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As a keynote speaker, Mark is the total package. He brings knowledge and depth to the sales training community with an engaging style. Mark is a true professional and the social proof is his books, videos, webinars and training content which will resonate practical content with his audience.
Doug Lehman
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5 Steps to Simplify Your Prospecting
We're all guilty of over thinking. There’s no need to over complicate prospecting. Time and time again, I have found that simple works. Best of all, simple can also be the fastest way to accomplish a goal. Succeeding in prospecting is a goal you need to achieve....
Monday Motivation Video: Your Money Hours and Your Success
What are money hours? What are you doing to maximize your two money hours each day? This is an important term that you need to understand and apply now. Money hours include the first hour of the day and another hour in the day that you select when you engage in the...
Stop the Discounting by Increasing your Value
Why are you cutting your price? Cutting your price due to the demands of the customer is stupid! Yes, you read it correctly: it is stupid. The only reason the customer demands you cut your price is because they don't see enough value in what you're selling. The reason...
How Often Can I Contact a Prospect?
As often as you are able to deliver new insights that your prospect finds interesting, you can contact him/her. Contacting a prospect is never about sending the stupid note that says, “did you see my list email?” or worse yet, “I’m just checking in to see if you’re...
Monday Motivation Video: Narrow Your Focus to Make Your Sales Quota
You look at your sales quota and see yourself falling short, so you begin panicking and thinking you need to run after every opportunity possible. Your logic says that the only way you can make your number is by chasing anything that moves. Sounds logical, right?...
Prospecting is a Conversation, Not an Interrogation
Are you one of the many salespeople who knows they need to prospect but are afraid to? You rationalize away why the prospect you need to call isn’t going to become a customer. Your mind lights up with countless reasons as to why calling the prospect is a bad idea. You...
The 6 Myths of Prospecting
Maybe I should call this article, “fairy tales too many salespeople believe.” In my book, High-Profit Prospecting, I call out 6 prospecting myths. For many salespeople, these are more than myths but instead false facts they want to believe. They want to believe them...
Monday Motivation Video: Success in Sales is About Being a Rain Maker, Not a Rain Barrel
In my new book, A Mind For Sales, I talk about how it is your mind that controls the results you get. It’s your mind that impacts and shapes what your customers say and what you hear. However, your success today did not start today; it is a result of how you prepared...
How Do I Avoid Having to Discount My Price?
You will always find yourself discounting your price if you don't know the real reason why your customer wants to buy from you. It sounds easy to know why your customer wants to buy from you, but because it seems easy is exactly the reason why it's so hard. Stop the...
Mistakes People Make When Building a Prospecting Plan
When it comes to prospecting, it can feel like there are 100 things you have to get right to be successful. Trust me, I get it. I work with companies all the time helping them build an effective prospecting process. There are too many moving parts to even count....
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