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Podcast: Why Do You Have to Guess What They Want?

By Monday Morning Manager on Jul 18, 2022 6:30:00 AM



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.

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Fast Tip Friday: Always Sell With One Hand on the Doorknob

By Charlie Hauck on Jul 1, 2022 6:45:00 AM


Good afternoon, welcome to another fast tip for Friday. Today's topic is one where it's the end of the week, I hope everybody's had some success prospecting. I hope someone has advanced the opportunities in their pipeline to the point where you can expect to collect a decision on the next call, you've done enough fact finding, you've done enough discovery or diagnostic interview and work and now you're at that step in the process where it's either time to fish or cut bait, or we're gonna get a yes or no, but either way, we're going home for a decision.

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Where are the Dinosaurs?

By Monday Morning Manager on May 23, 2022 6:45:00 AM




Jerry never felt compelled to trust or rely on technology. In his opinion nothing beats getting out there and looking someone in the eye or at least picking up the phone and chatting live with a prospect or a customer. No one ever refused to do business with Jerry, and in many of his customers’ locations he had free rein to essentially come and go as he pleased. No way email could be that important as long as Jerry could walk in, pull up a chair and talk about personal “stuff” before staring his pitch. Jerry thought email and all this new “webinar” and virtual selling stuff was just more trouble than it was worth and never going to be as important as that face to face visit. Jerry stuck to his guns and even managed to get one of the inside team to transcribe his emails, so he was not forced to adopt that new-fangled irritation into his sales game. And then Covid-19 arrived, and Jerry was lost.

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Fast Tip Friday: Happy Ears

By Charlie Hauck on May 6, 2022 7:00:00 AM

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Podcast: Give Them Some Homework

By Monday Morning Manager on Sep 7, 2021 7:45:00 AM

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September 1: 121 Days Until 2022

By Sarah Waple on Sep 1, 2021 12:52:10 PM

While scrolling on Instragram this morning (you can follow Growth Dynamics) I cam across a story that included the information in the headline and a little bit more. My mind was somewhat blown. Was yours as you read it? 

My initial response was to start thinking about ALL I should get done between now and the end of the year. I started to factor in all of the days off my kids have, the vacation days I have, the vacation days and travel days Charlie has and a few other times I know Growth Dynamics won't be working. I immediately became overwhelmed with what I want to accomplish for GD and myself. Truth be told, since the start of covid and all of the changes that have happened with that, I can get overwhelmed easier than before covid times. When I get overwhelmed, my productivity drops. 

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What can we learn from teaching children about kindness?

By Sarah Waple on Feb 14, 2019 11:00:00 AM

Yesterday I sat in our monthly session of our High-Performance Sales Program with a room full of sales professionals and they were all talking about how rude many people have, in their eyes, become. One attendee even spoke about how an affiliate of their office questioned how she even acquired the contact’s phone number.

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Don’t Be That Guy

By Sarah Waple on Jan 24, 2019 3:51:13 PM

Don’t Be That Guy.

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When Your Ego Gets Needy You Start to Sound Greedy

By Charlie Hauck on Dec 20, 2018 2:26:33 PM


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Is Your Sales Process Curious Enough?

By Charlie Hauck on Nov 1, 2018 9:51:00 AM

My work with my clients is constantly connecting me to their upstream and downstream market partners both directly and indirectly. As I review and replay the conversations I have with the people I support and coach, one idea keeps popping up; the idea of curiosity. Are we all curious enough to be as effective as we can and should be in our business and sales processes?

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