Podcast episode
The Sales Leader SKO Survival Guide | JD Miller
30 Minutes to President's Club16 Jan 202537 min
Description
FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
into certain contexts. And I think SKO is one of them. I know you have this theme about cantata and forte. That one is so perfect. You have another one that you did with links in the chain and stuff like that. Tell me a little bit about how does your thought process work to get to a theme like that? “I think it actually begins by looking at your agenda and trying to decide what are” you trying to accomplish in your SKO? What are the skills you're trying to teach? What are the lessons you want people to learn? And then creating a theme from there. I think a lot of people go wrong when they say, I've got a great hotel in New Orleans, and so my sales kickoff is going to be New Orleans themed. Actually, the theme has got to be about what is the thing that you're teaching at
and then you color code it to their role, you've done half the battle. I'll add one other thing that I thought about along the way is, if you can add a fun fact on there that gives me a reason to look down at your name tag so it doesn't look like I don't know your name, double points on that. And then the number two, your SKO is a singular event. The momentum immediately starts to wane “the minute people board airplanes on their way home. There needs to be a follow-up plan that” gets that momentum back within a couple days, and then maintains it for a little bit so that we are not just having this one huge energy-creating stuff. We're using that energy and pushing it through into the sales year. Today's show is brought to you by ConsenSys,
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