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Podcast: Work/Life Balance

By Monday Morning Manager on Dec 8, 2019 11:59:44 AM

Symptoms:

Recently, nothing stung Darren more than when his wife pointed out that he failed yet again at his promised to be home for dinner. And, tonight he knew that he wouldn't make it to dinner again. His two kids were at the ages where they always seemed to be headed from one practice or another, and his wife Jessica was feeling often deserted when she asked Darren for help with all the driving around town. “Work/life balance” meant nothing more than disappointment to Darren as his boss just kept the pressure on by asking for more sales every month. Darren could see his future was bright at his employer, but at what cost? Jessica only knew her husband kept promising to be home for dinner, but just never knew which day he would actually be seated at the table with the family.

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Does Growing Your Sales Mean Losing Your Life?

By Charlie Hauck on Dec 5, 2019 1:13:43 PM

How many times have you seen a highly successful salesperson get to the point of total frustration over not having any personal time? Nothing is sadder than someone making lots of money but never having a day off to enjoy the things they can now afford. From the outside it seems as though their success has created a new world of problems; stress, feeling like they can’t stop, endless calls from customers and a sense that being highly successful has a very high price. It doesn’t have to be that way.

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True Story: Sharing Your Goals Are Important

By Sarah Waple on Dec 3, 2019 1:25:50 PM

Here is a very true, as in it happened yesterday, story on why everyone should share their goals with others. You just never know how someone else can  help you accomplish your goals. 

Topics: goals home life
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Podcast: Prospecting Tactics

By Monday Morning Manager on Dec 1, 2019 6:06:09 PM

 

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How to Manage and Improve

By Sarah Waple on Nov 21, 2019 11:24:13 AM

Did the vague headline pull you in? What are we managing and what are we improving? At times it feels like all life is made up of managing and trying to improve something while dealing with constant change. 

Topics: goals skills
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I Just Lost a Client, A Love Story.

By Charlie Hauck on Nov 19, 2019 11:39:40 AM

I Just Lost a Client, A Love Story.

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Podcast: Is Telling Really Selling

By Monday Morning Manager on Nov 17, 2019 7:35:18 PM

 

Topics: podcast
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How to Be a Top Performer at Work

By TTI on Nov 13, 2019 9:39:10 AM

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Podcast: 15 Years Experience

By Monday Morning Manager on Nov 10, 2019 9:22:51 PM

Happy Veteran's Day. We cannot say THANK YOU enough to all who made the choice to serve this country. We know we are the home of the free because of the brave. 

Topics: podcast
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Podcast: What Happens Next

By Monday Morning Manager on Nov 4, 2019 5:30:00 AM

Monday Morning Manager

 

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Podcast: Consistent Production

By Monday Morning Manager on Oct 27, 2019 7:51:35 PM

Monday Morning Manager

 

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Dream Boards: One of My Strongest Memories

By Sarah Waple on Oct 24, 2019 9:45:00 AM

I can recall the night my parents took us to a night full of poster board, glue sticks, stacks of magazines and plenty of people I didn't know. It's one of my memories from childhood that still stands out. One that had a large impact on my life moving forward. 

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How to Recruit Top Talent During Historically Low Unemployment Rates

By TTI on Oct 23, 2019 12:15:00 PM

This article comes from our DISC partner, TTI, and couldn't come at a better time. We have had numerous clients ask us about hiring right now. 

Topics: hiring employee
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Last Coffee and Coaching of The Year

By Sarah Waple on Oct 22, 2019 8:15:00 AM

Mark your calendar! Our last Coffee and Coaching is set for Nov. 12 and you shouldn't miss it. 

Topics: Coaching event
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Podcast: To Do Lists vs. Scheduling

By Monday Morning Manager on Oct 21, 2019 5:15:00 AM

Monday Morning Manager

Symptoms:

Marcus found himself sitting in his car, in his driveway but still felt lost. For some reason, this feeling was a more regular occurrence for Marcus at the end each day.  It was as if the one or two things he was supposed to remember to accomplish would come to him if he just didn't turn off the engine and open his car door. So there Marcus sat. Worried. Confused. Afraid. What if the missing item that never made it to his To Do List cost him a big opportunity, or even worse, cost him his job? Being so busy was a good thing in most cases, but Marcus also found himself feeling overwhelmed and out of control when his memory failed him in moments like this. And even a quick check of his To Do List offered no help.

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Podcast: But They Loved the Demo

By Monday Morning Manager on Oct 14, 2019 5:15:00 AM

Monday Morning Manager

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?

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Podcast: End of Year Planning

By Monday Morning Manager on Oct 7, 2019 6:00:00 AM

Monday Morning Manager

Symptoms:

Roy and his boss were going through the usual year end gyrations that required them to get out the crystal ball and "forecast" what sales would look like for next year. Despite the fact that a large portion of Roy's sales came from repeat (evergreen) clients, he still had to figure out where the growth would come from. Worse yet, he's scared to death that something unforeseen might cause the loss of a key account that would completely derail his plans. Management has given him some target accounts, and also asked him to focus on certain offerings, but he was still nervous about how he could make all this happen. He knew he had to get out to a fast start but just wasn't sure on how to go about it.

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How to Improve Emotional Intelligence through Mindfulness

By TTI on Oct 3, 2019 11:02:30 AM

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Podcast: Buying Habits

By Monday Morning Manager on Sep 30, 2019 5:59:00 AM

Monday Morning Manager

Symptoms:

Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets. After leaving the third stop, it became apparent she would have to go back to the first store to get the best price and the color she wanted. After finally approaching the floor rep with her true intentions, she was then surprised at a delivery charge that she had not discussed on her first visit. Not knowing what to do now, she returned home to look at the ads in the Sunday paper and to talk it over with her husband.

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Just the facts, Ma’am.

By Charlie Hauck on Sep 26, 2019 12:15:00 PM

If you are near my age 60+ that line might remind you of the classic television show “Dragnet.” Sgt. Joe Friday, the lead detective, was constantly reminding the people (suspects, witnesses, victims) that he interviewed to just give him the facts, nothing but the facts while he interviewed them. Friday didn’t want any of the emotional debris these people would try to add to their account of what happened. “Just the facts” was all Friday could work with, and none of the emotions could change those facts.

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Podcast: Clutter and Distractions

By Monday Morning Manager on Sep 23, 2019 5:09:00 AM

Monday Morning Manager

IMPORTANT NOTE: As of Oct. 1 the Growth Dynamics office will be moving. Please update any records you have for us to reflect our new address of:

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New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

By OMG on Sep 19, 2019 10:07:28 AM

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

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Podcast: Bill of Rights

By Monday Morning Manager on Sep 15, 2019 11:57:00 PM

Symptoms:

Jim was feeling discouraged and wasn't sure how he could make it through another week like he had last week. A new prospect had made him wait over 30 minutes before he would see him, and then asked Jim to sell to him at his cost. Another client had told him he was backing out of a deal they had just made 2 days before, and that the reasons for the change were none of his business. This wasn't the first time that people had treated him this way and he was beginning to wonder just how much he had to grovel before he could do business with folks like this.

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Pipeline Annoyance

By Charlie Hauck on Sep 12, 2019 11:03:49 AM

I am annoyed, but there is an upside to this annoyance. They are constructing a natural gas pipeline right outside my office, and I mean right outside my office, like 20 yards from my window. The noise is constant, and despite all the sound barriers they’ve constructed the noise is still annoying. And to make things worse, they don’t know when it will end. So, yes, I am annoyed.

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Podcast: Buyer's Bus

By Monday Morning Manager on Sep 8, 2019 9:12:45 PM

Symptoms:

In as much as 95% of the cases, buyers control the buying process (at the seller’s expense). They’re calling all the shots, and most salespeople are simply along for the ride. Buyer’s instinctively maintain control of the process in order to protect themselves, in case they’re dealing with the stereotypical salesperson (that everybody hates). They’ve created these tactics to protect their leverage, maximize their discount, and control the situation to their advantage.

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It's Conference Season: Are You Ready?

By Sarah Waple on Sep 5, 2019 2:07:25 PM

I have always found it interesting how many different seasons there are once you become an adult. As a child you tend to believe in four seasons- spring, summer, fall, winter- or maybe two seasons- school season and summer season.

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Podcast: Outlook and Willpower

By Monday Morning Manager on Aug 25, 2019 9:58:32 PM

Monday Morning Manager

Symptoms:

Lauren hated watching the network news or seeing the latest news flashing on her phone. It seemed like the "Big Story" everywhere was another mass shooting, a political meltdown, a plane crash or other sad story. The positive outlook Lauren typically brought to each day had always kept her going no matter what she encountered in her business development activities. But now, so many people she spoke with apparently felt like there was so little certainty left in the world, and some of them wanted her to join in their negativity. Looking at how hard she was working just to maintain some positive momentum, Lauren began to have some doubts of her own about the future.

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Can You Create More Hours in Your Week?

By Sarah Waple on Aug 20, 2019 9:13:31 AM

If you could create more time in your day, would you?

We know you are busy. We hear it ALL the time from nearly every client, friend and prospect. On one hand we know this makes everyone happy- being busy should mean you are doing TONS of business, right? But what if being busy means the opposite? 

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Podcast: Let's Pretend

By Monday Morning Manager on Aug 19, 2019 5:15:00 AM

Monday Morning Manager

 

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Podcast: Joint Calls

By Monday Morning Manager on Aug 12, 2019 5:45:00 AM

Monday Morning Manager

Symptoms:

Marcy, her manager and their product expert just finished a conference call with a hot prospect, and after the last caller signed off, she felt like the last hour had just wasted a month's worth of effort in getting it set up. They had all agreed to dial in, so why was there so little interest, so few questions and no action items at the end of the call? Why was there so little interaction between her team and the audience? Granted, she didn't have too much to say on the call, but the purpose was to show off their company and their offerings. Or was it? Now, looking back, she wasn't so sure.

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Podcast: Mid-Year Review

By Monday Morning Manager on Aug 5, 2019 5:15:00 AM

 

 

Monday Morning Manager

Symptoms:

Mark is getting back to work after enjoying a summer vacation and is looking at his calendar. Oh, Oh! The quarter is over already? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track. 

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How to Hire and Build Great Teams

By TTI on Jul 30, 2019 10:30:00 AM

 

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Podcast: Can You Commit All The Way?

By Monday Morning Manager on Jul 29, 2019 5:15:00 AM

 

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What Can You Accomplish In A Week’s Time?

By Sarah Waple on Jul 25, 2019 10:19:57 AM

We hear it all when we talk about our High-Performance Sales Program. Our program costs too much money. The potential student doesn’t have the time to go to sales training. I’ve been selling all my life so why do I need your sales training now? I read a lot of books on selling, I’m good with those.

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Podcast: Defection Model

By Monday Morning Manager on Jul 21, 2019 11:22:16 PM

 

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Podcast:Talk about THEIR business, not just you

By Monday Morning Manager on Jul 15, 2019 5:15:00 AM

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.

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Tactical Tuesday: Tech Tip

By Sarah Waple on Jul 9, 2019 12:59:19 PM

Today's Tactical Tuesday update comes from our friends at Turner Time Management, LLC. Turner Time Management, owned by Steve Turner, helps clients get the most from technology they use every day plus learn about processes they may not be using. 

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Are You A Stamp Collector?

By Monday Morning Manager on Jul 8, 2019 5:05:00 AM

 

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Do You Interview with The Proper Mindset?

By Charlie Hauck on Jul 3, 2019 9:45:27 AM

At Growth Dynamics we offer our Talent Selection Services to many companies that are worried about picking the right person for that open position. We also have a fair number of clients that have asked us to help them pick the right employer out of the vast number of companies they might apply to for their next professional stop. Whether you are looking for the ideal candidate to add to your team or you don’t want to end up working somewhere you can’t wait to leave, please consider the title of this blog directed at you.

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Be Where your Feet Are

By Monday Morning Manager on Jul 1, 2019 5:00:00 AM

 

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Opinions, Facts, and Emotional Static

By Monday Morning Manager on Jun 24, 2019 4:20:00 AM

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How Business Leaders Can Tackle Anxiety in the Workplace, Especially Among the Young

By Sarah Waple on Jun 18, 2019 11:55:00 AM

I, Sarah, came across this article in my feedly.com account and had to share it. There is so much talk about mental health in our country. Some of it is good, some of it is bad, and at times it feels like it's another way to put a demerit against the youngest generation in the workforce. 

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Are Your Beliefs the Real Roadblock?

By Monday Morning Manager on Jun 17, 2019 5:00:00 AM

 

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Lessons, Mistakes and Failure

By Sarah Waple on Jun 13, 2019 12:12:00 PM

Lessons, mistakes and failure are three experiences most everyone has gone through at different parts of their lives. Recently, at Growth Dynamics we have been hearing the word “failure” more and more from individuals we are working with.

Topics: Soft skills fear
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The Swiss Army Knife

By Sarah Waple on Jun 11, 2019 11:17:00 AM

Thanks to Jim Lucas for sharing the content below with us. If you ever find anything you think is worth sharing please send it our way or tag us where you find it. 

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If it isn't scheduled, it isn't real

By Monday Morning Manager on Jun 10, 2019 5:00:00 AM

It is easy to get caught up with all of the items you need to complete. Donna was no exception, yet she wasn't sure how to prioritize her tasks and stay on top of all she needs to. Listen to this week's podcast to figure out one small hack to make staying on top of your tasks very easy. 

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The Magic in the OMG Sales Candidate Assessment

By OMG on Jun 5, 2019 9:00:00 AM

Have you ever hired a salesperson that didn't work out, even though you were sure they would?  Or do you need stronger salespeople to combat how difficult selling has become in 2018?  If you answered yes, then this webinar will provide you with the information to help you identify and select those very salespeople.

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Podcast: ASAP to Ghost

By Monday Morning Manager on Jun 3, 2019 9:00:00 AM

If you have ever heard the words most salespeople want to hear "I need it ASAP" and wondered how in the world the project went sideways this week's podcast if for you. Click on ASAP to Ghost to give it a listen. If you've successfully managed an ASAP client or prospect share your experience in the comments.

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Timelines Required for Qualified Opportunities

By Charlie Hauck on May 31, 2019 10:49:31 AM

I often debrief sales calls with my clients and hear of the great opportunities they’ve just uncovered, but the longer we discuss what happened the reality about the greatness of the opportunity changes dramatically. One particular part of a successful call tends to be missing when the salesperson shares the details of the call. That missing element more often than not is that no deadline of timeline has been agreed to or even discussed. And for my money, when you don’t have a deadline for a decision there is not much of a chance of completing a sale.

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How Emotional Intelligence Can Help You Succeed in Work and in Life

By TTI on May 28, 2019 11:23:23 AM

From our partner TTI:

EQ, or Emotional Quotient, was once known and understood by only the most savvy business executives who understood its importance in the marketplace. Those in the know knew that having a high EQ was often as important, or maybe more so, than possessing a high IQ. There was a time when EQ had a modest, at best, following. Not anymore.

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3 Questions Recent Graduates Should Ask Themselves Before Entering the Workforce

By TTI on May 14, 2019 9:13:00 AM

This article appeared in the Arizona Republic on Saturday, May 4th.

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Podcast: Name Your Days

By Monday Morning Manager on May 13, 2019 11:40:53 AM

Are you shocked when you get to the end of the day and you can't really put a finger on what you did all day? Give this week's podcast a listen and see if naming your days might be able to get you back on track. 

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Person Drives Performance

By Charlie Hauck on May 9, 2019 10:15:00 AM

Grow the Person to Improve the Performance

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Podcast: Is Sharing Caring?

By Monday Morning Manager on May 6, 2019 11:06:57 AM

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Where have all the applicants gone?

By Sarah Waple on May 2, 2019 8:10:00 AM

If you are like us, looking to hire, are you confused by how your process is going? 

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Join Us May 9: Alumni and Friends

By Sarah Waple on May 1, 2019 10:30:00 AM

If you have worked with Growth Dynamics before or have been quietly watching us we invite you to join us for an "Alumni" training and gathering on May 9 at 9 am. 

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Using the Power of a Duracell to Help You Hire Perfect Salespeople

By OMG on Apr 30, 2019 8:01:00 AM

Today's post comes from Dave Kurlan of OMG. As you wrap up your reading of this post contact us to learn more about OMG or share your story about using OMG assessments. 

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Podcast: Hit Your Goal in Target Time

By Monday Morning Manager on Apr 29, 2019 11:45:00 AM

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Fear: False Evidence Appearing Real

By Charlie Hauck on Apr 26, 2019 11:00:00 AM

I can’t claim the original thought on this powerful acronym, but I admit I use it quite often in Growth Dynamics’ sales training programs. There is never a shortage of conversations that lead to a client/student that hears a sales tactic that makes him or her uncomfortable and blurts out a sentence that begins with these two words; what if…

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10 Ways to Get Out of Your Own Way and Achieve the Success You Deserve

By TTI on Apr 23, 2019 3:13:21 PM

This post comes from our partner TTI Success Insights' Staff Writer Dave Clark. AS you read this one and find yourself falling into some of these pitfalls reach out and we can talk about person vs. performance and get you back on the right track to being the best you. 

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Podcast: Are you Trying or Are You Lying?

By Sarah Waple on Apr 22, 2019 12:15:00 PM

Topics: podcast
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Podcast: Why are you asking me?

By Sarah Waple on Apr 15, 2019 10:37:30 AM

Topics: podcast
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Podcast: Slow Down to Speed Up

By Sarah Waple on Apr 8, 2019 9:35:43 AM

Topics: podcast
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7 Traits Typically Found in Highly Emotionally Intelligent People

By TTI on Apr 2, 2019 12:47:00 PM

Emotional intelligence (or EQ) is a hot button topic these days, especially in the workplace. It is widely believed, and rightly so, that individuals with high emotional intelligence tend to better manage the rigors and stresses found regularly in the workplace. Some people even argue that having a high EQ is more important than having a high IQ.

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Podcast: Don't Be A Fool

By Sarah Waple on Apr 1, 2019 10:57:20 AM

Topics: podcast
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We're Hiring

By Sarah Waple on Mar 28, 2019 10:00:00 AM

We are looking to fill a sales position that is sales and nothing but sales.

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One Question Provides Salespeople with Instant Feedback on How Well they Differentiated

By OMG on Mar 26, 2019 10:55:00 AM

Please enjoy this read from Dave Kurlan of OMG:

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Podcast: Verbal Business Cards

By Sarah Waple on Mar 25, 2019 9:58:40 AM

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Be Ready to Give Your Profile a Workout

By Sarah Waple on Mar 21, 2019 9:35:00 AM

Come in your gym attire because you are about to get a full-day workout at our LinkedIn Worksop on April 2 from 9 am -4 pm at the West Chester University Graduate Center

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Dave Kurlan's 10 Rules for Effective Sales Emails That Connect with New Prospects

By OMG on Mar 19, 2019 12:48:07 PM

In this blog post we are sharing some more of Dave Kurlan's thoughts on the sales process. Dave Kurlan is the founder of Objective Management Group, Inc. We are pleased to partner with OMG to be able to provide sales assessments for your prospective hires. 

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Person vs. Performance

By Sarah Waple on Mar 18, 2019 11:25:41 AM

Topics: podcast
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Are You Selling Medicine or Treating the Patient?

By Charlie Hauck on Mar 14, 2019 9:26:00 AM

You don’t have to look far or be part of too many conversations to know many people are dissatisfied with the state of the health care delivery system in America. This post isn’t going to turn into a rant on that all too commonly addressed topic, so if you are in sales, please read on.

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Audition Your Prospects

By Sarah Waple on Mar 13, 2019 9:41:00 AM

Topics: podcast
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You Must Be Bigger Than Your Problems

By Charlie Hauck on Mar 7, 2019 8:52:06 AM

Back in January, Sarah Waple and I attended the annual Target Training International Conference. The conference always delivers great application insights for the science of Human Behavior that we incorporate into our programs at Growth Dynamics, and every year the team at TTI invites a key note speaker to address the close to 400 attendees. This year the speaker, Molly Fletcher, a sports agent out of Atlanta graced the stage and delivered a ten-bell message with humor, challenges and personal experience. I thought she was a great presenter with a great message.

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5 Characteristics of Great Leaders

By TTI on Mar 5, 2019 1:38:37 PM

From our partner TTI Success Insights authored by Dave Clark:

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Feb. 18 Podcast: A Crazy Game Of Poker

By Sarah Waple on Feb 19, 2019 12:12:21 PM

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What can we learn from teaching children about kindness?

By Sarah Waple on Feb 14, 2019 11:00:00 AM

Yesterday I sat in our monthly session of our High-Performance Sales Program with a room full of sales professionals and they were all talking about how rude many people have, in their eyes, become. One attendee even spoke about how an affiliate of their office questioned how she even acquired the contact’s phone number.

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TTI Success Insights Selected Among the Training Industry Top 20 Assessment and Evaluation Companies

By Sarah Waple on Feb 13, 2019 9:51:00 AM

Growth Dynamics is a proud value added associate of TTI Success Insights. We have worked with them for many years and truly love the products they have plus the work they do to keep reporting and results up to date. 

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Weekly Podcast: 2-11-19

By Sarah Waple on Feb 11, 2019 4:41:10 PM

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Managing Expectations: Not just a sales tactic!

By Charlie Hauck on Feb 7, 2019 10:19:00 AM

I just read the post below on my LinkedIn feed and thought it was worth sharing with everyone. The excitement of the promotion obviously gets some people too excited to ask, “wait a minute, what your telling me is I get a new business card, more responsibility but no bump in pay?” Sounds awesome doesn’t it? 

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Take Your Training With You

By Sarah Waple on Feb 4, 2019 12:10:00 PM

You've asked and we've listened. We are pleased to announce we are now offering podcasts of Growth Dynamics training! 

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Make Your Annual Goals More Achievable

By Charlie Hauck on Feb 1, 2019 10:59:50 AM

It is hard to believe but we are already one month down in 2019. January is over next week even though it seems like New Year’s Eve was a week ago. Time does fly, particularly if you are in sales. That feeling can be exacerbated when you look at that big sales goal you are facing for this year and you look at how slowly you got out of the gate. Do you get the feeling that you are already too far behind and have no chance to catch up? If so, read on and consider changing your approach to achieving your goals.

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Don’t Be That Guy

By Sarah Waple on Jan 24, 2019 3:51:13 PM

Don’t Be That Guy.

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A Simple Reminder for the New Year

By Charlie Hauck on Jan 3, 2019 3:04:46 PM

Salesman.

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What does change cost you?

By Sarah Waple on Dec 27, 2018 11:07:00 AM

Change comes in many form- planned change, unexpected change, easy change and hard change. We all know those who roll with the punches and can work with change and those who are the most resistant to any type of change.

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When Your Ego Gets Needy You Start to Sound Greedy

By Charlie Hauck on Dec 20, 2018 2:26:33 PM

Ego.

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Saluting a Sales Pro

By Charlie Hauck on Dec 18, 2018 1:20:51 PM

Over the course of my career as a “sales trainer” I’ve crossed paths with many individuals that have made an impression on me. Some of those impressions have been tremendously positive, and some have been, let’s just say, not so positive. I don’t want to give you the impression that these were less than honorable people, but as far as being as sales professionals they may have lacked what it takes to earn that recognition.

Topics: relationships
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The Definition of a True Partner

By Charlie Hauck on Nov 29, 2018 11:48:26 AM

As I look back over 2018, I find myself thinking of the people I’ve met and done business with this year. All in all, the experience shakes out a very positive. Since it involved people, I can’t say it was perfect, but I will do my best to make 2019 more of the same. Those that have engaged Growth Dynamics to help them grow or at least change brought as much to me as I believe I brought to them. And as a result of that exchange we are all better for the time spent with each other.

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Holiday Shopping: Invest in Some Good Reading

By Charlie Hauck on Nov 22, 2018 7:52:32 AM

I just thought I’d share a list of books I’ve read or have started that might make good Holiday gifts for the person in your life (that could be YOU) that believes in personal and professional development. Some are familiar titles and are probably already checked off your list, but some are books you might not be on your radar. Cyber Monday is coming so shop early and load up on some powerful ideas.

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Time To Talk Business

By Charlie Hauck on Nov 9, 2018 2:55:33 PM

This time of year salespeople everywhere find it harder and harder to get opportunities started and closed as the marketplace seems to be focused on the impending holiday season and end of the year clean up. Decision makers are dealing with their budgets and planning for the coming year and making buying decisions don’t appear high on the priority list. My advice is to stop fighting this trend and join the party.

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Is Your Sales Process Curious Enough?

By Charlie Hauck on Nov 1, 2018 9:51:00 AM

My work with my clients is constantly connecting me to their upstream and downstream market partners both directly and indirectly. As I review and replay the conversations I have with the people I support and coach, one idea keeps popping up; the idea of curiosity. Are we all curious enough to be as effective as we can and should be in our business and sales processes?

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You Have A Choice To Make

By Charlie Hauck on Oct 25, 2018 4:25:45 PM

The blog this week is pretty straight forward, and possibly a bit uncomfortable for some people to digest. For some reason in my coaching interactions with my clients this week an idea just kept tumbling out of my brain and I feel it needed to be shared today.

Here it is:

If you are in sales (and lots of other things like owning a business, running a race, skiing a snowy slope you must decide if you are going to be a VICTIM OR A VICTOR. Let’s think about selling though. Too often when I review someone’s results and ask what happened I am forced to listen to the lament of a VICTIM. The price was too high, the time wasn’t right, the backroom messed it up before, the boss wouldn’t meet with me, the other guy has this account sewn up. All the reasons it sounds right to just accept the results and not expect anything more. In other words, there is nothing I could have done to change the outcome, the deck was stacked against me. The plaintive voice of a victim…

But I have heard the rantings of a VICTOR when I challenge some others. They tell me of the risks they took, the willingness they had to keep going, losing wasn’t an option or the comment that they had nothing to lose by trying something else. These people don’t win every time, but they definitely win more than those that decided that being a victim is OK, or at least they had tried hard enough. Those VICTORS loved to win, but hated to lose even more. Those VICTORS tend to make all the VICTIMS uncomfortable when they see them accomplish the things others didn’t think could be accomplished.

I’d love some responses from people about the moments when they decided they would be VICTORS and what that felt like. I’d also love to hear from some people brave enough to say they are tired of being VICTIMS and willing enough to talk about how to change their beliefs and create their futures.

 

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You Can’t Get Sales Out of an ATM

By Charlie Hauck on Oct 18, 2018 2:25:00 PM

Too many salespeople run their sales model the same way they get cash from an ATM machine; they don’t really know how much money they have until they go punch in their PIN and see if there is anything in the account. In other words, many don’t even look at their account until they need some cash, and too often they are shocked by how low their balance is. You can’t run your sales machine the same way.

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Copier Colin, Pt. 2

By Charlie Hauck on Oct 11, 2018 3:22:38 PM

The last line from Copier Colin Part 1 read, “We bought a copier.”

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Great Teams Start With Great Hires

By Sarah Waple on Oct 4, 2018 3:42:25 PM

We found this amazing read on hiring and building great teams from The Metiss Group and thought we should share it with you. 

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Persistence Is a Sales Killer

By Charlie Hauck on Sep 27, 2018 10:41:02 AM

Too often the response I get when I ask a salesperson what their best sales trait is they will tell me it is persistence. I have to admit that my reaction isn’t what they, and most likely you, are hoping it will be.

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Are You a Second-Class Citizen?

By Charlie Hauck on Sep 24, 2018 11:14:18 AM

The Growth Dynamics executive team (both of us) just sat down to meet with a fresh-faced, recent college grad selling printers and copiers scrambling through his third week on the job. Geez, to be so young and full of optimism, Copier Colin had a smile on his face and he tried to manage the call and get us to be as excited about office equipment as he is. His manager was with him today, and frankly, she did a good job making sure no one got hurt in the exchange.

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Call Reluctance

By Charlie Hauck on Sep 13, 2018 10:03:57 AM

The Silent Sales Killer

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Customer For Life

By Charlie Hauck on Sep 6, 2018 9:52:07 AM

“Customer for life," isn’t that the goal all sales and service organizations are after?

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Stop Trying to Sell to Everyone

By Charlie Hauck on Aug 30, 2018 10:41:54 AM

In the world of high performance sales the reality is that not every opportunity is a good opportunity. Too often salespeople look at every lead or inbound inquiry as a sale half won before they even talk to the other person. That “got to get a yes” mentality is often more problem than positive attribute.  The sad truth is most sales people will not get the order in more than 50% of the opportunities they pursue no matter how they go about trying to close the deal. If that is the case, the real work must be done to disqualify opportunities rather than looking for reasons to qualify them. Nothing is more expensive than time wasted on trying to convince someone to buy your product or service that has no money, no interest, no need or no compelling reason to change what they are currently doing. The real skill is in getting the NO before you expend your valuable resources of time and energy chasing something that can or should never be caught. Don’t let a prospect’s interest fool you into thinking they always have the intention to make a decision or fall in love with all your features and benefits. If you are going to get a no, get it early and keep moving on to the next opportunity. Make a prospect qualify for you.

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