Melissa Whitaker International (MWI) 2024 Training & Events Schedule

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 – 19thMWI Elite Sales Academy Zoom VirtualRegister Here
January 24th – 26thMWI Elite Sales Academy – Private onsite for Client
January 29th – February 3rdHolistic 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 21stPrivate 1 on 1 Coaching Day for Clients
February 22ndPrivate Group Sales & Leadership Coaching for Client
March 6thCovering the World in Christ Conference – Melissa’s Speaking about “Resilience, Innovation & Comebacks” Register Here
Tim Tebow – Keynote Speaking on March 7th
March 13thLeaders 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 17thWIB – Women in Business Luncheon – Melissa’s Speaking about “The Journey to Success” – Schaumburg, IL
April 20thASA Chicago – Melissa’s Speaking about “11 Vital Steps to Mindset & Goal Setting”
May 8thEngaging Speakers – Libertyville, IL – Melissa’s Speaking about “11 Vital Steps to Mindset & Goal Setting”
May 13th – 17thMWI Elite Sales Academy – Zoom Virtual(4 Hours/day)Register Here
June 11th – 13thMWI Management & Leadership Academy (in Person Class) – Register Here
Building & Retaining High Performance Teams
June 19thMWI Workplace Assessments + Workshop – Private onsite Client Event
August 19th – 23thMWI Elite Sales Academy – Zoom Virtual(4 Hours/day)Register Here
October IGNITE Your Business 2024
November 18th – 22ndMWI 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

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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

  1. 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.

IGNITE Your Business with Strategic Networking – 1/2 Day Workshop

ONLY 3 SEATS LEFT – GRAB THEM NOW (CLOSING REGISTRATION)

Do YOU want things to run more smoothly in your business, with better systems and better help? Do you want to scale your business FASTER?

Are you tired of feeling frustrated with a lack of sales?

Come join us on June 8, 2023 from 10am – 2pm to Grow Your Business Exponentially – Without the Overwhelm

Date: June 8th, 2023

Location: The Ridge Hotel, W4240 WIS-50 W, Lake Geneva, WI 53147

Time: 10am – 2pm (Lunch Included)

✅ Strategy around MAXIMIZING your Efforts with Networking Events
✅ Social Media High Impact to Increase Sales
✅ Free Databases – Laser Focus on your Ideal Clients

DRAMATIC INCREASE IN YOUR SALES!

Claim your SEAT! You can scan the QR Code to Register or you can click this link. We hope you can join us and invite a friend!

Come join us and if you have a team, bring your team! If you have any questions, please reach out to us at 847.845.4922.

Melissa Whitaker International (MWI) 2023 Training & Events Schedule

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 .

February 20th – 24thMWI Elite Sales Academy Zoom VirtualRegister Here
March 17th – 18thBTA 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 19thMWI Customer Service Academy – Zoom Virtual (2 hours/day) – Register Here
April 18thVisit Lake Geneva – Melissa’s Speaking about “Strategic Networking that Builds Your Business”
May 22nd – May 26thMWI Elite Sales Academy – Zoom Virtual (4 Hours/day)Register Here
June 8thIGNITE 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 – 25thMWI 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.

Struggle with Closing More Deals?

The real reason sales people struggle to close more deals . . . .

I hear weekly from sales people that they need help in doing a better job closing deals and my first question to them is how did they start the conversation?  Did they do every step of a thorough sales process that we have talked about?  or Did they take short cuts hoping that they could close faster?

I came across this article by Bob Apollo and he nails it on the head for what I consult, train and coach sales reps around this topic.  Take a moment to read this article and ask yourself, are you slowing down enough to speed up the sale?

http://www.inflexion-point.com/Blog/bid/93588/The-real-reason-sales-people-struggle-to-close-opportunities

Make it a great day!

Melissa D. Whitaker

MWI Summer Prospecting

It’s summer. No one is around.  Why prospect?  WRONG!!

It is summer – get out there and prospect even more!  Summertime is the perfect opportunity to fill your pipeline FULL of ideal clients.  Watch the video below where I share with you “10 Ideas for prospecting in the summer.”

  1. Attend local events
  2. Potential Prospects – Attend their sponsored events to learn about their company.
  3. Friday Afternoons – Great time to make connections with decision makers.
  4. Use social media to make more connections.
  5. Research ideal clients – make a targeted list of prospects.
  6. Do a Customer Survey – Touch current accounts and go “deeper, wider, broader.”
  7. Re-connect with Leads that went cold – Take a look at past leads where the timing was not right.  Make an effort to re-connect, now may just be the right time.
  8. Have a growth mindset – Think positive about all the great connections and ideal clients you will come in contact with this summer.
  9. It is about them – not YOU.  Remember to always create value for your prospects and show the ways you can expand their business.
  10. Have FUN!  Summer is a great time to meet new people.

 

Also, download our “NEW Free Resource” called 51 Tips to Connecting with More People:  https://qr199.infusionsoft.com/app/page/connectmore  

 

What is Your Legacy as a Sales Manager and or Leader?

Happy businessmen discussing business report sitting at meeting table in office.

“Leadership flows out of what we do and who we are.”  – Dan Flow, CEO & Chairman (Flow Companies, Inc.)

My question to you today is “Do you care?”  Do you truly care about:

  • Your People?
  • Your Customers?
  • Your Community?

As a Sales Manager and or Leader of your company, I want you to take a moment to ask yourself what kind of legacy are you leaving?  Are you showing up each and every day to just get by?  To just do a job?  I hope not.  As leaders, we impact every person we engage with (good or bad).

Do you want to be known as a person who truly cares about your people, your customers, and your community?  What are you intentionally doing to build up others and keep your promises.  One thing we have in life is OUR WORD.  Are you keeping your word?  Are you pulling the greatness out of your people?  Are you asking what you can do to help customers daily in the field?  Are you willing to give back?

Your People

Let’s start with discussing your people.  You have been put in your position to help your people create results.  This starts at the human element.  Your people are just that – PEOPLE.  They are not a number, they are human beings with all the complexities life brings at us.  Have you taken the time to notice what your people are doing right?  Have you given an ata boy or ata girl about that?  We are constantly told to point out what people AREN’T doing, however we are not reminded to look for and reinforce what people ARE doing well.  So take a moment today to intentionally look for what your people are doing RIGHT and thank them for doing a great job!  Ultimately your people want to know if you care about them and their lives.  When you show that you care, your people will care more about creating results for you!  “The essence of effective coaching is treating people the way they can be, not the way they are.”

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

GRIT

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?

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Gold Metal or Bust

“With the Olympics underway, athletes should have their mind on gold–and only gold.

Although the concept of first or last may sound unfair and difficult to accept for some, in the real world, regardless of your business or career, first place is the only place that matters.

As the world watches the Olympics this week, remember that if you’re not first, you’re last. ” – Grant Cardone

iStock_000006193434Small

There is always the battle today between being Competitive and Collaborative in the business world.  I hear these terms being thrown around all the time.  The reality is, there is a time for “healthy competition” between sales people and sales teams etc., and there are times to encourage “collaboration” between companies, colleagues and strategic alliances.

When it comes to Sales Management and Management / Leadership overall, what are you doing to prepare your team for the Gold?

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Grand Slam BTA – Boston – September 15-16, 2016 – SPEAKING

BTA Grand Slam Info

I am honored to be speaking at this event:

The Cultural Shift in Sales & Management

Melissa D. Whitaker, CEO & Founder, Melissa Whitaker International, LLC

(www.melissawhitakerintl.com )

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