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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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Fast Tip Friday: Focus on Opening

By Charlie Hauck on Apr 28, 2023 6:45:00 AM

 

Hey, I wanted to tell you that part of our business offering, here at Growth Dynamics, is to support the best possible outcomes in hiring talent. For our clients out in the marketplace, we work with a lot of different people to help them find the best available talent to add to their business development teams, sometimes to their executive teams.

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Podcast: Promote Your Prospects to Deputy

By Monday Morning Manager on Jan 30, 2023 6:45:00 AM

 

Symptoms:

Most of Mike's potential accounts seem to be unable to make a decision on their own regarding his service. They claim they have responsibility, listen to his presentation, but then let him know there are "others" who have final decision-making authority. He is frustrated by this situation and usually just makes his presentation, anyway, hoping for the best. As a result, his closing ratio is poor and his sales cycle is exceedingly long.

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Fast Tip Friday: Sugar Does NOT Sell

By Charlie Hauck on Dec 9, 2022 7:00:00 AM

 

 

Hey, welcome back. I've got a little challenge for some of you out there that are in the business development world, that think it's your job to get your prospects or suspects so excited that they can't say no to your offer.

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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: Joint Calls with Bosses

By Monday Morning Manager on Aug 1, 2022 6:30:00 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.

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Fast Tip Friday: Steak vs Hotdogs

By Charlie Hauck on May 20, 2022 7:00:00 AM

Do you prefer hotdogs or steak? I bet you said steak.

In this episode of Fast Tip Friday, Charlie talks about the analogy of Steak and Hotdogs to encourage your sales efforts.

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Podcast: Consistent Production 2021

By Monday Morning Manager on Oct 25, 2021 6:45:00 AM

 
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I Cannot Sell What I Cannot Deliver

By Charlie Hauck on Aug 9, 2021 8:26:01 AM

For the last few months, I have heard this line in one fashion or another from so many salespeople that I think I want to scream. It is not just this line that is the problem, but the rest of the conversation that revolves around that it makes no sense to make sales calls because prospects are going to ask for the items that are not available. In other words, selling is at a standstill because back orders are everywhere, and salespeople cannot change that reality.

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Podcast: Sales Does Not Have to Be So Unpredictable

By Monday Morning Manager on Jul 26, 2021 6:45:00 AM

 

Symptoms:

Sally and Sanjay were comparing notes after a very busy week out selling. Sally was exhausted, but at the same time pretty satisfied that her week was highly productive and would produce some nice revenue for the company and herself. Sanjay, on the other hand, was exhausted and uncertain about what actually happened to him and what success he created. As they compared “war stories” Sally could detail where she was with each prospect she engaged and exactly what the next steps were in the decision process. She could validate she was in control and her future was certain to be positive. Stunned to hear such detail and certainty, Sanjay couldn't comprehend how Sally managed to systematically get through the minefield his sales approach created. “You mean you don’t have all these problems I keep running into?” Sanjay queried. Sally looked at him and replied, “You only have to deal with them if you do not have a process to keep you out of them.”

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