Symptoms:
"Bulldog" was his nickname and he was proud of it. Guido spent years proving that no one could escape him once he made you a prospect.
Monday Morning Manager
Recent Posts
Podcast: How to Get on a Roll
Symptoms:
Matt is looking at his calendar and doing some planning, knowing that many things he does look too much like random acts of mindless behavior. Looking back on past months, he feels like he was scrambling and playing catch up all the time instead of having that feeling that he had some deliberate control of his actions. He wants to get back that feeling of being on a roll, where it's like running downhill instead of uphill all the time.
Topics:
podcast
Monday Morning
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Podcast: The Struggle is Real
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?
Podcast: Talk About Money!
Symptoms:
Matt hung up the phone after the bad news and couldn't believe that he had been beaten again because of his price. Knowing that he was not the lowest price on the block, he had given the prospect his best consulting expertise up front in an attempt to build his "value proposition", and then tried to save the money discussion for the end so as not to scare them away too early. He even voluntarily offered a 10% discount and some favorable terms in an attempt to win them over. After-all, it did seem like a lot of money they would be spending.
Topics:
podcast
Monday Morning
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Podcast: Can You Commit All the Way?
Symptoms:
Ed and his wife had been to several Caribbean islands before, but had never seen such large waves or felt the heavy undertow of the surf on this island facing the Atlantic Ocean.
Topics:
podcast
commitment
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Podcast: Buying Habits
Symptoms:
Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets.
Podcast: Joint Calls with Bosses
Symptoms:
Like many business development people these days, Robin won't be going on her appointments tomorrow by herself. This time she is bringing Rich, and he is the VP of Sales from one of her largest vendors.
Podcast: The Decision Is Always Yours
Symptoms:
Leslie finally got the referral she had wanted: a high-profile client that could be a cornerstone to her entire next year of business.
Topics:
podcast
decision making
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Podcast: Why Do You Have to Guess What They Want?
Symptoms:
With her best customer looking for something creative to solve his inventory issues, Ginny realized that none of her immediate ideas sounded likely to impress the customer.
Topics:
Sales tactics
podcast
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Podcast: Is Sharing Really Caring?
Symptoms:
How did it happen again? Ed believed he nailed that presentation and felt he’d been as prepared as he could be for any questions the prospect could have had about his company’s latest technology.
