Melissa Whitaker International (MWI) 2024 Training & Events Schedule

Posted on February 15, 2024 by Melissa D. Whitaker

To Register for an “open enrollment” class or event, PLEASE CLICK “REGISTER HERE” BELOW. If you have any questions – you can call us at 847.845.4922 or email us at info@melissawhitakerintl.com .

January 15th – 19th	MWI Elite Sales Academy – *Zoom Virtual* – Register Here
January 24th – 26th	MWI Elite Sales Academy – Private onsite for Client
January 29th – February 3rd	Holistic Lifestyle Wellness and Resilience Secrets Virtual Summit – Melissa’s Speaking about “Daily Practices and Tools for Sustainable Peak Mental and Physical Performance at Work”
February 20th	SWAG (SBA Women’s Alliance Group) – Melissa’s Speaking about “Strategic Networking that Builds Your Business”
February 21st	Private 1 on 1 Coaching Day for Clients
February 22nd	Private Group Sales & Leadership Coaching for Client
March 6th	Covering the World in Christ Conference – Melissa’s Speaking about “Resilience, Innovation & Comebacks” – Register Here *Tim Tebow – Keynote Speaking on March 7th*
March 13th	Leaders in Action – Melissa’s Speaking about “The 4 Key Steps for a Cultural Shift in Leadership”
March 18th	Private 1 on 1 Coaching Day for Clients
April 17th	WIB – Women in Business Luncheon – Melissa’s Speaking about *“The Journey to Success”* – Schaumburg, IL
April 20th	ASA Chicago – Melissa’s Speaking about *“11 Vital Steps to Mindset & Goal Setting”*
April 25th	Private 1 on 1 Coaching Day for Clients
May 8th	Engaging Speakers – Libertyville, IL – Melissa’s Speaking about *“11 Vital Steps to Mindset & Goal Setting”*
May 13th – 17th	MWI Elite Sales Academy – Zoom Virtual(4 Hours/day) – Register Here
May 20th	Private 1 on 1 Coaching Day for Clients
June 19th	MWI Workplace Assessments + Workshop – Private onsite Client Event
June 24th	Private 1 on 1 Coaching Day for Clients
August 13th – 15th	MWI Management & Leadership Academy (in Person Class) – Register Here Building & Retaining High Performance Teams
August 19th – 23th	MWI Elite Sales Academy – Zoom Virtual(4 Hours/day) – Register Here
September 19th	OAAI – Outdoor Advertising Association of IL – Melissa’s Keynote – *“11 Core Competencies in Sales to Dominate Your Marketplace”*
October	IGNITE Your Business 2024
November 18th – 22nd	MWI Elite Sales Academy – Zoom Virtual(4 Hours/day) – Register Here

Come Join Us!

*If you have 6 or more sales people, you qualify for Melissa to come to your facility to do “on-site” training for your team. 12 month Transformational Programs (Training + Coaching) are also available. Please contact us to schedule your personalized training.

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

The Pitfalls of Neglecting Prospecting for Tenured Sales Reps

Posted on October 5, 2023 by Melissa D. Whitaker

In the fast-paced world of sales, tenured representatives often enjoy the benefits of experience and a robust client base. However, there is a common pitfall that many of these seasoned professionals can fall into – neglecting prospecting. While it might be tempting to rely solely on existing clients, this practice can have significant long-term consequences. In this article, we will explore ten specific pitfalls that tenured sales reps can encounter when they neglect prospecting and why it’s crucial to strike a balance between nurturing existing relationships and seeking new opportunities.

Stagnation in Sales Pipeline

One of the most immediate consequences of neglecting prospecting is a stagnant sales pipeline. Without a steady influx of new leads, the pipeline can dry up, leaving the sales rep with fewer opportunities to close deals.

Over-Reliance on Existing Clients

Relying heavily on existing clients can be risky. If one of these key clients decides to leave or reduce their business, it can have a devastating impact on the sales rep’s revenue stream.

Missed Market Opportunities

The sales landscape is continually evolving. Neglecting prospecting means that reps might miss out on emerging market trends and new business opportunities that could be game-changers.

Loss of Competitive Edge

In competitive industries, competitors who actively prospect can gain an edge by capturing potential clients that the tenured rep overlooks. This can lead to a loss of market share and revenue.

Inability to Adapt

Prospecting helps reps identify changing customer needs and preferences. Without it, they may struggle to adapt to evolving market demands, ultimately becoming less relevant.

Reduced Income Potential

For sales reps on commission-based compensation models, neglecting prospecting means missing out on potential income. Prospecting can lead to more deals and higher earnings.

Career Stagnation

Without new leads and prospects, sales reps may find it difficult to advance in their careers or move into higher-value sales roles that require a constant influx of fresh leads.

Dependence on Marketing

Over time, relying solely on marketing-generated leads can lead to complacency. Sales reps may become less self-reliant in finding new clients and less adept at building personal relationships.

Ineffective Use of CRM

Customer Relationship Management (CRM) systems are essential tools for sales reps. Neglecting prospecting can result in these systems becoming cluttered and less useful, as they lack fresh leads and accurate data.

Loss of Sales Skills

Prospecting is a skill in itself. It involves identifying and qualifying leads effectively. Without practice, these skills may deteriorate over time, making it harder for sales reps to close deals.

In conclusion, while tenured sales reps undoubtedly have an advantage in terms of experience and client relationships, neglecting prospecting can lead to a myriad of pitfalls. A balance between nurturing existing clients and actively seeking new opportunities is crucial for long-term success in the sales profession. By recognizing the importance of prospecting and making it an integral part of their sales strategy, tenured sales reps can continue to thrive and remain competitive in today’s dynamic business environment.

Unlocking Growth: How to Reclaim Lost Revenue and Seize Opportunities

Posted on September 27, 2023 by Melissa D. Whitaker

Dear Small Business Owners and Entrepreneurs,

In the ever-evolving landscape of business, we understand the paramount importance of revenue. If you find your small business suffering from a loss of revenue, we want to underscore that this issue is often a consequence of missed opportunities. At Melissa Whitaker International, we believe that with the right strategies, you can turn things around and pave the way for growth and success.

The Cost of Lost Revenue

Loss of revenue can be particularly challenging for small businesses and entrepreneurs. Every dollar counts, and when revenue dwindles, it’s not just a financial setback – it’s a missed chance to expand, innovate, and secure your future. Let’s delve deeper into the far-reaching consequences:

Missed Opportunities: Revenue loss often stems from missed opportunities. When potential customers slip through your fingers, you’re not just losing sales; you’re forfeiting the chance to grow your business.
Financial Strain: A decline in revenue can put immense pressure on your business’s finances. It can hinder your ability to invest in new ventures, develop products or services, and compete effectively in your market.
Stagnation: A sustained loss of revenue can lead to business stagnation. It can hinder your capacity to innovate, adapt to changing market dynamics, and realize your growth potential.
Competitive Disadvantage: Falling behind financially can weaken your competitive edge. It can make it challenging to keep up with competitors who are capitalizing on opportunities and expanding their market share.

Transforming Challenges into Opportunities

At Melissa Whitaker International, we firmly believe that every challenge conceals an opportunity. It’s time to reverse the trend of lost revenue and seize the opportunities that await. Here’s a roadmap to guide your journey:

1. Sales Training and Coaching: Invest in sales training programs that equip you and your team with modern, customer-centric techniques. These programs should be tailored to the unique needs of small businesses and entrepreneurs. By enhancing your ability to connect with prospects, address objections, and close deals, you’ll pave the way for revenue growth.

2. Market Analysis: Analyze your market thoroughly to identify underserved niches and unmet needs. This can reveal untapped revenue streams and opportunities for expansion.

3. Customer Relationship Management: Focus on building and nurturing authentic relationships with your existing customers. Loyal customers are more likely to make repeat purchases, refer others, and contribute significantly to your revenue.

4. Diversify Revenue Streams: Explore opportunities to diversify your revenue streams. This can include developing new products or services, expanding into complementary markets, or offering value-added services to your existing customer base.

5. Continuous Learning: Commit to ongoing learning and stay updated on industry trends and best practices. A well-informed entrepreneur is better equipped to identify and seize revenue-generating opportunities.

In conclusion, the transformation of lost revenue into growth opportunities begins with you, the small business owner or entrepreneur. At Melissa Whitaker International, we are dedicated to supporting your journey toward success. Together, let’s conquer the challenges and chart a course toward a more prosperous future.

Thank you for your unwavering dedication and commitment to growth. We look forward to partnering with you on this transformative journey.

Warm regards,

Melissa D. Whitaker

Melissa Whitaker International

Melissa Whitaker International (MWI) 2023 Training & Events Schedule

Posted on January 31, 2023 by Melissa D. Whitaker

February 20th – 24th	MWI Elite Sales Academy – *Zoom Virtual* – Register Here
March 17th – 18th	BTA Spring Break – Disney Beach Club Resort – Melissa’s Speaking about “11 Core Competencies in Sales to Dominate Your Marketplace in 2023” (Orlando, FL) – Register Here
April 10th 19th	MWI Customer Service Academy – Zoom Virtual (2 hours/day) – Register Here
April 18th	Visit Lake Geneva – Melissa’s Speaking about “Strategic Networking that Builds Your Business”
May 22nd – May 26th	MWI Elite Sales Academy – Zoom Virtual (4 Hours/day) – Register Here
June 8th	IGNITE Your Business with Strategic Networking (1/2 Day Workshop), Lake Geneva, WI Create Clarity, Find Ideal Clients, 2X – 4X your Sales! – Register Here
July 17th – 19th	MWI Management & Leadership Academy (in Person Class) – Register Here Building & Retaining High Performance Teams
August 21st – 25th	MWI Elite Sales Academy – Zoom Virtual (4 Hours/day) – Register Here
October 17th – 19th	IGNITE Your Business 2023 (3 Day Transformational Conference), Fairfield Inn & Suites Chicago Schaumburg, Schaumburg, IL Find Ideal Clients, Create Connections, Dramatically increase your Sales and your Business! – Register Here
November 13th – 17th	MWI Elite Sales Academy – Zoom Virtual (4 Hours/day) – Register Here

Come Join Us!

*If you have 6 or more sales people, you qualify for Melissa to come to your facility to do “on-site” training for your team. 6 month and 12 month Transformational Programs (Training + Coaching) are also available. Please contact us to schedule your personalized training.

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

Melissa Whitaker International (MWI) 2022 Training & Events Schedule

Posted on June 27, 2022 by Melissa D. Whitaker

January 19th	IDPH Team Building Workshop
February 14th – 18th	MWI Elite Sales Academy – Zoom Based
February 25th – 27th	Health & Wellness Training Event
April 8th	Client Coaching Session
April 21st – 24th	Health & Wellness Conference
June 1st	“Resilience, Innovation & Comebacks” – Unleash Your Free Spirit
August 16th	Speaking – Health, Wealth & Success – Lake Geneva Chamber Meeting
August 22nd – 26th	MWI Elite Sales Academy – Zoom Based
September 13th – 15th	Ignite Your Business (3 Day Event), Lake Geneva, WI – REGISTER NOW – https://www.melissawhitakerintl.com/ignite/
December 6th – 10th	MWI Elite Sales Academy – Zoom Based

Come Join Us!

To Register for an “open enrollment” class or event, call us at 847.845.4922 or email us at info@melissawhitakerintl.com .

*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.

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

Melissa Whitaker International (MWI) 2018 Training & Events Schedule

Posted on February 8, 2018 by Melissa D. Whitaker

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.

Do You Have G.R.I.T. in Sales?

Posted on September 12, 2016 by Melissa D. Whitaker

As a sales professional do you have what it takes? Do you have G.R.I.T.? As I continue to travel the Globe, I realize we should be asking this question more often.

GUTS: This means – personal courage and determination; toughness of character. We have to be brave and courageous to attack each day with the right mindset and ability to be BOLD. As I worked with another sales team last week filled with Major Account and Named Account reps, I am reminded once again that no matter what level we are at (new or tenured), we have to make this conscious choice every day. We will continue to battle frustrations from within our own organization and frustrations with reaching the right decision makers and influencers. We have to be creative and constantly evolve in changing times. Just because it is uncomfortable, or “you have always done it another way,” doesn’t mean you don’t have it in you to stretch and see the magic outside of your comfort zone. We ask our prospects and clients to make a change with us every day. So why are we so unwilling to change and evolve ourselves? So we have to ask, do we have the GUTS to strive on? Do we have the determination to Be Bold in our approach?

Continue reading →

The Proven Social Selling Routine Used by 65,000+ Sales People

Posted on August 9, 2016 by Melissa D. Whitaker

As we all have seen, there is a BUZZ around Social Selling today. It isn’t new, it’s just the focus in a heavy way today because just implementing traditional ways of prospecting is NOT working anymore. One of the BIG things we talk about here at MWI is the importance of using a “Combination Approach.”

This is where we believe using this proven formula of Social Selling + Phone Prospecting (with a strategy) + In the field Prospecting (when applicable by industry) + Email Strategies + Voicemail Techniques = SUCCESS!!!

All of us who have been selling for a lifetime (it seems) and those that are just entering into this exciting career of consulting, know (or soon will) that Sales is not easy. A career in Sales and to MASTER the Art, takes time, dedication, persistence and CONSTANT learning. You see “Change” is inevitable. It is the constant you can count on. So as Consultants, we have to watch, listen and learn what is working today and what is not working today. This ebbs and flows.

What that means is what worked for us even 6 months ago, may not work for us today. What stopped working today may work again in 1 year. You see, processes that become saturated usually become less effective (example phone calling). However, as our profession starts to shift heavily into Social Selling since our phones are being screened at a much higher rate today . . .

Continue reading →

Register Now – MWI Elite Sales Academy

Posted on August 2, 2016 by Melissa D. Whitaker

Here are few comments from this class this year:

“I learned so much around successful, industry specific, selling strategies that I can’t wait to begin utilizing them. They say “Knowledge is Power”. After this training, “Knowledge is Money!” – Chris, QualPath, Inc.

“I signed up for this training to make me a better salesman. I can say without a doubt, that will happen!” – Jordan, Data-Line Office Systems

Continue reading →

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

Posted on May 25, 2016 by Melissa D. Whitaker

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”

Continue reading →