Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ In this episode of Data Driven Selling by the Sales Insights Lab, host Marc Wayshak dives into the fascinating parallels between martial arts and sales techniques. Drawing from his personal experience in Brazilian jiu-jitsu, Marc explores how the principles of martial arts can dramatically enhance your sales...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Welcome to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game,...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ In this episode of "Data Driven Selling," hosted by Marc Wayshak, we delve into a common challenge faced by sales reps and business owners: the "This is Too Expensive" objection from prospects. Marc provides seven strategic keys to effectively handle this objection, emphasizing a shift in both mindset and...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, Coach Tiffany Torres.  In this episode, Marc and Tiffany discuss the significance and benefits of targeting larger deals in sales, challenging...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, the insightful Coach Tiffany Torres.  Together, we're diving deep into a skill that often flies under the radar yet holds the power to...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Welcome back to another episode of Data Driven Insights. I'm your host, Marc Wayshak, joined by our esteemed head sales coach, Coach Tiffany. Today, we're diving into a fascinating discussion that every salesperson needs to hear: "How to Create Immense Value in Sales Conversations."  This episode peels back the...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Today, we're diving deep into a high-stakes topic that makes many in sales visibly shudder—the Alpha Prospect. These are the tough, intimidating sorts that can dominate a sale, often leaving even the most seasoned reps feeling like they've stepped into the ring with a heavyweight champion. But fear not! Coach...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ In this podcast episode, Tiffany from Sales Insights Lab and the host discuss evolving cold outreach strategies. They stress the importance of tactical approaches and avoiding generic methods due to advanced email filtering by G Suite and Outlook. They advocate for high-value, purpose-driven outreach and the use...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Handling "Think It Over" Objections In this episode of Data-Driven Selling by the Sales Insights Lab, Coach Tiffany and I delve into the challenging world of handling "think it over" objections in sales. We start by acknowledging the potential confrontational nature of addressing objections and emphasize the...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ KEY MOMENTS1. Stop trying to mimic them.2. Show that you're at ease.3. Take a leadership role.4. Limit your time on pleasantries.5. Focus on their issues.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ KEY MOMENTS 1. Recognize your number one asset. 2. Find an offering that prospects want. 3. Sell to prospects with money. 4. Leverage automation to maximize your time. 5. Don't quit the day job until you've got proof of concept. 6. Replace the salary on the side. 7. Once you're free, now it's time to scale.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Sales Secret #1: Know your lead gen math. This sales secret often seems counterintuitive to salespeople. Why? Because few salespeople out there are focused on the math behind their success. Instead, they’re focused on what they have to say, or do, to be successful. But knowing the math behind your lead generation...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ KEY MOMENTS1. Nail the first 17 seconds2. Your tone...sets the tone3. They can't hurt you4. Lead with your best value5. Get them talking6. Make the meeting attractive7. Find that balance between calm and pushy

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ Basics of Sales Tip #1: Trial and error isn’t a strategy. I’ll repeat that: Trial and error is not a sales strategy. If you compare sales as an industry to virtually any other profession—such as law, accounting, dentistry, medicine, etc.—it becomes apparent that sales is one of the only professional industries...

Be sure to register for my free training on, "7 Keys to Closing More Sales in A Down Market" https://www.marcwayshak.com/lab-web-training-novid/ Never Fear Rejection in Sales Tip #1: They can't physically hurt you. The most important thing to remember when it comes to fearing rejection in sales is that your prospects can’t actually hurt you physically. They can’t hit you. They can’t attack you. Most of the time, they’re just a voice on the phone (or words in an email, or a face on a video...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ Biggest Sales Mistakes #1: Hoping for leads. This is one of the most common—and obvious—mistakes that salespeople make over and over again. At the time of writing this, we’re in a particularly unstable market where there’s a lot of transition. Much of the business world is in upheaval. During times like these,...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ I'm going to show you five revealing characteristics of a successful sales pitch. Number one, there is no traditional sales pitch upfront. This is so key because I see it all the time. Salespeople are stuck in this old school traditional mindset that they need to have this fantastic sales pitch upfront. Now, of...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ 1. Map out the entire sale. This is so important in the B2B selling space because if you don't know how your entire sales process is going to work, you're going to be winging it, you're going to be all over the place. And the data shows that today's prospects, in the B2B space, are so much savvier than they...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ In this video, I'm going to show you the nine qualities the best salespeople possess. 9 Qualities The BEST Salespeople Possess #1: They're learners.  Being a learner is so vital. My father used to always tell me, "Marc, when you graduate from school, never stop learning. "Make sure that you are consistently...

KEY MOMENTS0:59 1. Bottle what works.2:06 2. Make mistakes. 3:17 3. Think big.4:19 4. Ask ask ask 5:43 5. Hold yourself accountable to activities. 6:40 6. Know your weekly meeting goal. 7:54 7. Don't play by the rules. 9:15 8. Learn, study, read, refine.10:25 9. S-W cubed N

1. Doing what they expect. What we want to start to do is avoid doing anything that they expect. If they are expecting us to do something, that's a mistake that we're making. We cannot be doing what they expect.  2. Pitching. Most salespeople have been taught that when they get in front of what they believe is a qualified prospect, and that's, of course, a pretty low bar, but they believe that they need to be pitching that prospect. What we should be doing is engaging prospects in a...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ 7 Keys To Successful Selling For Intermediate Salespeople #1: don't wing it.  The key to being successful in sales is to identify what is going to be your sales approach. Script out that process or at least really sharply outline exactly what that process looks like and then follow it every single time because...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/ KEY MOMENTS1. They need your help2. They always want to end the call at first3. Map out the most common objections4. Get super-comfy being uncomfortable5. Keep getting 30 more seconds6. Lead with real value7. Get them talking8. Give them bait for the appointment 9. Who cares...

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/ KEY MOMENTS1. Don't Educate2. Use Your Bird's-Eye View3. They Don't Care About You4. Script it Out5. Know What You Solve For Prospects6. Share Three Challenges That You Solve7. Engage Them Back In