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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: 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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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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Podcast: Is Sharing Caring?

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

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Podcast: Verbal Business Cards

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

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