Growth Dynamics Get Down

Symptoms:
After a long sales process finally appeared to be coming to a successful conclusion, Paul was breathing a sigh of relief until his client decided he wanted to extract some sweat from Paul for the win. Just when he thought it was over and done, the regional vice president chimed in with one last contract change that he claimed was a deal breaker if it wasn't accommodated.

Hey everybody. This is Sarah Waple, partner at Growth Dynamics, and I am here with a Fast Tip Friday.

Situation: 

Jackson felt that lump in his throat and just wanted to scream. Big Shot Bob of ABC Engineering did it again; he promised Jackson he would keep his appointment this time after three cancellations or no shows, but his admin was apologizing for Bob not being available once again. Because ABC was one of the biggest firms in the metropolitan area, Jackson just could not bring himself to share his anger at being stood up once again.

Hey everybody, Sarah Waple here, president of Growth Dynamics, and I’m going to be bringing you some Fast Tip Fridays.

Symptoms:

"Bulldog" was his nickname and he was proud of it. Guido spent years proving that no one could escape him once he made you a prospect.

Hey everybody, Sarah Waple here, president at Growth Dynamics, and I am here with a Fast Tip Friday.

It's the end of September, and the calendar is about to hand you Q4. You can wait until January to decide what needs to change in your sales conversations. But the prospects you're talking with now won't wait for your New Year's resolution.

Symptoms:

John's territory involves working with many prospects that ask for samples, demonstrations, proposals, references and all the usual items that buyers want from a vendor. Trying to appear accommodating and professional, John finds himself spending hours of time preparing, writing, setting up or sending all this information that he believes will help "convince" his prospect.

Hey everybody, Sarah Waple here, president at Growth Dynamics, and I'm here with a Fast Tip Friday.

Here's a question most business owners and executives avoid: when your team loses a sale, where does it actually break down? Not where you think it breaks down. Where it really falls apart.