Author Archives: Melissa D. Whitaker

Networking is a Sales Professional’s Bread and Butter

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By RJ Sales & Leadership Reports

Much of your success in sales is based on your ability to network effectively. Without connections, it’s not just your client base that will be limited, but also prospective partners, marketplace competitors, and intra-organizational individuals with whom you can exchange insights. Networking goes beyond the simple act of handing out calling cards or fliers nor is it just about filling up your contact list in a shorter amount of time. This business strategy of cultivating relationships with people or groups that matter is a powerful tool for a sales professional.

Here are some of the reasons why your career in sales could be enriched by networking:

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Melissa Whitaker International (MWI) 2018 Training & Events Schedule

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January 9th – 11th                MWI Elite Sales Academy (Onsite Client Location)

January 16th                          Assessment Workshop Day (Client)

January 18th                          STAR Event:  “Strategic Networking That Builds Your  Business” – Melissa’s Speaking

January 19th                          Sales Coaching (Onsite Client Location)

January 30-Feb. 1st              MWI Elite Sales Academy (Onsite Client Location)

February 9th                          Sales Coaching (Onsite Client Location)

February 12th – 16th           MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

February 19th                       Sales Coaching (Onsite Client Location)

March 8th                              Keynote Sales Talk:  “Silver Bullet:  Close More Deals, Hold More Profit” (Onsite Client Location)

March 12th – 16th                MWI Elite Sales Academy Live Web Based Class (Open Enrollment)        

March 16th                             Sales Coaching (Onsite Client Location) 

March 23rd                              Sales Coaching (Onsite Client Location) 

April 13th                                Sales Coaching (Onsite Client Location) 

April 16th – 20th                    MWI Elite Sales Academy Live Web Based Class (Open Enrollment)

May 8th – 10th                       MWI Elite Sales Academy (Private Closed Group)

May 14th, 15th, 17th, 18th    MWI Inside Sales Academy (Onsite Client Location)

May 16th                                  Sales Coaching (Onsite Client Location)

May 22nd – 23rd                     Melissa is Attending the Rainmaker Conference – Las  Vegas

June 6th – 8th                          MWI Elite Sales Academy (Onsite Client Location)

June 15th                                  Sales Coaching (Onsite Client Location)

June18th – 20th                    MWI Management & Leadership Academy (In Person-Lake Geneva, WI – 2 1/2 days – Open Enrollment)

June 22nd                                 Sales Coaching (Onsite Client Location)

June 28th                                  WISA (Women in Sales Award) – Dallas, TX

July 9th & 11th                        MWI Inside Sales Academy (Onsite Client Location)

July 13th                                   Sales Coaching (Onsite Client Location)

July 16th – 20th                      MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

July 25th – 27th                      Sponsoring& Speaking at Kyocera Midwest Event – Huron, OH

August 15th                            Sales Coaching (Onsite Client Location)

August 16th                            Sales Coaching (Onsite Client Location)

August 27th                            Sales Coaching (Onsite Client Location)

August 28th – 30th                 MWI Elite Sales Academy (Onsite Client Location)

September 12th                    Lunch & Learn MWI & Traction Process (Sponsored by Insperity – Registration Link: rebrand.ly/lunchcandlearn  (RSVP for FREE by September 5th)

September 17th – 21st          MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

October 15th – 17th               MWI Management & Leadership Academy (In Person BellaVista Suites, Lake Geneva, WI- 2 1/2 days – Open Enrollment)

November 12th – 16th           MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

December 10th – 14th            MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

To Register for a class either call Julianna Swanson at 312.858.0921.

*Also, if you have 6 or more sales people, you qualify for and can schedule, Melissa to come to your facility to do “on-site” training for your team.  6 month and 12 month programs are also available.

** Call about our NEW Customer Service class and workshops as well.

***If you are interested in having Melissa Speak for one of your events, please email us at info@melissawhitakerintl.com.

What Makes a Successful Salesperson?

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I came across this article recently that is called “What Makes a Successful Salesperson?”  This is a great reminder – check the list and see how you are doing in these categories.

Check out the article here.

Great reminder on the following 8 Points:

To recap, here are what successful salesperson has as traits:

1. Business acumen

67 percent of surveyed salespeople say that knowing client’s business wins more business. It’s imperative that you should know how your prospects’ and clients’ business work so that you can tailor your pitch, as well as your actual products and services according to their needs.

2. Drive and determination

Did you know that, just like entrepreneurs, salespeople are actually living in fear of failure? A salesperson needs the mindset, grit and work ethic to succeed, beyond their actual sales skills.

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Struggle with Closing More Deals?

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The real reason sales people struggle to close more deals . . . .

I hear weekly from sales people that they need help in doing a better job closing deals and my first question to them is how did they start the conversation?  Did they do every step of a thorough sales process that we have talked about?  or Did they take short cuts hoping that they could close faster?

I came across this article by Bob Apollo and he nails it on the head for what I consult, train and coach sales reps around this topic.  Take a moment to read this article and ask yourself, are you slowing down enough to speed up the sale?

http://www.inflexion-point.com/Blog/bid/93588/The-real-reason-sales-people-struggle-to-close-opportunities

Make it a great day!

Melissa D. Whitaker

MWI Summer Prospecting

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It’s summer. No one is around.  Why prospect?  WRONG!!

It is summer – get out there and prospect even more!  Summertime is the perfect opportunity to fill your pipeline FULL of ideal clients.  Watch the video below where I share with you “10 Ideas for prospecting in the summer.”

  1. Attend local events
  2. Potential Prospects – Attend their sponsored events to learn about their company.
  3. Friday Afternoons – Great time to make connections with decision makers.
  4. Use social media to make more connections.
  5. Research ideal clients – make a targeted list of prospects.
  6. Do a Customer Survey – Touch current accounts and go “deeper, wider, broader.”
  7. Re-connect with Leads that went cold – Take a look at past leads where the timing was not right.  Make an effort to re-connect, now may just be the right time.
  8. Have a growth mindset – Think positive about all the great connections and ideal clients you will come in contact with this summer.
  9. It is about them – not YOU.  Remember to always create value for your prospects and show the ways you can expand their business.
  10. Have FUN!  Summer is a great time to meet new people.

 

Also, download our “NEW Free Resource” called 51 Tips to Connecting with More People:  https://qr199.infusionsoft.com/app/page/connectmore  

 

5 Traits of Excellent Salespeople

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Do you have the FIVE Traits of an Excellent Salesperson?

Click the article below to read what Colleen Stanley defines those as, and if you have them! . . .

“They are competitive AND collaborative. . . “

Bradley University

Jim Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.”
“This quote always reminds me of the differences between excellent salespeople and average ones. I’ve had the great privilege of working with some of the top salespeople in the business. It’s no surprise that the best keep trying to get better, which is why they invest in training.” – Colleen Stanley
Let us know what your thoughts are regarding this article.

Pipeliner CRM Power Breakfast – April 18th, 2017

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If you are close to the Chicago area – Come to the April 18th Power Breakfast.  I will be speaking about “Successful Selling in Today’s Landscape” and Tim Berry will be speaking about “Attracting New Customers by Speaking your Message.”

Here is the link to register:  https://salespop.pipelinersales.com/event/power-breakfast-chicago-april-2017/

Location:  University Club of Chicago (76 E. Monroe Street, Chicago, IL 60603)

Time:  8am – 10am

Come to Network with other business professionals, be treated to a complimentary breakfast and listen to the expert sales leadership!

10 Proven Keys for Keeping Sales Consistent

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Think about the months where your sales are really high.  What can follow those months?  Have you experienced the nervous stress of high peaks and low valleys in sales?  Do you find yourself scrambling to find new opportunities to close since you just closed everything HOT in your pipeline?  You are not alone.  However, there is a way to have more consistent sales at high levels.  Check out the top 10 proven keys for keeping your sales consistent:

  • #1  Have a Strategy For Each Day – Don’t Wing It!
  • #2  Always Be Improving – try new techniques
  • #3  Don’t Allow Clients To Fall Through The Cracks
    • Be Going Deeper, Wider, Broader
    • Set Reminders For Consistent Follow Up in Specific Intervals
  • #4  Block Time For Prospecting – Emails, Phone Calls, In-Person, Social Media
  • #5  Plan Your Next Day At The End of the Day

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MWI Total Sales Transformation Online Portal

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sales - airplane

Every great athlete has a coach. 

Do you think you know it all?  Do you buy into the saying “Old dogs can’t learn NEW tricks?”

If you have a GROWTH MINDSET, you can accomplish ANYTHING you want in life.  Check out a quick overview of our online 24/7 sales video portal, where you can access

me as your coach around the clock to help you win at the game of sales.  Learn what is working TODAY, not 5 years ago.  Implement these key vital lessons that will catapult your sales revenue and your sales profit!

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