Growth Dynamics Get Down

Hey, I'm stealing some powerful stuff from someplace that I really — I admire this organization. I think they do just about everything right. And if they don't do it right, they're always trying to figure out how to do it right. And it is the Ritz Carlton organization — Ritz Carlton Hotels.

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

Symptoms:

Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?

Symptoms:

Like many business development people these days, Robin won't be going on her appointments tomorrow by herself. This time she is bringing Rich, and he is the VP of Sales from one of her largest vendors.

Symptoms:

One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late.

Symptoms:

Bob was exhausted after seeing over 15 accounts in the past week. He had talked about football, politics, family and even some industry news in order to get the client engaged in a conversation that might give him an opening to pitch his latest and greatest widget.

All right, everybody. Charlie Hauck. Good morning, good afternoon. Whenever you're listening to it, it's fine by me, it's Fast Tip Friday time again.

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, one of the things I want to talk about now, and it's kind of personal, is that we understand that our attitude, our mental state, our mental toughness is as important as anything that you can deal with in the world of business development; if your attitude is, woe is me, sorry, you probably need a new profession.