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Send more information? Did I just get blown off?

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  Many business owners and salespeople express frustration, even exasperation, when they reach prospects on the phone only to find the conversation cut short by the decision maker’s request to,   “ send more information ”.  I’ve heard stories of sellers who hang up and never send the information because they think so strongly that this is a “blow off”. That’s a big mistake and a potentially big missed opportunity. Think about the situation from your prospect’s point of view (which, by the way, is the ONLY point of view that matters in sales). Some decision makers like to have something ...

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The Top 3 Things Humans Crave

Things Humans Crave

Maslow was right. Once we have food, water and shelter we must feel safety, belonging and mattering. Without these three essential keys a person cannot get in their Smart State—they cannot perform, innovate, feel emotionally engaged, agree, move forward. What You Crave Safety, belonging, and mattering are essential to your brain and your ability to perform at work, at home, and in life overall. The greater the feeling of safety, both emotional and physical so we can take risks; the greater the feeling of connection with others, or the feeling that we’re in this together and we belong together; the ...

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Do you know how to make time for important things?

time for important things

The never ending battle of the modern era: Do I devote enough time for important things? For many of us, this question is the bane of our existence. We straddle the multiple lines of work life, personal life, self-fulfillment. We mean well, but often fail, ending up too much on one side of the line too often. The little things get to us and add up. The pings of the stresses of a project, the emotional demands of those close to us, the small tasks that never seem to get done. Collectively, these smaller stressors often end up occupying more ...

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A Players Get To The Friggin’ Point

get to the point

A Players have a lot of things in common, most of all a consistent record of achieving a lot and they also have some common competencies such as incredible drive and resourcefulness.  We all know these things.  But articles and books that discuss how A Players communicate focus mostly on leadership communications – listening, consultative decision making, etc.   This blog deals with how they communicate all day, every day.  As founder and CEO of Tograding™, Inc. I’ve consulted with a lot of A Players on how they communicate and here’s what I’ve found:   A Players get to the point ...

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The Hidden Benefits of a Structured Sales Process

Structured Sales Process

Many readers loved my analogy comparing various types of shoes to the progress that companies have made around sales process.  If you didn’t read that article or don’t remember it you can read it here.  Readers found the short video comparing different sales processes to be very helpful. In today’s article, we’ll discuss the benefits of a formal, structured, milestone-centric sales process.   There are several obvious and some not so obvious benefits.  We’ll start with the obvious benefits: Integration – a formal, structured sales process can be integrated into your CRM application, guiding, or in some cases, forcing salespeople ...

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