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    Superstar Business Secrets: The Top Five Keys to Big Success and Bigger Profits for Your Business
    Superstar Business Secrets: The Top Five Keys to Big Success and Bigger Profits for Your Business
    Superstar Business Secrets: The Top Five Keys to Big Success and Bigger Profits for Your Business
    Ebook152 pages5 hours

    Superstar Business Secrets: The Top Five Keys to Big Success and Bigger Profits for Your Business

    By Mark Moore

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    About this ebook

    You’re passionate about your business and work hard at it, yet you know it’s capable of achieving so much more. You want it to be the best in its category, and you want to see the profits to match. You want a Superstar Business. So how do the world’s best enterprises reach such great heights, and how exactly do you take your business to the top?

    Mark T. Moore has done this for himself more than once, so he knows firsthand what makes enterprises grow and thrive. A Superstar Business Owner, Mark has also been a fearless corporate leader and in-demand consultant. He has spent years transforming businesses on almost every continent, from middle-of-the-pack performers to superstars. Mark has seen it all, and now he’s sharing the secrets he’s uncovered along the way.

    Loaded with real-life stories and insights based on decades of experience, Superstar Business Secrets is a powerful and proven framework for supercharging your business. Mark leads you step by step through the five most effective, results-oriented strategies you can apply immediately to get the mission-critical aspects of your company right. Taken together, these secrets will help you jump-start your sales and surge ahead of your competition.

    It’s time to take your company to a much higher level. Don’t settle for average when a Superstar Business is within reach.

    LanguageEnglish
    PublisherMark Moore
    Release dateNov 16, 2016
    ISBN9780997749519
    Superstar Business Secrets: The Top Five Keys to Big Success and Bigger Profits for Your Business
    Author

    Mark Moore

    Mark T. Moore has successfully built and sold companies on both sides of the planet. He has held senior corporate leadership roles in some of the world’s foremost software companies, overseeing the growth and development of their global sales channels, and has worked with hundreds of companies to take their businesses to much higher levels of success. Mark now consults with business owners and teaches the Superstar Business strategies in his dynamic workshops. Prior to entering the business world, Mark served as a police officer in the United States, receiving multiple awards for bravery in the line of duty. He is an avid pilot and flies his airplane every chance he gets. He currently splits his time between Arizona and Australia.

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      Book preview

      Superstar Business Secrets - Mark Moore

      INTRODUCTION

      I want you to succeed and win big by taking your business performance to levels you may not have considered possible. I’ve walked your walk, so I understand firsthand the tough challenges you and every business owner face every single day. Not just the challenges you expect (the few), but also the ones you never see coming (the many).

      I’ve been lucky enough to take some hard hits—I say lucky because they helped me learn some tough lessons that, in turn, I used to build and sell some very successful businesses. Between growing my own companies, some of the NASDAQ-100 and Fortune 1000 American and Australian software firms brought me in to oversee the profitable growth of their global sales and distribution channels. What that translates to is this: I was privileged to be able to work closely with, and mentor, hundreds of business owners around the world: average ones, good ones, and the ones who were barely making it. A small percentage of them were what I call Superstar Businesses. Only by putting their success first was I able to make my own company successful.

      I traveled the world and had more frequent-flier points than I knew what to do with, but the coolest thing was I got to see up close and personal how Superstar Business Owners (SBOs) leave their competition in the dust. I took a ton of notes along the way, so it’s now my genuine pleasure to be able to share those Superstar Secrets with you.

      Definition of a Business

      A vehicle or tool for helping people by providing them a product or service, creating a financial profit as a by-product of that process.

      When I first meet with CEOs and entrepreneurs who are seeking game-changing help, they are usually trying to figure out why their businesses are struggling to perform when, in their hearts and minds, they know their companies should actually be kicking butt and taking names and earning them a lot of money in the process. They make or sell a world-class product or service and they know it, yet they can’t see or understand why the world isn’t actually chasing them and throwing purchase orders in their direction. In most cases it isn’t an issue with their product or service. The issue is how their business is or isn’t being operated.

      Definition of a Superstar Business

      A business wherein the owners/operators strive for and achieve mastery of the key aspects that positively drive the business, and as the natural by-product of that mastery, it consistently delivers excellence and performs at levels far above the other businesses in its category.

      Superstar Business Secrets is the direct result of years of having been privileged to watch from the inside as business owners from most every continent consistently grew their businesses and their profits. This book reveals five of the most powerful principles that Superstar Business Owners use every day to be big winners in that tough world called the marketplace. Together they form a powerful framework for superstar success, and I believe the keepers of these secrets would genuinely want you to be just as successful as they are.

      I know how building a super-successful business can change a life in so many great ways, and I want that for you. Apply the five secrets with superstar energy, and you will rev up your revenue and rocket your profit.

      There are three kinds of people in this world:

      People who make things happen

      People who watch things happen

      People who wonder what happened

      Be someone who makes great things happen!

      Mark T. Moore

      mark@salesknowhow.com

      www.salesknowhow.com

      Phoenix, Arizona

      October 2016

      Superstar Business Success Framework

      CHAPTER 1

      ENERGY

      Selling Is a Game of Energy

      I’ve worked with Superstar Business Owners who embrace and apply the sales-energy principle, and I’ve applied this principle in my own businesses, so I know it is a proven and powerful truth. Yet this is a superstar success principle that many business owners, sales managers, and sales reps seem to miss. Once you dive deeply into this principle, you’ll understand why it’s one of the keys to success. The reality is it’s hidden in plain sight.

      When I first introduce this super-simple sales-energy principle to clients and students, most of them react in a similar way: here’s a concept I’ve never heard presented before. And if that’s how you react, too, I wouldn’t be surprised. I’ve studied and learned from some of the world’s highest-achieving business-growth experts and salespeople, and even I’ve never seen this incredibly valuable principle addressed.

      The responses of a rather small percentage of business owners I talk with indicate that they already get the principle and practice it. These businesses are ever growing and über-profitable because this one secret alone is enough to ensure a long and healthy life for an otherwise sound business.

      More often than not, though, as I explain this principle and lay it out in greater detail, most business owners and sales managers suddenly get a look on their face as if the lights just came on. It’s a principle that’s so easy to overlook, but they finally understand the real value this one concept alone will bring to their businesses. I’m willing to bet that you, too, will quickly grasp its power and value.

      Why is this the first Superstar Business Secret, and why do I make sure I share it with every single one of my clients and students? It’s simple, really. The key to business success seems easy enough: profitably and consistently outsell your competitors to lead the way in your category. But to truly be the market leader, your business needs to have a high-performing sales engine—one that is laser focused on the market you are targeting.

      Yet most businesses don’t really come close to putting their best-possible energies into taking their products and services to the marketplace, and the amazing thing is that many—maybe even most— of them don’t even realize it. To this day I’m amazed at how many business owners seem to act as if it’s the customers’ job to find them and learn what their business has to offer. As if it’s the customers’ responsibility to respond to their rather basic, and in many cases highly ineffective, marketing activities. They just can’t understand why customers haven’t found them yet.

      The truth is often these companies actually do make, or offer, the best product or service in their category—and if all things were equal, they would, far and away, be the market leaders. Instead, they are usually market chasers, playing catch-up with some other company whose products are nowhere near as good as theirs yet whose sales and marketing activities are geared to be high-performing, having made their business the best go-to-market machine.

      I know this lesson only too well because I learned it the hard way. I was living in Australia and had started a new job as a sales rep with an up-and-coming company. It was my first real role in the high-level game of consultative selling, and I was pretty darn excited about selling very complex, highly technical computer software and hardware in the computer-aided design (CAD), computer-aided manufacturing (CAM), and computer-aided engineering (CAE) marketplace.

      I was truly delighted to have won this senior consultative sales role. I was joining a highly reputable company geared to provide top-quality computer hardware, best-in-class software, engineering support, and high-level computer and computer-network support. When I was hired, I knew straight up I had a lot to learn about these complex software and hardware solutions. I was honest in the hiring interview: I stated it would probably take about ninety days for me to get sales really happening, but after that I’d be putting a lot of runs on the board. I was the optimist in the room. But guess what? I got the job.

      Despite my pre-hire optimism, there was little to celebrate at the end of each month when the sales numbers were posted. I’d told everybody that within three months we’d be making good sales numbers, yet four months later we hadn’t made a sale. Five months later we hadn’t made a sale, either. To my amazement I really didn’t get a lot of pressure from my superiors, even though they could have been all over me on a daily basis or even thrown me out on my ear.

      Instead, they gave me the time and space I needed to work out the kinks and do what I could do, and needed to do, to fix them. My job wasn’t really on the line yet—not that I was aware of, anyway—but I knew there was a problem. I had to figure this thing out, and I had to figure it out darn fast.

      I was lucky to have a fantastic, experienced guy named Dan working alongside me. He helped me identify the problem. Dan was our expert engineer, which meant that he not only conducted technical software demonstrations to prospective customers but also trained and provided them with ongoing technical support. One sunny morning, just a short time after arriving at the office, Dan and I were sitting at our desks, drinking

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