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Fast Tip Friday: Accountability, Predictability, Flexibility

By Charlie Hauck on Mar 17, 2023 6:45:00 AM

I've got an idea that's been rattling around in my head for a while, and I thought I'd put it out there. I use this when I'm talking to a lot of business owners that are thinking about how and or why, why do they even want to hold their business development teams accountable? I think there's a pretty simple formula, that even if you're not a sales manager, if you're just out there in the world of business development, and you want to find a way to make life easier for yourself, I'd like you to think about this three word, process.

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Podcast: Bill of Rights

By Monday Morning Manager on Mar 13, 2023 6:45:00 AM

 

We have been taught that the customer is ALWAYS right, no matter what. What if we told you that you have rights as the seller as well.... Here is YOUR bill rights.

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Podcast: Powerful Prospecting

By Monday Morning Manager on Mar 6, 2023 6:30:00 AM

 

Symptoms:

Carrie looked at her calendar and started to worry. She was near the end of the 3rd quarter and at only 60% of her annual sales goal. As she reviewed what she had done over the first nine months, she saw lots of cold calls and follow-ups on the leads she had generated at the two trade shows her company targeted.

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Podcast: The Truth Will Set You Free

By Monday Morning Manager on Feb 20, 2023 6:30:00 AM

 

Symptoms:

Andrea hated the pressure of selling. After three years in the business of selling payroll services Andrea thought she would be past this stage of professional development. Day after day, call after call it was still there; that pressure to convince someone that you are the perfect fit for their company when the market offered so many options. Andrea had to admit that at times she felt like she was lying to get a sale.

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Fast Tip Friday: Bad Prospects = Bad Clients

By Charlie Hauck on Nov 18, 2022 6:45:00 AM

 

It's time for another Friday Fast Tip. Today we have some insight and hysterical ideas about business development. One of the things I hear about a lot is, "I've got a lousy client, what do I do about it?"

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Fast Tip Friday: Outlook Creates Outcomes

By Charlie Hauck on Nov 4, 2022 6:45:00 AM

 

Hey, welcome back, it's Charlie Hauck, President, CEO, and head trainer at Growth Dynamics. Here is another one of our Friday Fast Tips. Today we have a quick lesson on business development execution.

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Fast Tip Friday: Drive-By Disqualify

By Charlie Hauck on Oct 7, 2022 7:00:00 AM

 

 

I want to talk about a little sales strategy here and it's something that over the 30 plus years that I've been in this business, is one of the things that sort of annoys me more than anything else that I hear business development people doing out there. They do what I call "drive-by disqualify". They decide that it's not worth it to make that call, to pull into that driveway, to knock on the door, to go ask someone to have a business conversation.

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Podcast: The Struggle is Real

By Monday Morning Manager on Sep 6, 2022 6:45:00 AM

 

Symptoms: 

Kyle loves selling. He also loves the company he works for and the products and lines he represents. His cup is filled by going to work every day and sharing with his prospects, suspects, and clients about what is new at in his professional world. With so much positivity, Kyle does well for himself, and his managers are pleased with his production. So, what’s the problem here?

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Fast Tip Friday: The True Meaning of FEAR

By Charlie Hauck on Jul 22, 2022 6:30:00 AM

 

Oh, boy, I don't even know why this topic is coming up a lot recently, but I've run into a lot of people that have, for some reason or another, the word fear has shown up in our conversations and coaching sessions. And so I thought I'd take time on this fast Friday tip to sort of dig into this idea of fear and share some thoughts with all of you.

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Graduate From Old School Beliefs, Selling Does Have Structure

By Charlie Hauck on Jun 16, 2021 9:00:00 AM

As the calendar hits mid-June and I can hear the kids in the neighborhood celebrate the last day of the school year I ponder what they learned about life as well as their scholastic advancement. Those ideas provoke thoughts about what salespeople learn from one year to the next, or are they just repeating their earliest days in sales over and over, not really growing from the experiences along the way. So often when I am working with a sales team someone will complain about a prospect that will not return a call or a customer that expects to buy everything at the lowest possible price. Inevitably someone says that is just the way sales is and that complaining never makes it different. In other words, just live with it because that stuff just goes with the territory.

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