Snatching Defeat From the Jaws of Victory

April 18, 2023
# min read
Janice Giannini

Many texts address the characteristics/qualities needed for successful Business Development strategies and plans. Many more address the same topic of increasing sales.

There may be a few root causes shared by all humans that drive limited success or failure and, therefore, could also drive tremendous success if effectively addressed.

I invite you to consider a few ideas:

  • The authenticity of the engagement when meeting with people
  • Quality of the relationship on a personal level
  • Fear of Rejection and how it impacts behavior
  • Fear of Success and how that affects behavior

Ponder the potential behavioral impact:

  • If the engagement objectives need clarification, is someone more or less likely to be comfortable and confident to engage in a fulsome dialogue?
  • If the business does not care equally about the success of the "buyer" and their own, will the "buyers" even want to do business with you?
  • With little mutual respect and trust, will both sides be able to investigate opportunities effectively?
  • If the leadership at any level is afraid of rejection, what business growth or cross-selling opportunities are left on the table because the topics never arise?
  • If leadership at any level is afraid of success, what opportunities are never even entertained?

Acknowledge realities:

  • Identify the behavioral impacts that apply to you. Remember, you don't need to share with anybody; feel free to be objective.
  • How many impacts could apply to the last handful of ideas or deals that went nowhere?
  • Are you willing to reflect upon how you might rescript these ideas/deals that went nowhere and take action to realize the next big idea/deal?

What's the point of all of this? First, success requires hard work and self-awareness. To be successful, one needs to do their homework and be informed, be authentic with others and self, build respectful relationships, and understand what you are doing that is getting in the way. It also requires the determination to take action to minimize the negative impacts.

Read the next article in the series:
Share this post
Sales & Revenue Generation

Continue Reading Additional Articles

The 5 Most Common Mistakes B2B Outside Sales Reps Make – And Hacks to Avoid Them

Even if you are among the most experienced professionals, you can make mistakes that affect your performance and the success of the deals you're trying to close.

Untangling Social Media

This is the biggest transformation of communication with consumers in our lifetime, so to not learn how to participate in those channels is outrageous. To stand on the sidelines is not an option.

Stop the War Between Sales and Marketing

Revenue goals can be met or exceeded by ensuring that Marketing and Sales teams work together in the following ways.

Contact Us, and let's discuss how we can help you.

Discover for yourself how powerful "Breakthrough Thinking for Your Real World" can be.

In our never-ending quest to serve you to the fullest, please do not hesitate to call, write, or email us with any of your pressing issues or concerns. Your thoughts and suggestions enable you to make us the absolute best in professional services!

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.