Growth Dynamics Get Down

Symptoms:

How did it happen again? Ed believed he nailed that presentation and felt he’d been as prepared as he could be for any questions the prospect could have had about his company’s latest technology.

Today, I wanted to get a little more tactical, especially as I think about the things we're all trying to accomplish—how we're working to advance our careers in business development. I wanted to share something because I keep running into a particular word that drives me crazy when I hear it from clients or prospects who are looking to improve their results.

It was early Monday morning and Brett was lying awake in bed, worrying about his upcoming week. Although his business and personal life was running about average so far this year, he had fallen into the habit of replaying past failures in his head, worrying about every little thing on his numerous To Do lists, and allowing a constant stream of negative internal talk. All of this was causing him a lot of anxiety and stress, both before and during many of his business development meetings.

I talked about goals in the last Fast Tip Friday, and I wanted to dive a little deeper into one part of that before I circle back to the big idea about not going overboard.

Good morning & Greetings, here's this week's selling scenario to think about.

Hey everybody, happy New Year! It's Charlie, president, founder, and lead trainer at Growth Dynamics, launching another year of Fast Tip Friday content for you.

Symptoms:

Amanda was working through her list of live opportunities after putting her pipeline through a “kill it or close it” exercise. She set up appointments to move her sales process along with several of the live opportunities. She was steadfast in naming her meetings, sending homework, and even let some her more notorious feet draggers know these were decision meetings. She was ready to do what she had to do to start meeting her sales goals for the quarter.

Symptoms:

Ryan hated the pipeline review meetings his sales manager scheduled every two weeks. These meetings were meant to help the sales team validate the actual work being done towards hitting goals and meeting objectives, but they also helped determine what opportunities really weren’t opportunities at all.

Everybody, welcome back to Fast Tip Friday! This one's a little wacky today, but hey, you get the good with the bad. Maybe it’ll be good; maybe it won’t. Let’s see what happens.

Symptoms:

The sales quotas for the new year came down from the C-Suite. Hunter took one look at the email and felt sick to his stomach. This past year Hunter felt like he did as much as he could do without giving up all his personal time to his job. What more could he do to hit the 18% increase that was now expected by the bosses? Big accounts, whales, mom and pops, and all those accounts that no one else wanted helped make up his production this year. Hunter struggled to believe he could do 10% more let along a full 18%.