• In this workshop you will learn what prospecting is and what methods are available to you to maintain the desired growth and generate new business leads.

• The participant will become aware of similar feelings and emotions that other people share regarding cold calling and how to overcome these negative emotions so that you will see positive results from your efforts.

• We will help you to set reasonable prospecting expectations so that you avoid feeling disappointed or discouraged.

• You will learn techniques for cold calling and also other methods for generating leads that can produce better results with less effort.

• In this workshop you will list the common challenges faced by sales professionals when looking for business and discuss ideas to overcome them.

• We will address your needs and give you the power to motivate yourself during difficult times.

• The participant will gain a clear picture of how to identify their target market and what sources are available to generate leads.

• You will design a strategy to ask better quality questions to develop opportunities by understanding the value that you bring to a potential client.

• Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.

• Those working in a sales position that requires them to prospect for new business opportunities and develop new customer relationships.

• People working for an organization that either didn't previously have any competition or those whose potential clients are no longer seeking them out and they are now forced to go out and find the business.

• Individuals who are fearful of getting out of their comfort zone and going after new business opportunities.

• Sales staff or organizations whose business has flat lined and need to learn ideas and techniques for tapping into new market segments.

• Those who wish to be proactive and want to learn how to sell, rather than be an order taker and wait for the customers to call on them.

• People who want to learn how to plan, strategize and systemize their business in order to create a constant stream of incoming opportunities and ever increasing income.

Today, I learned how important it is to understand the need to schedule a time for prospecting.  This will help me maintain a consistency with my sales.  Marshall's approach allows me to focus on the 'why' so the 'how' becomes almost automatic.

Angelo, Florendo, Product Specialist, Phoenix AirMid Biomedical

Today, I learned several things.  How to prepare a list of unique values you can offer your customers and how to create a list of questions related to these values.  This will provide me with leverage in the sales cycle.

Cameron Miller, Product Specialist, Phoenix AirMid Biomedical

Overcoming challenges, thinking outside the box, being prepared – it all helps me to work smarter.  I found today to be very interactive, positive, hands-on involved.

Orlena Butcher, Manager, Business Solutions, Prior Resource Group

Stay in the groove, don't be discouraged by the word NO and how to ask the right questions.  Today we covered a lot of information to help me in setting goals.

Shawn Craig, General Manager, Craig Security Inc.

Today helped me to understand that it is a numbers games.  Being more comfortable working with numbers has put prospecting in a better prospective for me which will make this part of my job easier.  One of the best so far that I have attended.

Shelley Parsons, Manager, Business Solutions, Armor Personnel

I learned a lot using funnel system.  Keeping track of number is important to keep me motivated.  Today was great, exactly what I was looking for.  Marshall is always fun, informative and knowledgeable.

Sharon Essery, Owner, Design's by Sharon

What did I learn today?  Don't be worried to make cold calls, you won't die from them.

Brian Jones, Sales, R.Jones Print & Display

Today, I learned the importance of cold calling and how to prepare and plan to increase my success ratio.  Marshall was quite motivating and the course touched on the factors that limit your abilities not to cold call.

Donna Gagich, Sales Manager, Provincial Environmental

I learned the most from “What are your numbers”. I did already know the importance of this but to see it in writing with the percentages that it takes to get that one customer really hit home.  Today's information has been very helpful.  The course had some very good ideas and the examples were well covered in the material.  Marshall is easy to understand and is very interesting.  He provided good and helpful information.

Dave Pipes, Outside Sales, DeeTag Inc.

Today I learned how important it is to take the time to prospect.  Putting together the telephone script will make this easier for me.  A very useful workshop focused on going over the basics.

Pat Stancati, Territory Manager, DeeTag Inc.

I learned that I always need to be prepared for the unexpected.  I need to always be a creative thinker and stay focused.

Chris Martin, Branch Manager, DeeTag Inc.

Good workshop with valuable information.  I learned the importance of preparing for cold calls and keeping my hopper full.

Dave Milne, Sales Representative, John Crane Canada Inc.

Very effective!  I need to attend other modules.  I learned the most from being prepared and having a strong mindset.  They are both so very important.  It was a great morning.  Marshall is good at relating his own stories and getting the group involved.

Josh Benay, Inside Sales Consultant, Ceridian

Information is very interesting and helpful for every day sales obstacles.  I learned that making a list of attainable goals will help me be better motivated during prospecting.  Marshall has very good presentation skills.  He is easy to listen to and make the material fun.

Jeffrey F. Pereira, Small Business Sales Rep, Ceridian

This is a great workshop for rookie sales professionals.  I learned to call the same prospect at least five times.  Study your mindset and use a template for needs analysis on every call.

Justin Loucks, Small Business Sales Consultant, Ceridian

Marshall is an interesting speaker.  Great ideas and great information.  I learned to prospect effectively!

Alan Presley, Project Co-ordinator, Signalex

Uncovering and Creating Business Opportunities was very interesting and brought to light a lot of strategies that were forgotten.  I learned the importance of a prospect list and working through them.  Marshall is very interesting and always to the point.

Tim Doyle, Territory Manager, Ontario Glove

I think some of the material in Uncovering and Creating Business Opportunities will be very helpful for prospecting.  It is important to set aside time for prospecting to generate new sales.  I find Marshall very engaging and easy to listen to.

Sue McCarthy, Sales, Ontario Glove

Very motivational and it excites me to get into my field to practice what I learned. I thoroughly enjoyed all the parts especially relating to telephone skills.
Nicole Padfield, Staples

It was a good session. Well worth the time and money. There were some new tips I didn't know and good refresher of basis. The detail put into forcing us to write introductory telephone statements and general benefit statements was great.
Jack Fonseca, Trylon TSF

Great workshop. A benefit for new and seasoned sales people. Very up beat.
Adrian Hartog, Leon's Insulation

Marshall is “excellent”. Everything we talked about will be used to better my attitude and career. Marshall makes sure everyone's concerns or question were looked after.
Stephanie Glass, Addressograph Bartizan

Marshall keeps the workshop interesting with group participation and interaction.
Mike Hruden, Trylon TSF

Very informative! Well thought out course, flowed easily, very stimulating and interactive, made me think. Great interaction to take home and use. It allowed me to go back to the office and pick up the phone. Wouldn't change a thing.
Julia White, The Co-operators

Excellent. The telephone skills with example responses helped me the most.
Doug Styles, Infofile

I thought this course was very well organized, some really helpful information. I really enjoyed learning about cold calling and got some very useful information. I thought Marshall was very enthusiastic and made the class more interesting.
Jessica Grassby, Air Calm Climate Care

Marshall is very enthusiastic and makes learning fun and enjoyable. He really puts things into perspective!
Tina Bruni, Beauty Systems Group

I enjoyed the energy and the unbiased approach to teach us (unlike people who have worked in real estate). The course was well organized and had effective plans to increase business. It was great.
Diane DiGiandomenico, Realtor, Prudential Grand Valley Realty

Marshall is well spoken and he has a non-threatening manner of speaking. He is very approachable. I like the examples of how to approach in a non-threatening yet professional manner.
Harjit Bansal, Realtor, Prudential Grand Valley Realty

The workshop is well laid out and easy to follow for later use. The instructor has a good level of motivation. I received the knowledge or a reconfirmation of the direct approach – ask. I don't know what you have but can't wait to use the referral system taught today.
Gail S. Boyko, Realtor, Prudential Grand Valley Realty

Marshall used reinforcement through stories and he is very easy going.
Ken Mohan, Realtor, Prudential Grand Valley Realty

Marshall is dynamic! His involvement with attendees kept us alert.
Ken Heffernan, Realtor, Prudential Grand Valley Realty

Very worthwhile and informative. It was all very well done.
Cheryl Stephenson, FirbreWired Burlington Hydro Communications

Well rounded educational experience. The instructor was consistently helpful throughout the duration. Marshall performed well with no obvious flaws or required improvements
Paul Rogers, Quorum Technologies

The workshop helped to create a more positive outlook to “cold calling”. Marshall was very personable and made the day enjoyable. The focus on how to overcome objections and the general information regarding customer base (bank account) was great! Marshall articulated all concepts in a very easy-to-understand way. He made my position seem easier that I thought it would be and makes me more motivated. I would recommend this course for anybody in a telesales or salesperson position. The smaller group setting was great and we were able to personalize the information to suit our company.
Chris Rawlings, Addressograph Bartizan

The day went by extremely fast. Marshall was enthusiastic and very informative. I could definitely tell Sales is his passion. Qualifying customers and using different techniques with questioning clients/customers was well explained. Marshall makes everyone feel comfortable and uses examples that apply to our business. This course was definitely beneficial and hope to learn more with “Sales Insights”. This will be in our company library.
Elita Amaral, Addressograph Bartizan

Uncovering and Creating Business Opportunities/Telephone Skills is extremely useful. The instructor seems very knowledgeable about the sales industry. The handouts are well done and the structure is very organized. Marshall makes everyone feel comfortable.
Jennifer MacKay, Prior Resource Group

Marshall is a wonderful facilitator and teacher. He was able to communicate well with everyone in the workshop. Marshall excels at getting people involved and participating in the training. Keep on doin' what you're doin'!
Don J. Crupi, Certified Administrator, Facilitator and Consultant, EQability.com

Informative, knowledgeable, personable. I like the approaches used to engage the audience. It worked well for the mixed audience that we had. I can appreciate that this is not typical. It was better than expected. Thanks.
Tom Curtis, Labtronics Inc.