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Monday Morning Manager


Recent Posts

Podcast: Are You Trying Or Lying?

By Monday Morning Manager on Dec 5, 2022 6:45:00 AM

 

Symptoms:

Ryan hated the pipeline review meetings his sales manager scheduled every two weeks. These meetings were meant to help the sales team validate the actual work being done towards hitting goals and meeting objectives, but they also helped determine what opportunities really weren’t opportunities at all.

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Podcast: A Crazy Game of Poker

By Monday Morning Manager on Nov 28, 2022 6:45:00 AM

 

 

Symptoms:

Bill and Pat were returning from their monthly poker game and while riding back in the car they both agreed they had witnessed a situation that they could apply as a "lesson learned" to their business careers.

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Podcast: Decision Meetings

By Monday Morning Manager on Nov 14, 2022 6:45:00 AM

 
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Podcast: Defection Model

By Monday Morning Manager on Nov 7, 2022 6:45:00 AM

 
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Podcast: Trick or Treat

By Monday Morning Manager on Oct 31, 2022 6:45:00 AM

 

 

Symptoms:  

Here it was again. Dracula had no idea where things went sideways. He was sitting on a zoom meeting, black boxes abound, no one talking and not sure how to break this stalemate. The client requested the meeting, requested the zoom format, and promised up and down they would be on, with video, and ready to go. This client was notorious for turning into a ghost on calls. Dracula knew this and it is honestly how he came to be the account manager with this client because the old account manager had enough.   

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Podcast: If You Feel It, Say It

By Monday Morning Manager on Oct 24, 2022 6:45:00 AM

 

Situation: 

Jackson felt that lump in his throat and just wanted to scream. Big Shot Bob of ABC Engineering did it again; he promised Jackson he would keep his appointment this time after three cancellations or no shows, but his admin was apologizing for Bob not being available once again. Because ABC was one of the biggest firms in the metropolitan area, Jackson just could not bring himself to share his anger at being stood up once again.

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Podcast: The Load Will Get Too Heavy

By Monday Morning Manager on Oct 17, 2022 6:45:00 AM

 

Situation: 

Dewey is a prolific prospector. Like the sun rising in the east, you can count on Dewey making more sales calls than anyone on his employer’s sales team. No matter where he goes, Dewey will find someone to talk to about his products and services.

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Podcast: Are You Kidding Me?

By Monday Morning Manager on Oct 10, 2022 6:45:00 AM

 

Situation: 

It drove Izzy crazy, and he had no clue what to do about it. Day after day, email after email, Izzy sent messages that were honest, professional and ineffective. His subject lines told the truth in short comfortable requests for the recipient to please read the message. In short, Izzy felt like all his email correspondence was going into black hole where no one read them or responded to them. He knew that getting some traction with his new line of beverages would be a challenge, but this was downright agony. Was everyone in the world so cold and callous that they just did not bother to send a reply, even if it was thanks, no thanks? 

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Podcast: Stop Making Sales Calls

By Monday Morning Manager on Oct 3, 2022 6:45:00 AM

 

Situation: 

You just realized that you sell a commodity, and all that feature and benefit propaganda the Research and Development specialists fed you sounds exactly like the competitor’s features and benefits. Now you must find a way to re-invent yourself so that you are not just another “me, too” person trying to schedule a sales call here, there, and everywhere.

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Podcast: Mind Reading and Meeting Expectations

By Monday Morning Manager on Sep 26, 2022 6:45:00 AM

 

Symptoms:

Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.

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