Now is the time for reflection?
Bob Musial
Value-based Business Development Coach, Author, Innovator to: ? Establish Credibility ? Build Trust ? Generate Revenue. [email protected]
Probably would’ve been better to have been doing it all along.
Seems like just yesterday when you were reviewing your annual sales and business development goals. Your client and prospect targets. The amazing opportunities that were before you. Just down the road. With another 12 months to kick butt.?
Next thing you knew, it was . . . well, it is where you may have found, or now find yourself.?
Welcome to crunch time.?
Doesn't matter if you're on a fiscal year or a calendar year, the feeling is the same whenever it arrives. One of excitement, anticipation, accomplishment. Of course, that’s assuming you’re on track to hit your goals.?
One thing is certain, the Quota Clock is always ticking.
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Hopefully, during the course of the year, you’ve created, implemented, and maintained well-researched and prequalified target lists, with specific revenue goals for existing and prospective clients. Developed and fine-tuned dynamic, relatable, client-centric, and memorable presentations. Produced proposals that contained quantifiable ROI value metrics included in an Executive Summary with anticipated outcomes. Crafted ongoing and meaningful outreach and follow-up marketing communication programs designed to build Credibility, reinforce Trust, and provide meaningful Value. Ensuring those deliverables were consistently communicated across mass email, PR, case studies, and blog post channels. Kept your CRM platform updated. And of course, regularly reviewing, evaluating, and adjusting your developmental plans to keep on track.?
On the other hand, if at your company’s yearend, you found yourself like the guy in the cartoon, reflecting on all those things you were planning on doing. Wondering how they all seemed to have morphed into a Harry Houdini vanishing act. Well then, that can be a tad uncomfortable.?
But, not to worry.?
All you have to do is explain to your boss, your team, the Executive Committee, the board, or the stockholders what revenue and competitive dynamics were involved. What unforeseen situations occurred. Situations and circumstances that were beyond your control. And promise you’ll do better next year.??
I’m sure they’ll understand.?
#businessdevelopment #sales #marketing #communication
Mindset Alchemist. Preparing Your Business to Prosper Today & Tomorrow. Meatball maker, yes really.
1 个月Good one Bob Musial! Wouldn't shoulda, coulda isn't an effective sales strategy. That's why productive salespeople are worth their weight in gold because if a business isn't making money, it's not a business, it's an idea.
Author: Writer of stories about consulting, leading, and living wisely and songs about joy and woe
1 个月Woulda, shoulda, coulda isn’t a strategy, right? Bob Musial And Murphy’s Law, while true, never works as an excuse. I had a lot of these kind of quarters when selling. And I had the similar last weeks of the semester in school, but I also had some quarters and semesters where I did things right. I probably could have used a coach like you at my lazy times. ??