Growth Dynamics Get Down

Symptoms:

Tanya was thrilled to open her calendar for the week and see SO MANY follow-up calls she had to make. She built out her pipeline, made initial contact, held conversations, and was asked to follow-up in a few weeks by most of her prospects. Well, that time was here, and she was ready to go to work on collecting next steps and decisions. Yet, as she made her follow-up calls, she could not get past the gate keepers or talk to anyone live. Her frustration was growing with each and every call. She was banking on at least a few of these follow-up calls to turn into closeable deals. She needed closes to hit her yearly goals. What could have gone wrong when the conversations were so promising?

If you missed Growth Dynamics' debut on Instagram Live last week- have no fear, the replay is here. 

On Thursday at 5 pm EST Charlie Hauck, owner of Growth Dynamics, will be joining Jenna Arnold on her Instagram Live session to discuss the importance of having critical conversations. 

This article comes from our partner- Objective Management Group.

Symptoms:

Sadie was pumped to have a meeting with the right decision makers on her new product. They quickly agreed to her lunch and learn invitation and even let her know how excited they were about her products. They used a competitor’s products, and this was her chance to get the sale. She gathered the standard slide deck, added a few slides comparing her product to the others in the marketplace and even went as far to include delivery information. She knew this was the lunch and learn to end all lunch and learns and it would be an easy close.

Yet, when the presentation wrapped up Sadie asked if there were any questions and no one had any. They kindly thanked her and out the door she went. Later she learned the company went with their existing vendor.

Symptoms:

Jerry was having a year that was slightly ahead of last year, but he was frustrated that he wasn't doing as well as he thought he could be or should be. Although he had taken some sales training and learned some unique words, phrases, and approach tactics, he felt like he was struggling to say and do the "right" things when it came to managing his activities and sales calls. He wondered what he needed to change so that his daily work became more natural, fun, and productive.

I am prepared for lots of pushback on this post, so please feel no hesitation in reacting positively or negatively to my thoughts on this topic.

Symptoms:

Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.

Symptoms:

Matt is looking at his calendar and doing some planning, knowing that many things he does look too much like random acts of mindless behavior. Looking back on past months, he feels like he was scrambling and playing catch up all the time instead of having that feeling that he had some deliberate control of his actions. He wants to get back that feeling of being on a roll, where it's like running downhill instead of uphill all the time.

Here we are. Month six of this odd coronavirus time. At this point I think it is safe to say this "new" normal has become the normal.