Sell Sell Sell

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Sell Sell Sell. Prepared for: Terry Ledden/Sandler Training, 1 Antares Drive, Suite 120 (Lobby Level), Ottawa ON Date and time: October 19, 2012 at 0730 CEO Session Follow @TerryLedden and learn more about him at: http://www.salesaboutface.com. Sell Sell Sell. - PowerPoint PPT Presentation

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  • Sell Sell Sell

    Prepared for: Terry Ledden/Sandler Training, 1 Antares Drive, Suite 120 (Lobby Level), Ottawa ONDate and time: October 19, 2012 at 0730CEO Session

    Follow @TerryLedden and learn more about him at: http://www.salesaboutface.com

  • Sell Sell Sell

    If you cant sell, you cant be an entrepreneur, intrapreneur, artpreneur or CEOEveryone in your organization is in sales, Prof BruceLarge homebuilder announces new projectCall for infoHuh?Your receptionist is your CIO!

  • Sell Sell SellA brand is important because its importantSay what?Marketing builds a BrandBrand builds TrustTrust creates the opportunity to SellSales provides revenue for more Marketing

  • Sell Sell Sell

    When you meet someone whose b-card says, VP, Marketing and Sales, youve just met someone who doesnt know whaty they are doingMutual Life Clarica Sun LifePirate Insurance Co of Kinakuta

  • Sell Sell Sell

    Selling is the tooth end of the snake/not the tailNumber one, cash is king..., Jack Welch Cash doesnt lie/AP, AR, INV, Bank Balances

  • Sell Sell Sell

    Michael E Gerber says every SMEE needs technician, manager and leaderLeaders can NEVER delegate sales

  • Sell Sell Selling the Ottawa Senators

    Canderel and others enter the Ottawa marketplace and out compete the localsOffice rents go from $18 in 1982 to $6 in 1987We were constantly trading up in terms of business size and complexityMove to a market with fewer competitors and some more DV get out of the way of the elephantsWhat does TO have that we dont have?

  • Sell Sell Selling the Ottawa Senators

    A Zoo, the Princess of Wales Theatre, a NHL TeamNHL is getting ready for expansion againRandy, MBA from Clarkson: Lets do it.Cyril Leeder, CA: How much is it going to cost?Estimate: $35 million (then going rate for NBA expansion team)

  • Sell Sell Selling the Ottawa Senators

    Franchise cost: $50,000,000 USD in 1990Pre-sold 15,000 PRNs for $25 each for a team that does not yet existPre-sold 500 Corporate sponsors for $500 eachPre-sold 32 Original Corporate Sponsors for $15,000 eachPre-sold media rights for radio and TV for $250,000 and $4,000,000, respectively

  • Sell Sell Selling the Ottawa Senators

    Pre-sold 30-year arena management contract for $15 million + a corporate guaranteePre-sold pouring rights for $3 millionPre-sold product rights for $1 millionPre-sold 10,000 season tickets 22 months before the first game for $22 million in cashPre-leased 100 suites at $100,000 per suite per year or $10 million per year for 5 years = $50,000,000

  • Sell Sell Selling the Ottawa Senators

    Bought 600 acres for $12k per acre, won a NHL franchise, built a MCF (Major Community Facility aka, Scotiabank Place) in the middle and sold extra 500 acres for $112k per acre to make $50,000,000You get the picture PRE-SELL, PRE-SELL, PRE-SELL find launch clients before you launch

  • Sell Sell Selling the Ottawa Senators

    Having launch clients (pre-sales) changes everythingGives everyone involved confidence that you are on right trackIncreases credibility and is important source of (cheap) capitalMinimum number of launch clients you need is threeCan convince one fool to buy any product or service, maybe two but probably not three

  • Sell Sell Selling the Ottawa Senators

    Meet with each member of the BOG at least twiceMeet with the President of the NHLGo to Palm Beach with 120 followers including the Ottawa Fire Department Marching BandSlogan: Bring Back the SenatorsName things like: The Palladium give it the breath of life (like the Elves did in Middle Earth)

  • Sell Sell Selling the Ottawa Senators

    PrioritizeLobbyKnow what you are doing (learn from Bill Torrey/Glen Sather/Sam Pollack)Plaster Palm Beach Airport with Bumper StickersMake your presentation a conversationNever stopLast thing they see is your happy, smiling face

  • Sell Sell Selling the Ottawa Senators

    Be someone others can have trust in; trust is the foundation of a successful life in business and in your personal situationGo where hockey is known and loved and well take care of your franchise.Beat Milwaukee, Portland, Seattle, Houston, Hamilton and St PetersburgMedia proclaims: Milwaukee/SeattleStand your ground You will NEVER, EVER get a NHL Team in Ottawa.

  • Sell Sell Selling the Ottawa Senators

    Dec. 6, 1990, the NHL awarded franchises to the cities of Ottawa and TampaBut really they awarded them to Phil Esposito (for Tampa) and Bruce Firestone (for Ottawa)They trusted usOur theme song Tom Pettys DONT BACK DOWNWe get a unanimous vote from the NHL!

  • Sell Sell Sell

    In entrepreneurship, results count and results come from a fundamental source: trust remember this

    People like to buy from people they like and trust.

  • Sell Sell Sell

    Follow me on Twitter: @ProfBruceFind me on LinkedIn: www.linkedin.com/in/profbruce Read my blogs at: www.eqjournal.org and www.dramatispersonae.org Read my books at: www.brucemfirestone.com Study with me, info at: www.learnbydoing.ca Participate in SKIP-AID August 2013: http://www.learnbydoing.ca/wordpress/?page_id=150

  • Sell Sell SellAppendix

    Sens first game: http://www.youtube.com/watch?feature=player_embedded&v=Y3wlmIxdJvwSens first Goal: http://www.youtube.com/watch?feature=player_embedded&v=6STkJ8UzoyUProfessor Bruce M. Firestone, B. Eng. (Civil), M. Eng-Sci., PhD.; Executive Director, Exploriem.org; Founder, Ottawa Senators; Entrepreneurship Ambassador, Telfer School of Management, University of Ottawa; Real Estate and Mortgage Broker, Century 21 Explorer Realty Inc., Author, Quantum Entity Trilogy