’t fit in a limo.It’s a NFL lineman thing.
What about the members of our
audience who are not really into sports? Every member of your audience is into outperforming the
this is about – serious business. Everyone is looking for new ways to
increase their reach, improve their sales and enhance their customer
experience.They value the
insider trade secrets from a world class competitor and apply this business
intelligence.This will give
them the winning edge.I
assure you this is quite valuable to them.
What’s the biggest mistake business is making today? Weak goals.Success
measured as incremental growth over last year’s performance equal economic
death over time.The only
true measure of success is winning gains in market share.It’s a big mistake to play small.It’s a big mistake to play
safe.I don’t get it.For me,it’s all out or nothing.
How does a company gain massive
leverage when the customers have so many choices?Today, it’s no longer about – the sale.You must win
the experience.You must create
the compelling conversation.You
must engage the community and achieve the sacred viral buzz.The days of the order-taker are over.
Do you do more than just
keynotes?75% of my time is spent in
consulting assignments.Clients are looking for long term sustained results and they want to get
there fast.I’ve been doing
this successfully for 25 years and still in growth mode.We focus on:team building, communication and
leadership on the people side.On the product side we focus on:re-imaging brand, new marketing platforms and re-inventing the story.
How can a sales professional get
even bigger and move even faster right now in customer acquisition?The social media play is huge.I’ve never seen
anything this big and this easy to deploy.We’ve helped many clients see their business differently.We’ve helped many clients tell a
bigger story.This is the key to
What is the greatest risk for
today’s competitors?Seeking security and hoping
for survival mentality.I will say it again,this is no time to be conservative. The move to
market domination is happening now – right in the middle of the most grueling
global economy of all time.
How did you get started in this
business?I doubled majored in economics
and communication at Stanford but I was most fascinated by technology.Silicon Valley was
happening all around me.I left
Stanford obsessed with outperforming the competition.The NFL was a launching point.Delivering core business intelligence to the Fortune
500 and driving that transformation was next.
What are your thoughts about the
tough market conditions? Most
people talking about burn out haven’t been lit yet.Winning is a big commitment.It’s a courageous journey.It requires sacrifice, dedication
and perseverance.You also must have a firm resolve, an unwavering belief to get through
the tough times.Tough times…point of view,basically.
How do you relate to women in
the audience? The
message and learning is directed towards PLAYMAKERS, individuals that must win
at the highest level possible.Women totally get and engage in this important
conversation.Remember this is not about football – it’s about people, passion and dreams.The content is rock solid.The solutions work.The impact is immediate and women
are very serious about getting immediate results.They want to be the best and are willing to do
whatever it takes to win.
Ok,we’ve got to ask about your 8
children?Tammy and I get asked that
question a lot.We enjoy the energy, excitement and yes even the drama of 10 dynamic
personalities living in the same space.Harmony, community and understanding is only
possible with a shared vision, communication system and structure that pulls
must contribute.Everyone must
give and share.Everyone must
energize and inspire.If not, it
unravels very fast.That’s the short story.And you learn fast.The $80
at McDonalds lesson:cook good food at home.The $150 movie lesson:invest in a home
theater.The 12 cell
phones lesson:purchase the unlimited family plan.Having 5 teenagers in the house
at the same time would have been mind-blowing for some but we grew up in the
70’s;so no big deal.Chaos… that’s
another…point of view.
How to you balance the hectic
pace of your life? Once
you get that there is a place that
exists way past overwhelm and exhaustion, things start to smooth out.The pace is
it requires is infinite.Raising 8 children is like sweeping back the ocean with a broom.A good night sleep is a
dream come true.
Tell us about your production
company? The new art of war is
maximizing your reach using the digital platform (web, social media). We have a very talented team of
creative geniuses that help provide those services to our clients that must win
now. I’m all about
leveraging the digital platform.
In 1995 I was the creative developer for digital content for ABC
Sports/Espn.I created the
first online conversation,communicated through their website.We had 2,000,000 hits the
first day.It was the first
blogging ever in the professional sports entertainment space.
Your football career took a very
serious $82 Million turn.Tell us
about that?Helping craft the NFL Collecting
Bargaining Agreement (CBA) in 1982 & 1987 was a massive commitment.I had to drop out of my pursuits
at Harvard Business School.This round of negotiations was going to shape the next 20 years of
football and finally open up free agency and increase medical benefits.What was
at stake at the time was the new $82 Million dollar TV contract and a new
future that the ball players are enjoying today.
So you helped build out the long
term growth strategy of the league and NFL Players,what was your next big breakthrough after this?Well the NFL asked me to look at their business model.It was broken.They only sold 17 days a year.I didn’t get that.There was so much more to sell at the time they
didn’t see beyond corporate signage, TV revenues, luxury boxes and selling out
parking, seats and concessions. They are still uncovering the NFL fan experience and learning new ways
to sell.They are stuck
seeing a fan vs. a portal.
How did they respond to that? Not well.They couldn’t see it until
fantasy football,a multi-Billion dollar industry slipped right out from underneath
them.They missed an
opportunity.Companies hire me to
identify the opportunities and bring them to market.
How has the game of sales
all about competition… as in outperforming the competition.Now with new marketing and
new reach of social media, it’s never been easier to acquire your competitions
customer base.And of
course they can raid yours as well.Margins are shrinking. Costs are increasing.The new competitive advantages lie with your people.Its ideas.It’s creativity.It’s seeing things differently.
So give us an example of a clear
shift in thinking you take your clients through? Ok,here’s a great example,take the airlines.I mean…once you’ve
sold a seat how can you make more money?This was the box they were
enter new ideas --they sell
preferred seating,preferred check
in,additional baggage,change ticket fees,affinity credit cards,and some airlines even sell “the
invisible”;as in you
book a flight,you change it,you don’t fly,they keep the money if you don’t use
it.Every company and
sales person has the same power and potential to tap into the deep riches
harbored as intelligence.
Tell me more about the Sole Source position in the market?You must be the Sole Source in the market to Win.That makes you distinct,
plus it takes you out of the price competition box.When you are distinct you can charge whatever the
market will allow.That’s
Ok,besides the pump,the excitement and the commitment.What else do I need to Win?
need THE BIG IDEA, which is basically that product, service, experience or
conversation that customers are dying for but no one is delivery. When you solve a tremendous unmet
need you create instant wealth.It’s an IDEA.
Why are you different from other
motivational speakers? Most
motivational speakers are success reporters,they’ve developed a model based
on other people’s success.They have not lived it.They have not achieved it.Let’s put it this way,I would not
want to be prepared for the brutal sales war by theory or a book writer.It’s fierce out there -- the
competition does care or not whether your kids eat or
have a roof over their heads.
What new information do you
bring to the table that makes you the best of the best? Listen we are in serious eat
what you kill times,if you know what I mean. You want to hear from a champion, an
expert, someone who has achieved great success and overcome alladversity.That’s who you
listen to.That’s who I
listen to.The market is
staging for another trillion dollar collapse that will make 2008 look like a
walk in the park.It’s a very very
serious time.And with the new social media,anyone can walk in and take ALL YOUR CUSTOMERS with
all the networks – they’re collapsing.Blockbuster,Books stores are gone.CD’s are dying if not dead.Desktop computers are almost
devastation creates amazing new opportunities that require new thinking.It’s almost too big to
image.It’s time to bring it – in
a big way.
You seem to be totally focused
on impact and results,tell us more?I put myself in the sales
professional shoes.They have made an investment to hear me share what are basically insider trade secrets to help them grow
business now.They want big results.They
want big returns on their time spent.I’m the same way.I don’t want to hear stories from
a presenter.I want solutions
now.I want hard hitting
content that makes money today.
You seem to focus a lot on
winning the customer experience growing market share and increasing
you spend so much time on these areas and particularly on the area of making
the bottom line results you want to generate is winning the life client
relationship to win all their business,and you also want to win all their social networks
business.The net result is
three fold, (1) a growing business,(2) totally loyal customers and (3) making more
making money is a good thing.This is a business.This is
not a volunteer club.This is not
a recovery center.
You’ve seen audiences literally
transform right in front of your eyes.How is this possible?
professionals and leaders value content and solutions.When they suddenly see, hear and
experience the “new thinking” that instantly changes their outcomes –
excitement and energy escalate.Winners and Champion’s do think differently.They see opportunity.They see leverage.They see new ways to tell the story,they learn
new ways to engage the customer.These secrets have changed outcomes, altered lifestyles and created
Tell us more about how this? It’s all a mindset. There are 3 key passages the audience goes through,(1)
they are inspired because they see a
new way to win big (2) they have a clear strategy to execute
as soon as they walk out the door
(3) they are super charged with a new urgency, as they step into
the reality that the competition is
currently planning to take ALL their customers, clients and
guests. In short it’s a wake-up
call. The good news is – they can
acquire all the competitions clients as well.
You mention the BIG OBSTACLE
that operates inside companies that undermines the vision, thepassion and the creation.Please expand on that?When you place a team of people
under stress and the voice of leadership is changing and the vision is blurred
– a secret society emerges. The SECRET SOCIETY will sabotage growth, crush new
thinking and cause all sorts of breakdowns.
How do you handle that?I locate it.I reveal the cancer.I create an opening for a new more powerful possibility that
alters the view of the future forever.The infection stops spreading and new life
begins.It sound’s easy but it’s
not.You can’t really
introduce new information if you cannot crack the code of the SECRET
SOCIETY.I can.You can’t cure the cancer if it’s
spread like spaghetti,unless you know the secret to radically changing the entire
skilled at doing that.I can
cure organizational cancer.Actually I create the opening for the cancer to be cured.The new agreement and new
commitment cures the cancer.