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Podcast: The Greatest Hits of 2023

By Monday Morning Manager on Dec 18, 2023 7:00:00 AM

 
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Podcast: Silence is Golden, Even in Sales

By Monday Morning Manager on Jul 17, 2023 7:00:00 AM

 

Symptoms:

Roger could not believe what he just heard. The conversation with one of his most challenging prospects ground to a halt after Roger had asked if the deal just did not make sense. Despite the fact that this was one opportunity that could significantly impact his bonus, Roger just could not think of one more thing to say. So, he just stood there and contemplated how he swung and missed again. “I guess I have to accept your program, so let’s write this up and get that first order in here next week.” What just happened, did someone else walk into the office or did a dream just pop into his subconscious mind? The deal just closed, and Roger was not talking when it happened.

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Podcast: Midpoint Check-In 2023

By Monday Morning Manager on Jul 3, 2023 7:00:00 AM

 

Good Monday morning - This is Sarah Waple, partner at Growth Dynamics, and I’m here with a special mid-year check in episode of Monday Morning Manager.

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Podcast: Talk About Their Business

By Monday Morning Manager on Jun 5, 2023 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.

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Podcast: Verbal Business Cards

By Monday Morning Manager on Feb 27, 2023 6:45:00 AM

 

Symptoms:

Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do".

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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: 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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Podcast: Bulldog

By Monday Morning Manager on Sep 19, 2022 6:45:00 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.

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Podcast: How to Get on a Roll

By Monday Morning Manager on Sep 12, 2022 6:44:16 AM

 

 

 

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.

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Podcast: Talk About Money!

By Monday Morning Manager on Aug 22, 2022 6:45:00 AM

 
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. 
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