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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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