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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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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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Podcast: Give Them Some Homework

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

 
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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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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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Podcast: N-O-T

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

Monday Morning Manager

Good morning {{ contact.firstname }}, 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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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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Podcast: Prospecting Tactics

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

 

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