Growth Dynamics Get Down

Look, I run a pretty large roster of people in our sales training programs—public training, in-house programs, executive coaching, and offering support to those who have been through our programs before. While they’re not active clients, they still reach out asking, “Hey, can I get 10 minutes of your time?”

This is one of the core concepts that we think is essential in successful business development, and frankly I think it's an element that's critically important for all kinds of communication, no matter what you're doing.

Situation: 

You just realized that you sell a commodity, and all that feature and benefit propaganda the Research and Development specialists fed you sounds exactly like the competitor’s features and benefits. Now you must find a way to re-invent yourself so that you are not just another “me, too” person trying to schedule a sales call here, there, and everywhere. The more you dial and ask to schedule that sales call the less agreeable people seem to be. You share some quick hitters about your “proprietary applications” and still you feel left out and frustrated. What does it take to get decision makers to want to put you on their calendar?

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.

Hey, welcome to another Fast Tip Friday from Growth Dynamics! This is Charlie Hauck, lead trainer, founder, sharing some information and some concepts to our clients and anybody else that gets to access this little video clip.

Symptoms:

After having been in the same role for over 5 years, Ted was stuck. "What else can I talk about with these people that we haven't gone over all ready?" was the question Ted kept asking himself (with no answer) after he did a review of his clients. He knew he didn't want to be the pesky salesman that just made a meaningless follow up call, or who stopped in to drop off donuts and see what orders might be around to pick up, but he was also very aware that his manager expected him to keep growing the territory and expanding the accounts.

Hey, I wanted to tell you that part of our business offering, here at Growth Dynamics, is to support the best possible outcomes in hiring talent. For our clients out in the marketplace, we work with a lot of different people to help them find the best available talent to add to their business development teams, sometimes to their executive teams.

Symptoms:

Hey, welcome back. I've got a little challenge for some of you out there that are in the business development world, that think it's your job to get your prospects or suspects so excited that they can't say no to your offer.

Situation: 

You just realized that you sell a commodity, and all that feature and benefit propaganda the Research and Development specialists fed you sounds exactly like the competitor’s features and benefits. Now you must find a way to re-invent yourself so that you are not just another “me, too” person trying to schedule a sales call here, there, and everywhere.