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Podcast: Regain Control

By Monday Morning Manager on Jul 13, 2020 6:45:00 AM

 

Symptoms:

Jody was driving away from her newly won account with that smirky smile of satisfaction on her face. She had walked her way through the process from the referral stage, onto discovery and fact finding, then qualification with a commitment to act one way or another, and finally the agreement to do business together.

She knew her self-satisfaction was a result of the actions she took only a few short weeks ago, after several nightmare appointments almost sent her to rock bottom. During those calls, she had been nervous about her lack of preparation and from not knowing where she was in her own sales cycle. All that should have been done did not get done because she kept telling herself she was "too busy" to spend the needed time on any one aspect of her business.

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Benchmarking Basics: Everything You Need to Know

By TTI on Jul 9, 2020 12:54:31 PM

With the workplace more turbulent than ever, it's important to make sure every hire and position is filled with a quality candidate.

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Round Table: The Impact of COVID-19 on Commercial Real Estate

By Sarah Waple on Jul 7, 2020 4:23:37 PM

Join us for a webinar with Chester County, PA professionals to discuss the impact of COVID-19 on the commercial real estate market.  Learn about recent developments and trends in the field from the perspective of a commercial real estate agent, banker, and attorney.

Panelists include: Nicole Lyddane (Swope Lees) Geoff Sheehan (Meridian Bank) Duie Latta (Clarion Law) Moderated by Chris Perillo (RKL, LLP) and Charlie Hauck (Growth Dynamics).

We will discuss how the COVID-19 environment has changed the lease, purchase, and sale of commercial real estate, including offers, due diligence, financing, and closing.

Topics: event
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Podcast: Wizard of Oz

By Monday Morning Manager on Jul 6, 2020 6:30:00 AM

 

Symptoms:

Ellen felt blah, like the world’s color had vanished and everything was stuck between black and white in some all gray tones of reality. After 12 long weeks of working from home and trying to force herself to keep fighting the fight, Ellen’s commitment sagged to its lowest point ever. The constant barrage of virtual meetings and remote access sales calls created a sense that the sales world no longer felt like the same place she was so excited about three long months ago. Was this it? Was post pandemic selling how people were actually going to be doing business? Was Ellen’s personal touch and ability to connect with her customers going to be limited to email, voice mail and ZOOM interactions? To Ellen it all looked like the world had turned Battleship Gray faster than she could believe, and no, she did not like that color at all.

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Podcast: 2020 Mid-Year Review

By Monday Morning Manager on Jun 29, 2020 6:45:00 AM

 

Monday Morning Manager

Symptoms:

Mark is looking at his schedule and realizing the July 4th holiday is just days away.  Oh, Oh! Is the quarter really almost over? 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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It's Not A Conditions Problem

By Sarah Waple on Jun 28, 2020 8:47:23 PM

We've all heard it before- it's the market conditions that are making it hard for me to __________. Fill in that blank with any of your favorite or least favorite sales challenges- setting appointments, prospecting, closing, shipping, getting PO's, sending quotes or finding projects to quote. 

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Podcast Featured As Top 60 For Salespeople in 2020

By Sarah Waple on Jun 24, 2020 2:45:24 PM

It feels like there are so many LISTS all the time proclaiming the best, the worst, the most needed or wasted items of any given time period. 

Topics: podcast
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Podcast: What Happened to the Dinosaurs?

By Monday Morning Manager on Jun 22, 2020 6:45:00 AM

 
Symptoms:

Jerry never felt compelled to trust or rely on technology. In his opinion nothing beats getting out there and looking someone in the eye or at least picking up the phone and chatting live with a prospect or a customer. No one ever refused to do business with Jerry, and in many of his customers’ locations he had free rein to essentially come and go as he pleased. No way email could be that important as long as Jerry could walk in, pull up a chair and talk about personal “stuff” before staring his pitch. Jerry thought email and all this new “webinar” and virtual selling stuff was just more trouble than it was worth and never going to be as important as that face to face visit. Jerry stuck to his guns and even managed to get one of the inside team to transcribe his emails, so he was not forced to adopt that new-fangled irritation into his sales game. And then Covid-19 arrived, and Jerry was lost.

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Podcast: Top of funnel vs bottom of funnel

By Monday Morning Manager on Jun 15, 2020 6:30:00 AM

 
Symptoms:

Erin looked at her monthly sales report and did not like what she saw. Despite working harder than she had all year, the numbers told Erin that she could forget about getting her quarterly bonus. It seemed like each quarter turned out the same; one month that Erin thought would carry her to a bonus and two months that fell short. The pattern was frustrating for Erin as she tried to figure a way to break into the top performer group in her office. It seemed like all the wins she posted in the one good month stole the time she needed to prospect for the other two months. Besides, how could anyone be expected to stop the customer service fire drills that popped up all the time? Erin was beginning to feel trapped.

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Prevent Burnout Based on Your Communication Style

By TTI on Jun 11, 2020 11:38:05 AM

The last few months have certainly been interesting. Charlie and I have seen ourselves thrive in some aspects, but also face a little burnout in others. We think the same can be said for many of the people we interact with regularly. 

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Podcast: Promote Your Prospect to Deputy

By Monday Morning Manager on Jun 8, 2020 6:45:00 AM

 
Symptoms:

Most of Mike's potential accounts seem to be unable to make a decision on their own regarding his service. They claim they have responsibility, listen to his presentation, but then let him know there are "others" who have final decision-making authority. He is frustrated by this situation and usually just makes his presentation, anyway, hoping for the best. As a result, his closing ratio is poor and his sales cycle is exceedingly long.

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Podcast: Active Listening

By Monday Morning Manager on Jun 1, 2020 6:30:00 AM

 

Symptoms:

Cliff was surprised. He assured the customer how things would work out and, when the customer disagreed, he told him again. And again, and again. Then his manager got an angry phone call asking Cliff not be sent back into the account because the client didn't see any way for him to handle their account to their satisfaction. Cliff was indignant. Didn't the client understand that Cliff was the expert and knew best what the client really wanted and needed?

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Pivoting: High-Performance Sales Online

By Sarah Waple on May 31, 2020 10:24:47 PM

Just like many out there, Growth Dynamics has been impacted by the current COVID-19 pandemic. 

Topics: training event
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Podcast: Move it or Kill It

By Monday Morning Manager on May 26, 2020 6:45:00 AM

 

Symptoms:

Alice was at her wit's end. After three months of hard work, moving step by step towards the final decision, the sales process was stuck. She had worked the system well but had failed to get either a “Yes” or a “No” while she was in front of the prospect. Now her calls were not being returned by the client. Alice had put too much work into the account to walk away, and she was smart enough to know that the selling isn't over until she says it's over. However, she was uncertain how to proceed if she couldn't find out what was going on behind the scenes at the account.

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Memorial Day: Facts and Thanks

By Sarah Waple on May 25, 2020 7:30:00 AM

We want to take a moment to share our thanks and appreciation to those who gave the ultimate sacrifice to protect our country, our freedoms and our beliefs. 

Topics: holiday
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Positive Moment: Keep Rowing in Rough Seas

By Charlie Hauck on May 20, 2020 10:03:22 AM

I have been negligent this past week about creating a Positive Moment post. The thick of thin things seemed to capture me and overcome my commitment for some reason. Maybe it was the pressure of coming up with an idea or analogy every single day that finally took me down. I just know I could not find the focus to sit and type.

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Podcast: Give Them An Exit

By Monday Morning Manager on May 18, 2020 6:45:00 AM

 
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Positive Moment: The People Are Where The Magic Exists

By Charlie Hauck on May 13, 2020 5:13:25 PM

Another short message today as I have had two of my favorite people connect with me and catch up.

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Positive Moment: Beliefs I Was Not Expecting

By Charlie Hauck on May 11, 2020 3:54:58 PM

Well, we have all been dealing with this pandemic situation for about 50 days now, and I know we are all going crazy with the varying degrees of self-isolation. It does suck, and it is OK to go ahead and admit it. There is nothing like being free to go where you want to go when you want to go, and most of us never realized it until we could not exercise that freedom. But here we all are, still existing in this state of uncertainty and not knowing when the world will be less scary or intimidating.

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Podcast: Decision Meetings

By Monday Morning Manager on May 11, 2020 6:30:00 AM

 
Symptoms:

Joe teed up a nice little order at one of his smaller accounts.  It wasn't a make or break type of deal, but it created some additional opportunities to expand the product mix and make a lesser account more profitable. In an effort to keep his sale on track, Joe emailed the customer to confirm his appointment for a week later and mentioned that he thought this should be a decision meeting on the product program he was offering. Within hours, Joe's appointment was confirmed, but to his dismay the owner stated that his decision would be made on his timeline and not Joe's. After reading the reply, Joe felt conflicted: should he drive an hour and a half to do nothing more than hear a “think-it-over”, or should he cancel the appointment and tell the prospect to let him know when he was ready to decide?

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Positive Moment: Clear Goals Bring Better Success

By Charlie Hauck on May 8, 2020 11:00:47 AM

At times, my tendency to be impulsive has brought me exciting surprises. I have stumbled across great restaurants or roadside wonders that I couldn't have planned to find. I just turned a corner, continued down the road and was rewarded with a gem of an experience. Sometimes the opposite has happened, resulting in wasted time or a totally, useless purchase ending up in my closet or garage. When I look at those misbegotten objects, I shake my head and wonder what I must have been thinking when I decided to grab that dust collector. No plan or goal, just an illogical decision, the list would be embarrassing if I ever wrote it out and shared with people.

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Positive Moment: Perfect No, Excellent Yes

By Charlie Hauck on May 6, 2020 3:51:57 PM

I missed it yesterday, and I am fine with it.

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Positive Moment: May the Fourth Be with You

By Charlie Hauck on May 4, 2020 9:12:51 PM

I apologize right off the bat for jumping on the Star Wars date connection here. Those movies have been a true modern phenomenon, but I am not one of the ardent faithful of the series. Today it just seems an easy connection to take that play on words and tie it into this 7-week ritual. Again, sorry…

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Maintain A Schedule

By Monday Morning Manager on May 4, 2020 6:45:00 AM

 

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

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Positive Moment: Rest and Recovery

By Charlie Hauck on May 1, 2020 10:48:04 AM

Yesterday the East Coast was battered by a huge wind and rain event. Starting about noon here outside of Philadelphia, the weather turned violent. Winds blew in excess of 50 miles an hour, throwing porch furniture and anything unsecured across the landscape. Soon after that started the rains came in buckets. It was the proverbial cats and dogs type of rain with sheets of water blasting my windows at my office and at home later. Inevitably when this happens, we lose power. The family was forced to call for take-out dinner and there was no TV to watch and the internet disappeared. You would have thought it was like 1990 or something!

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Positive Moment: Change of Scenery

By Charlie Hauck on Apr 30, 2020 10:18:04 AM

I knew it was coming, but I did not know when it would actually arrive. Yes, I went back to the office today because working in my bedroom was not cutting it for one more day. My mind had been kicking the idea around for about a week, but I wanted to be a good citizen and remain “lock down” compliant. Finally, I just needed to grab my keys, start the truck and go to work back where it feels normal to go to work.

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Coffee and Coaching: May 5

By Sarah Waple on Apr 29, 2020 12:03:00 PM

It's on, but you make your own coffee

We have grown to really enjoy our Coffee and Coaching events since a class full of students suggested we hold them. 

Topics: Coaching event
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Positive Moment: Virtual Backdrops

By Sarah Waple on Apr 29, 2020 10:13:06 AM

While spending some time on Facebook this week I saw a pretty fun post from King Arthur Flour. If you know anything about me, Sarah, I love carbs. Carbs of all kinds. Bread, cake, cookies, pizza, flatbread, pita... the list can go on and on. That's why I follow King Arthur Flour. I also thought I should copy the great idea they had. 

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Positive Moment:The Education Experiment

By Charlie Hauck on Apr 28, 2020 10:28:09 AM

The Covid-19 shut down has led us into uncharted territory in quite a few areas, and perhaps the most noticeable is the Education Experiment we have thrown at our teachers and their students. Many of us have ringside seats to this process, and I do not know if it is going as anyone hoped. If you are one of the parents that is actively engaged in this homeschooling delivery you have my utmost respect for your patience and persistence.

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Positive Moment: Back to School Excitement

By Charlie Hauck on Apr 27, 2020 1:43:29 PM

Today was a special day for me and a special group of people. I was part of a BACK TO WORK meeting conducted over ZOOM that welcomed the entire sales force back at one of my clients. I called it a BACK TO SCHOOL event because they sell school supplies and their faces looked like they were a bunch of kids seeing their classmates for the first time after summer vacation. Big smiles and howdy dos appeared to be the order of the day for everyone involved. It was special to see a positive moment during some tough times for many of us.

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Podcast: Talk About Money

By Monday Morning Manager on Apr 27, 2020 6:30:00 AM

 
 
Symptoms:
Matt hung up the phone after the bad news and couldn't believe that he had been beaten again because of his price. Knowing that he was not the lowest price on the block, he had given the prospect his best consulting expertise up front in an attempt to build his "value proposition", and then tried to save the money discussion for the end so as not to scare them away too early. He even voluntarily offered a 10% discount and some favorable terms in an attempt to win them over. After-all, it did seem like a lot of money they would be spending. 
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Positive Moment: Local Gems

By Charlie Hauck on Apr 23, 2020 3:42:53 PM

OK, the days are all running together, and frankly I am struggling to get a real sense of momentum in much of anything lately. No, this is not a plea to open up businesses all over and let everyone out of their houses. We will get there, and I am on board with slower rather than faster on those decisions. I am just getting a case of cabin fever at this point. My attempt to remedy the situation was to get outside and tramp in the woods and weeds at Stroud Preserve, a local gem of a park.

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Daily Positivity: We want to get back to work, until then...

By Charlie Hauck on Apr 21, 2020 8:37:33 AM

Like you and most everyone else in this country, I want to be back to work. Not this work from home sort of working stuff, but the real work of full days on the calendar and the sense of not having enough time to get done what needs to be done. I miss the frantic moments of traveling from city to city by planes, trains, and automobiles. I trust it is coming back and business will rebound for all of us. At least that is my best desire for all.

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Podcast: What Do You Expect To Read on Your Prospect’s Website?

By Monday Morning Manager on Apr 20, 2020 6:45:00 AM

 
Topics: podcast
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Moment of Positivity: Funky Friday Edition

By Sarah Waple on Apr 17, 2020 3:01:08 PM

You made it to Friday! Did you know it was Friday or are you down to three days of the week: yesterday, today and tomorrow like we are in the Waple house? Do weekends even matter anymore?

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Positive Moment:Creativity Erupts

By Charlie Hauck on Apr 16, 2020 1:53:23 PM

A few months ago, I made a very deliberate decision to avoid contributing any negative or political commentary on social media. There are plenty of folks there that express opinions like mine, so me not adding the conversation is not causing anyone to be short on agreement or disagreement to fuel their personal agendas. Plus, I just do not matter that much in the bigger scheme of things going on in the world. The current affairs have certainly given me plenty of opportunities to break my silence, but still I resist joining the fray. As a reward I have found myself being very open to the amazing creativity people have shared as ways of coping with the Coronavirus pandemic and its influence on our day to day living.

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Positive Moment: Sports No Competition Yes

By Charlie Hauck on Apr 15, 2020 1:26:21 PM

As I’ve gotten older my appetite for following sports has waned considerably. I still have favorite teams that I follow although not as fervently as I did at a younger age. Watching a good pro or college football or basketball game on TV keeps my attention most of the time, but I don’t think about the scores or the players much beyond the final buzzer. I view it as strictly entertainment only with little or no impact on my life or my concern.

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Podcast: Too many options slows decision making

By Monday Morning Manager on Apr 13, 2020 6:45:00 AM

 

Symptoms:
Linda was frustrated by her prospect's unwillingness to make a decision. Her prospect said he needed some time to digest the three options outlined in her proposal before making a decision. The prospect added that he was pleased with the proposal and that she had done her job well. Now she found herself in the "chase" mode because the prospect wasn't returning her calls.

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Moment of Positive: The Common Good

By Charlie Hauck on Apr 9, 2020 12:45:00 PM

Despite the impact of the statistics on new cases and new deaths, today’s news had some shreds of hope for everyone. There is slight indication that the numbers of people infected and reporting to hospitals in New York City has started to decline. In the parlance of the day, the curve appears to be flattening. Personally, I need to see that type of reporting out of place like Chicago, New Orleans and Philadelphia before I start to celebrate, but there is a glimmer of hope that the tide is turning.

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Moment of Positivity: Being Present

By Charlie Hauck on Apr 8, 2020 12:54:42 PM

I’ve written about the gift of time this pandemic has given to all of us, and I’d like to explore that a bit more in this message.

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Moment of Positivity: You Mean Santa’s Not Real

By Charlie Hauck on Apr 7, 2020 11:15:14 AM

A short message again today about a moment that happens in the life of a child. This time it happens to be my nine-year-old grandson.

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Podcast: Your price is too high

By Monday Morning Manager on Apr 6, 2020 6:30:00 AM

 

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. Salespeople tend to be very quick to take these comments at face value. They assume these price objections are the real issue standing between them and an order, so the path of least resistance is almost always to begin dropping their price to get the sale. And, more often than not, once the price issue has been "resolved", more resistance comes to the surface.

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Moment of Positivity: Musings from the Hot Tub

By Charlie Hauck on Apr 3, 2020 9:39:11 AM

Sleep has been a challenge over the last few weeks. I go to bed too early or don’t get enough exercise as I shelter in place. I can’t figure it out, but I know I keep waking up way earlier than I need or want to lately. The best place for me to deal with this insomnia is in our hot tub, gazing into the darkness of early morning of the brightening of a new day.

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FREE! Work From Home Assessment

By Sarah Waple on Apr 2, 2020 12:33:05 PM

Working from home. Something that for some of those reading is nothing new, but for others this is a new development of all work being done from home and is a LARGE change. 

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April Fool

By Charlie Hauck on Apr 1, 2020 3:15:05 PM

The message will be short today as we look forward to brighter days and a return to the normal lives we left behind a couple of weeks ago.

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Moment of Positive Thought: The Gift of Time

By Charlie Hauck on Mar 31, 2020 11:56:32 AM

I knew if I looked hard enough, I could find a valuable gift in this pandemic reality that has enveloped us all. It wasn’t that obvious in the first couple of days or weeks, but it appeared when I allowed myself to let it take shape in my mind.

Topics: mindset
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Podcast: Cross Selling Is Making Money and Time

By Monday Morning Manager on Mar 30, 2020 6:30:00 AM

 
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Business as Unusual: Fear and anger, the most intense and motivating of all our emotions.

By Charlie Hauck on Mar 27, 2020 10:40:11 AM

If you haven’t spent some time over the last few weeks feeling those emotions, you must be some sort of alien. I admit that in these hours when I’m sitting in my new office (bedroom overstuffed chair) there are moments when fear and anger creep from my subconscious mind to full awareness as I consider what this pandemic is doing to my life, my business, my future and my entire world. I suspect you’ve experienced the same thing, at least I hope you have.

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Business as Unusual: The More You Give

By Charlie Hauck on Mar 26, 2020 1:16:26 PM

Self-preservation is a strong motivator, particularly when the environment seems to be less safe and accommodating. As Maslow indicates in his Hierarchy of Needs, the Physiological is the most basic. At our core we are creatures that want our personal needs met before thinking about the needs of others. When we find ourselves threatened our instincts are to look out for number one first and foremost from both a logical and emotional perspective.

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Moment of Positive Attitude

By Charlie Hauck on Mar 25, 2020 10:22:31 AM

Your attitude is your compass to the future. Imagine if you were one of Christopher Columbus’ three small ships heading off to find the New World over 500 years ago. That leap of faith is amazing when you consider the common belief that the world was flat, and certain death awaited anyone that challenged that paradigm by sailing in search of an unknown destination. Certainly, some of those sailors had moments of doubt as the days slipped by and there was no land in sight. “When will this folly end and our feet will be on terra firma again?” had to be a common question asked in hushed tones.

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Silver Linings on a Gray Day

By Charlie Hauck on Mar 24, 2020 9:15:00 AM

Yes, I’d much rather not be typing this post, but I can’t worry about what I cannot not change or control. Working from home is not nearly as engaging as standing in front of room of salespeople or even responding electronically to requests for coaching. And making sales calls on people that don’t know when their sales teams will be back in the marketplace feels a bit peculiar to say the least. Two weeks ago, few people thought this is the world we’d be working in today, but here we are.

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Podcast: Business as Unusual

By Monday Morning Manager on Mar 23, 2020 5:45:00 AM

 
Topics: podcast
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Podcast: Getting Paid in Strokes

By Monday Morning Manager on Mar 16, 2020 6:45:00 AM

 

Symptoms
Melody and her boss just couldn't understand why she continued to struggle to close business. She was a very outgoing person who was extremely well liked by her customers. She went out of her way to be friendly to everyone and appeared to possess a good knowledge of her product and the selling process. Her failure to excel was confusing to everyone.

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Isn’t This an Unexpected Development? Coronavirus Challenges

By Charlie Hauck on Mar 15, 2020 9:13:34 PM

Today we are all facing a challenge that two weeks ago seemed as likely as pigs flying. Yet, here we are facing a sales challenge you won’t find talked about in any sales training manuals or motivational seminars. Essentially, the world has shut down for almost everyone, and none of us can truly say, with any certainty, when it will reopen. With that reality staring us in the face I thought I’d take some time this evening and make some suggestions about how to survive the challenges in front of all salespeople. Below you will find a few ideas for each of the three points of our MAP to Success: Mindset, Activity and Process.

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Improve Your Conflict Resolution Skills With Better Communication

By TTI on Mar 12, 2020 11:45:00 AM

Despite your best intentions, every relationship will hit a boiling point. It’s unfortunate but inevitable. However, a disagreement with your partner, a family member or a coworker doesn’t have to escalate into a larger problem if you take immediate action to defuse the situation.

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Podcast: Malpractice: Prescription Before Diagnosis

By Monday Morning Manager on Mar 9, 2020 5:45:00 AM

Monday Morning Manager

 



Symptoms:

Hayden was ready for her first call of the day. She had a referral into this prospect's office and had been told they were in need of getting products fast...very fast. In preparation for her meeting she pulled timelines, shipping schedules and production pieces that could impact their products she thought this prospect was interested in.

Topics: podcast
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Prospecting and Selling Aren’t the Same Thing

By Charlie Hauck on Mar 5, 2020 11:45:00 AM

Prospecting is the lifeblood of sales success. Most people that have made it past their first 12-24 months of sales realize this basic fact. Without prospecting there is no selling to be done, period. When you haven’t got a prospect to talk to you are dead in the water, maybe staring at the phone hoping it will ring or working to craft the silver bullet email blast that generates tons of inquiries. In my 40 plus years of selling I haven’t seen either of those strategies produce consistent results for anyone. But I have seen some people that are committed prospectors make one mistake over and over, failing to realize that prospecting and selling are distinctly different parts of a successful business development process.

Topics: selling
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Podcast: Selling Yourself First?

By Monday Morning Manager on Mar 2, 2020 5:45:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

Justin was spending some time off around the holidays thinking about his 25 years in sales. There were many things to be proud of, but after a bit of soul searching, he was forced to admit that he thought he'd be a bit further along financially by now or perhaps have a more prestigious title or even work for a better company, considering the two and a half decades he was reflecting on. 

Topics: podcast
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Podcast: Pipelines Need a Timeline

By Monday Morning Manager on Feb 24, 2020 5:45:00 AM

Monday Morning Manager

 

Good morning & Greetings, here's this week's selling scenario to think about.

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

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How to Stop Thinking About Work When You’re Not at Work

By TTI on Feb 19, 2020 11:34:45 AM

This article comes to us from our partner TTISI. 

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Podcast: Calling On Decision Makers

By Monday Morning Manager on Feb 17, 2020 5:45:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
When Kathy hired Everett, a former user of her company's products, she thought she had finally found someone who could easily penetrate her market. Everett came from the industry and had been a devoted user of Kathy's products in his role as a product repair specialist. When Everett told Kathy he wanted to make the jump from user to salesperson for her product line, she thought it a great idea and immediately offered him a position. 

Topics: podcast
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Why 3 Good Salespeople Failed & 3 So-So Salespeople Succeeded

By OMG on Feb 12, 2020 11:01:00 AM

This article comes from our partner Objective Management Group. It is a wonderful read about how OMG's assessments can help predict a sales professional's success.

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Podcast: How much research should you do?

By Monday Morning Manager on Feb 10, 2020 6:00:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what 

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Bad Company Reviews

By Sarah Waple on Feb 5, 2020 10:15:00 AM

We just read an article from Inc.com about hiring and online company reviews. 

Topics: hiring TTI OMG
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Podcast: Give Them Some Homework

By Monday Morning Manager on Feb 3, 2020 6:00:00 AM

 
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The Success Conundrum

By Charlie Hauck on Jan 29, 2020 11:30:00 AM

At 35, Rachel built a nice career for herself, and she was enjoying the benefits of that success. There was a nice house in an upscale neighborhood, the vacations in all the places she ever dreamed about and a luxury set of wheels sitting in the driveway; all of it earned through hard work and commitment to Rachel’s goals. Her life looked like the epitome of success, and Rachel was very proud of it all. There was, however, one thing Rachel didn’t have, and it seemed the more successful she became the less of this one thing she had at her disposal. Rachel hated to admit it, but all the success cost her time to enjoy her life with friends and family. To Rachel, it became obvious that success had a price and she wasn’t sure it was worth it to raise the bar and experience even more of it. She found herself admitting that being more successful just meant giving up most of what was left of her personal life.

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Podcast: Procrastinating on bad news

By Monday Morning Manager on Jan 27, 2020 5:45:00 AM

Monday Morning Manager

 

Symptoms:
One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late. With the last six months seeing all kinds of shipping headaches, the customer told Derek that their patience was wearing thin. They demanded a more reliable delivery schedule and that Derek be more honest and timely communicating with them.

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Coffee and Coaching: Feb. 4

By Sarah Waple on Jan 24, 2020 11:40:58 AM

Create good habits for the year with us. 

Join us for our first Coffee and Coaching of 2020 in just a little under two weeks.

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Girl Scout Cookie Lessons

By Charlie Hauck on Jan 22, 2020 10:15:00 AM

Charlotte and Eleanor are twins, and their mother signed them up with a local Brownie troop when they turned seven years old. The girls loved all the fun craft activities that were part of the troop’s weekly meetings, and their parents loved to see them make new friends and socializing outside the family. As the year went on the two girls’ personalities became more and more apparent. Charlotte’s outgoing nature and willingness to take on new adventures was very different from Eleanor’s shy and less bold demeanor. Never was it more apparent than when the annual ritual of selling the famous Girl Scout cookies took place. Eleanor was upset and cried when her sister constantly was recognized for the most sales, and well, Eleanor’s reaction was to ask if she could be excused from selling cookies. When her mother told Eleanor she had to either sell or drop out of the troop, Eleanor was devastated. After her first few attempts to sell to people going past their stand at the grocery store failed, Eleanor was ready to head home and quit the troop as well.

Topics: sales process
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Podcast: Nurture clients in their best interests

By Monday Morning Manager on Jan 20, 2020 8:02:58 AM

Monday Morning Manager

 

Good morning & Greetings, here's this week's selling scenario to think about.

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Podcast: Norm Doesn't Prospect

By Monday Morning Manager on Jan 13, 2020 5:30:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

Norm hung up the phone and was absolutely ecstatic, jumping up and down while searching the office for someone to high five, all because the sale he'd been chasing for the last six months had just closed. His relief was palpable and once he shared the news with his sales manager that his drought was over, Norm planned on taking the rest of the day off to celebrate the good news.

Topics: podcast
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OMG Earns Gold Medal for Top Sales Assessment

By Sarah Waple on Jan 10, 2020 2:00:07 PM

Objective Management Group was awarded the Gold Medal for Top Sales Assessment for the 9th consecutive year by the judging panel at Top Sales World.

Topics: OMG assessments
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3 Common Misconceptions About Assessments

By TTI on Jan 7, 2020 9:13:31 AM

Topics: assessments
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Podcast: N-O-T

By Monday Morning Manager on Jan 5, 2020 8:00:00 PM

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

The silence was deafening. Both Valerie and her prospect sat there looking at each other waiting for the other person to speak first. Valerie had finished her presentation of the new products' features and benefits and was expecting the Director of Operations to give her some indication of how well she had done. Since the training she had received on the new product said any prospect would be blown away by all the new bells and whistles, no one had ever bothered to consider what to do if that wasn't the case. Valerie had covered everything and found herself stuck not knowing what to do or say next. Was the sales call over or was something else supposed to happen?

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4 Business Lessons We Can Learn From Hallmark Holiday Movies

By TTI on Dec 23, 2019 9:00:00 AM

From our partner TTI:

Topics: TTI
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Advice From Our Trainer: What's One Thing You Can Do?

By Sarah Waple on Dec 19, 2019 3:07:57 PM

Today the gym Charlie and I are members of sent out an email titled "The one thing you can do to enhance your workout." I dove in and quickly realized Coach Jeff's advice for in the gym transfers so effortlessly outside of the gym. 

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Podcast: Sales Qualified Leads

By Monday Morning Manager on Dec 15, 2019 7:40:33 PM

 

Topics: podcast
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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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