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Podcast: But They Loved the Demo!

By Monday Morning Manager on May 19, 2025 6:00:00 AM

 

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?

Topics: Sales tactics podcast sales
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Podcast: Joint Calls with Bosses

By Monday Morning Manager on May 12, 2025 7:00:00 AM

 

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.

Topics: sales calls podcast boss
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Podcast: How to Handle Bad News

By Monday Morning Manager on May 5, 2025 6:00:00 AM

 

Symptoms:

One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late.

Topics: podcast emotions communication
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Podcast: Name the Meeting

By Monday Morning Manager on Apr 28, 2025 6:00:00 AM

 

Symptoms:

Bob was exhausted after seeing over 15 accounts in the past week. He had talked about football, politics, family and even some industry news in order to get the client engaged in a conversation that might give him an opening to pitch his latest and greatest widget.

Topics: podcast sales
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Podcast: Bulldog

By Monday Morning Manager on Apr 21, 2025 6:00:00 AM

 

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.

Topics: podcast goals
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Podcast: Your Price is Too High

By Monday Morning Manager on Apr 14, 2025 6:00:00 AM

 

Symptoms:

One of the most common objections salespeople get is about price: "That's a bit more than we were thinking about paying." "Your prices are kind of high." "That just doesn't fit our budget" are typical comments.

Topics: podcast sales
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Podcast: 15 Years of Experience

By Monday Morning Manager on Apr 7, 2025 6:00:00 AM

 

Symptoms:

Bob found himself staring blankly at his calendar. The year was nearing an end and the speed with which the year had flown by surprised Bob again, just like it had each of the last 15 years, since he had started in this business.

Topics: podcast career
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Podcast: Let's Pretend

By Monday Morning Manager on Mar 31, 2025 7:00:00 AM

 

Symptoms:

John's territory involves working with many prospects that ask for samples, demonstrations, proposals, references and all the usual items that buyers want from a vendor. Trying to appear accommodating and professional, John finds himself spending hours of time preparing, writing, setting up or sending all this information that he believes will help "convince" his prospect.

Topics: Sales tactics podcast
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Podcast: Nurture, Nurture, Nurture

By Monday Morning Manager on Mar 24, 2025 7:00:00 AM

 

Symptoms:

Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings.  Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter.

Topics: relationships podcast
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Podcast: Talk About Their Business

By Monday Morning Manager on Mar 17, 2025 7:00:00 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.

Topics: podcast
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