Tag Archives: prospecting

MWI Boot Camp Program

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Click the video to hear about our exciting announcement!

Come join us in this year’s MWI Boot Camp Program.

We recommend people start the program by getting active with our Online Sales University videos before they attend the live web based version Boot Camp Series in March.  Best Practices are watching 2 videos per week from now until the class starts for proper preparation.  Also, I will send out your links to take your personalized Sales Assessment once your registered.

Want to join us? To get Started all you need to do is: 

  1. Click this link:  Click here
  2. Register yourself and/or Select the Qty of how many people in your company you want to have access to the MWI Online Sales University and unlimited attendance to our Boot Camp live web based series for the next 12 months.
  3. Then enter in your billing information for the monthly subscription and submit.
  4. Next, we will reach out to you to gather the information we need to get you and / or your team started.
  5. Next, we will schedule a time to give anyone in your group a quick tutorial of the MWI Total Sales Transformation University Portal on how to navigate around it.
  6. Each person registered will also receive a link to take a personalized sales assessments right away and a Sales Playbook binder will be sent out before our interactive live web based boot camp development series starts in March.

Please contact us with any questions. You can reach us at info@melissawhitakerintl.com or contact Julianna Swanson at Julianna@melissawhitakerintl.com / 312.858.0921.

73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

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Just read this article by Aja Frost on HubSpot.  Loved the insights.  I can see where a lot of these Stats are valid for outside sales and some are more focused on inside sales.  However, here are a handful that stuck out to me that shows things keep shifting and we need to keep our pulse on the market as we head into 2019:

Sales Prospecting Statistics

#10  It takes an average of 18 calls to actually connect with a buyer.

Sales Email Statistics

#19  The average person deletes 48% of the emails they receive every day. This task takes them just five minutes.

#27  Don’t just provide information — request some, too. Emails that contain one to three questions are 50% likelier to get replies than emails without any questions.

Sales Call Statistics

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24 Responses to the Dreaded Sales Objection “It Costs Too Much”

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Stack of coins

Have you ever heard from a prospect that your price is too high?

Did you just hear it yesterday?  Last week?  Multiple times a week?

As I work with companies all across the globe, this objection seems to be consistent.  You do realize that buyers go through their own training, and are taught to say that to see if you are willing to drop your drawers, right?  The inexperienced sales professional easily falls for that trick.  The more savvy sales professional will seek to understand what the prospect is exactly looking for – as well as proactively handling this concern by asking key questions that highlight the value, and reason for the higher price (well, that is my hope, that you are doing that).

If you feel like you struggle with this in your every day consulting/selling, then I recommend reading this article I recently came across on HubSpot:  24 Responses to the Dreaded Sales Objection “It Costs Too Much.”  Click “Continue Reading” and select “Read Article”

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Writing Sales Emails that Get Noticed

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I come across sales people in various industries that all have a different opinion when it comes to prospecting through email.  In some industries it seems to be more successful than others.  My question is, is it more successful truly because of specific industries, or is it attributed to the way an email is designed and delivered?

Bryan A. Garner wrote an interesting article in the HBR (Harvard Business Review)

Write E-Mails That People Won’t Ignore

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