Growth Dynamics Get Down

Symptoms:

Cody knew that the firm he represented was considered the best in class by the other major players in the market. As far as technical competency, customer service and the ability to deliver more than clients expected, Cody's firm always scored extremely high. With that ace to play whenever he needed to, he was sure that this new position as a Business Development Specialist would soon prove to be the road to riches. After his first 90 days Cody and his manager met to review his progress, and the picture was not pretty.

Symptoms:

No one told Melanie that she would be making calls on her own just two weeks after she started working at Quality Stuff, Inc. When she first began, her new manager said she would do ride-alongs for at least a month and then be slowly let off the leash to contact customers by herself. But that plan went out the window this morning when Melanie found out her mentor had called in sick and she was expected to keep an appointment and fly solo with a very important customer.

Let's get right into it. One of the things that happens in my business, because we offer so much individual coaching with all of our programs, is people will constantly call me and say,

Symptoms:

Carlos believes that sales success is simply a game of numbers, and his commitment to relentless prospecting has proven him right quarter after quarter, year after year. However, all that prospecting creates problems, for Carlos often finds himself so overwhelmed by follow-ups and open opportunities that he loses track of some of the best deals he has on the street.

Symptoms:

The Purchasing Agent started the sales call with: "So, what do you have for me today?" It struck Jennifer that she was hearing this line far too frequently when she showed up for a sales call with both prospects and current customers in her territory.

Symptoms:

One of the most common objections salespeople get is about price: "That's a bit more than we were thinking about paying." "Your prices are kind of high." "That just doesn't fit our budget" are typical comments.

Symptoms:

Sally and Sanjay were comparing notes after a very busy week out selling. Sally was exhausted, but at the same time pretty satisfied that her week was highly productive and would produce some nice revenue for the company and herself. Sanjay, on the other hand, was exhausted and uncertain about what actually happened to him and what success he created.

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:

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:

Carrie looked at her calendar and started to worry. She was near the end of the 3rd quarter and at only 60% of her annual sales goal. As she reviewed what she had done over the first nine months, she saw lots of cold calls and follow-ups on the leads she had generated at the two trade shows her company targeted.