It’s imperative that prospects view your salespeople as experts in their field. That’s why Marc Wayshak, best-selling author and sales motivational speaker, will show your audience exactly how to come across as the expert in sales with his high-energy program.
Laura is one of eight salespeople at a marketing firm. However, Laura isn’t just an ordinary salesperson. Her personal sales revenues are $10M while the entire organization’s revenues are $20M. In other words, her sales number is the same as that of the other eight salespeople combined. Laura has mastered the art of harpooning the […]
David and Sandy start working at a promotional products company at the same time. They are both tasked with building their own book of business. The company provides them with prospect lists to get started. Both David and Sandy start out strong by making countless cold calls, attending networking groups, asking for referrals, and following […]
When I played rugby at Harvard, we had qualified for the National Sweet Sixteens. However, we were woefully unprepared for the level of competition to come our way. Fortunately, we brought in a very special coach, Sean O’Leary, to take our game to the next level. Rather than teaching us many different things to improve […]
Have you ever met a sales person who was his own worst enemy? Of course you have, but those are the extreme situations. However, many of us are also doing things that scare away prospects without even knowing about it. Here are the three most common sales traps that scare away prospects: Pitching: When you […]
It’s the 27th day of the month—only three workdays left in the quarter and you are under quota. Now you’re scrambling to close those few opportunities in your pipeline just to get that pending bonus. But your prospects instantly smell blood in the water and ask for another 10% discount in order to close tomorrow… […]
Just the other day, I was driven to Orlando’s airport by a fantastic guy named Carlos. After talking for a few minutes about how I help sales people and entrepreneurs double sales, we began talking about his incredible life. Here was a guy that never finished high school, but had built up a nice limousine […]