Good Monday morning. This is Sarah Waple, General Manager of Growth Dynamics and I am here with a another special Monday morning Manager. instead of the normal routine, we have a special mid year checkup review, wake up call whatever you need it to be from Charlie. So without further ado, here we go.
Wow, it is already the end of Q2 and the beginning of Q3. And that is a great time to consider some Meteor action items for making sure your goals and quotas are achieved. Below I am sharing some right time ideas for you to fine tune your business development efforts.
Number one, learning to count and counting to learn. Review your numbers and read between the lines about how you produce these results. That means analyzing your sales process and determining where you are strong and where you need to focus some energy on improving. Are you great at Hello, but not at closing? Do you lose track of prospects because you don't set expectations and deal sort of disappear? Are you prospecting enough to support the goals you have set. All of these things require you to tell yourself the truth and make the necessary changes to get you back on track or into the next level of success.
Two, make mid-year account reviews a priority, what gets inspected can be expected. Go check in with your prime relationships and see how things are going so far. No reason to wait for the year end because it is impossible to correct things at that time. Get proactive and committed to talking business past and business future with your key accounts or customers. You will be surprised how many appreciate the fact you are actually paying attention to them and caring about their success as well as your own. stand out among the vendors that work with these folks, and your second half will benefit from the effort.
Three, pick one step of the sales process and focus on improving your mastery of that skill. If you are getting think it overs or end up with lots of the dreaded follow up responses, tighten up your expectations management. Our margins are priced the area that is still a problem. Get committed to the discovery or diagnostic interview implementation. Force yourself to never leave a meeting feeling good unless you have a true decision in your pocket. Get comfortable getting uncomfortable and asking one more question you are not sure you should ask and dare yourself to put the in the ways in the way. If you're going to get a no, do yourself a favor and get it early instead of after chasing someone. Get off the darn buyers bus and stay off.
Four, prospect prospect and prospect some more and make life easier for yourself. Give and get referrals every chance you get. In business development time is precious and nothing takes more time and is less productive than cold calling. Work smarter by leveraging the relationships you have developed all during your life personally and professionally. Focus on giving first, trust Emerson's law of compensation which states the more you give, the more you get.
Five, lastly, act as if just decide you can be brave, committed to success in business development, more disciplined, worth more in control of the sales process more decisive, less patient, more urgent and more proactive. Act as if you can be one of those business development people that other people are afraid to be every darn day you are worth it. Thanks for reading my box of thoughts as we turn the corner and head into the second half of 2020 to make it your best six months ever. And PS if you'd like our Growth Dynamics act as if elastic wristband just send us your home address and we will mail it to you free of charge. Now go out there and make this week the best one yet.
For more information about Charlie, Sarah, and Growth Dynamics, you can find information online at www.growthdynamicsonline.com or find us on Facebook, LinkedIn, Twitter, and now Instagram.