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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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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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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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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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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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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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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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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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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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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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