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Marc Wayshak
Marc Wayshak is the founder of Sales Strategy Academy, best-selling author of Game Plan Selling, and a regular contributor for Fast Company, Entrepreneur Magazine and the Huffington Post Business section. He holds an MBA from the University of Oxford and a BA from Harvard University.
Are you getting more referrals in sales than you can possibly handle? If so, you’re in the minority. Most salespeople are in desperate need of more referrals. They make the serious lead generation mistake of failing to leverage their customers, colleagues, and acquaintances to grow their...
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Have you been using emails to reach your prospects? If so, what sort of response have you seen? Chances are, many of your emails go unanswered. Business owners and CEOs are busy people with a steady stream of incoming emails. If you can’t engage them quickly, they’ll delete your before they even...
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Every salesperson has felt that rush of adrenaline—and, let’s face it, dread—that comes when selling to a tough prospect in B2B sales. These prospects are pushy and sometimes even rude, making demands like, “What’ve you got for me? Let’s make this quick!”
But no matter how these customers make you...
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What’s the worst mistake you’re making in sales right now?
That’s actually a trick question. You can’t know the answer, because the worst mistake you’re making in sales is the mistake you don’t even know you’re making. In fact, most salespeople make the same mistakes, over and over again—without...
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At one time or another, all salespeople have been confronted with the dreaded gatekeeper—that office assistant or administrator who intercepts sales calls, blocking you from talking to the high-level prospect you want to reach. The conversation typically goes something like this:
You: “Hello, is...
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Sales proposals: Love them or hate them, they're an integral part of any successful deal. While some salespeople might view these documents as unnecessary—or even as a waste of time—they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing...
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Learn six simple steps for dramatically improving the closing ratio of your proposals while increasing your average sale size.
What would it mean to you if you could increase the closing ratio of your proposals by just 20%? So many salespeople spend so much time in the initial stages of a sale,...
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Bill is the successful CEO of the most effective sales organization in his industry. In just ten years, his company has skyrocketed from $0 to $50M with organic growth in the very traditional copier industry. He attributes much of his success to developing a first-class sales team and asking his...
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