Weekly Content & Live Workshops

Rewatch & Replay

Insider Workshop Replay

30 Day Sales Plan Workshop Insider Replay

Watch the replay of Bill’s 30-day Sales Plan October 19 workshop.

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Insider Workshop Replay

Vertical Markets: Selling to Colleges Workshop Insider Replay

Watch the replay of Bill’s Vertical Markets: Selling to Colleges October 12 workshop.

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Insider Workshop Replay

OK Kelly, What Should I Post: Sept. 14 Insider Replay

Watch the replay of Kelly Mallozzi’s “Ok Kelly, What Should I Post” September 14, 2021 Workshop.

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Insider Workshop Replay

Your September to November Sales Plan

Watch the replay of Bill’s August 31st 90 day sales plan workshop. Think about the various parts of your sales landscape and come up with a quick and instantly-applicable list of activities.

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Insider Workshop Replay

What Makes the Best of the Best Insider Replay

Watch the replay of the August 26th workshop with Bill Farquharson focused on what traits and behaviors make the best sales reps the best sales reps.

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Insider Workshop Replay

Time Management Master Class Insider Replay

Watch the replay of the August 12th workshop with Bill Farquharson focused improving your sales presentations.

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Insider Workshop Replay

Effective Sales Presentations Workshop Insider Replay

Watch the replay of the August 12th workshop with Bill Farquharson focused improving your sales presentations.

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Insider Workshop Replay

Time Management Basics Workshop Insider Replay

Watch the replay of the August 5th workshop with Bill Farquharson focused on the basics of Time Management.

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Insider Workshop Replay

Selling to Hospitals Workshop Insider Replay

Watch the replay of the August 3 workshop with Bill Farquharson focused on selling to Hospitals.

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Insider Workshop Replay

Prospecting for Introverts Workshop Insider Replay

Watch the replay of the July 29 workshop with Bill Farquharson focused on strategies to overcome your fears when it comes to sales.

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Insider Workshop Replay

Staying Organized Workshop Insider Replay

Watch the replay of the July 27 workshop with Bill Farquharson and Alex Haimann, co-founder of LessAnnoyingCRM.com, who talk about the challenges sales reps face in keeping everything straight and offer ideas for staying on top of the chaos.

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Insider Workshop Replay

Sales Triathlon Workshop Insider Replay

Watch the replay of Bill’s July 15th Sales Triathlon workshop focused on time management, overcoming objections, and beating voicemail.

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Insider Workshop Replay

Selling Mindfully with Jonathan London

Special Sales Vault contributor Jonathan London led a live workshop focused on channeling your best self to impact sales success. Watch or listen. Video and Podcast versions below:

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Insider Workshop Replay

Expert Interview Series: LinkedIn Strategies with Joanne Gore

How’s your LinkedIn profile working for you? One hack for improving your chances of connecting with a prospect is to pull them in with an …

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Exclusive Downloads

What to Say When Calling a “Dead” Account

Someone at your company had a bright idea: Let’s call on accounts we haven’t heard from in a while. Maybe they need something. Maybe they’ve forgotten about us. You agree… That is a great idea…

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Sales Emails That Get Responses

For better or worse, email is a primary form of communication. While it is a time saver for the sender and the recipient, the sheer volume means your email is just another face in the crowd; that is unless you do something to make it stand out.

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The LinkedIn Invite: What to Write Download

You want to connect with someone on LinkedIn but they do not know you and, quite honestly, have no reason to accept your invitation.
Before the connection request is sent, LinkedIn suggests you include a message.
What do you write?

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Questions to Ask: Download

This Sales Vault Insider exclusive download outlines specific questions you might want to use to engage in a solution based conversation with the client.

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The Expert Sales Week Planning Guide

An efficient sales week is no accident. The biggest mistake sales people make—by far—is the lack of planning ahead.  And yet just a little preparation before end-of-day Friday to look at your calendar and think through a plan for next week goes a long way. Ask yourself: What worked this week, what didn’t work? Are …

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Better than a Sales Script: Download

You: “Hey, Bill. Can you post a sales script for us to use? Me: “Well, yes…and no. I will post something that will help but it won’t be a script.” I often get asked, “Do you have a sales script I can use?” The question makes my skin crawl. There is no one-size-fits-all group of …

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Download 6 Prospecting Letter Templates

Here are some prospecting Letters to emulate or flat-out steal from, courtesy of The Sales Vault and yours truly. A good business letter has three components: • In the first paragraph, say what you are going to say.• In the second paragraph, say it.• In the third paragraph, say what you said. Oh, and one …

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home office, apple inc, business

The Best (and funniest) Prospecting Letter Ever!

What would you want out of a good prospecting letter? An appointment, perhaps, but can you really expect to get that from just one single letter? Download Letter [pdf] An Insider Exclusive! Steve Block did it with this letter I’m about to talk about… Steve was one-of-a-kind. A Business Development Manager (think: Inside Sales and …

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Courses

Insider Exclusive

Why Your Sales Reps Won’t Sell Inkjet (and what to do about it)

This second-in-a-series video discusses a clever idea for uncovering a sale to a bank. Banks spend 10 times more on this than on anything else. Follow the money.

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Insider Exclusive

Verticals: Selling to Banks Opportunity #2 – Follow the money.

This second-in-a-series video discusses a clever idea for uncovering a sale to a bank. Banks spend 10 times more on this than on anything else. Follow the money.

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Insider Exclusive

Verticals: Selling to Banks Opportunity #1 – The Basics

Before you sell to banks, you need to understand their world. This first-in-a-series video goes over the basics and gives 2 ideas for where you should start.

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Insider Exclusive

Nail that First Prospecting Call

That first prospecting call can be terrifying for a lot of reasons. This Sales Vault course gives you ideas and strategies to take you from fear to fierce.

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Insider Exclusive

Finding the Elusive Customer in COVID Times

In a recent Sales Vault poll, members overwhelmingly reported “Finding and connecting with customers/prospects” as their #1 sales challenge. This course speaks to that issue directly with several ideas designed to help with a long time obstacle made more difficult with so many now working from home.

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Insider Exclusive

How to Overcome the ‘Price’ Objection

Ask a sales rep to name their top sales challenges and, “Responding to a customer telling me my bid was not the lowest” is certainly in the top three. This course teaches you options for not only beating this objection, but avoiding entirely.

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Insider Exclusive

Sell like Geico

Quick: Think of a Geico ad campaign. Bet you thought of several. The result of their approach: $41.6 Billion in profits to Berkshire Hathaway. What's the lesson? How can you "Sell Like Geico" and what might it do for your sales? Take the course and find out.

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Insider Exclusive

Selling to Verticals Markets

Learn the recipe for success in selling to verticals.

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Insider Exclusive

Applying Pareto: Work Less, Sell More

The infomercial promise of selling more in less time can be a reality if you heed the lessons and follow the steps in this aptly-named course, Applying Pareto: Work Less, Sell More.

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Insider Exclusive

Basic Time Management: Strategies

Learn the not so secret secrets to good time management: preparation and planning is key.

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Insider Exclusive

Basic Time Management: The Fundamentals

Learn the not so secret secrets to good time management: preparation and planning is key.

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Free Sample Course

10 Tips in 10 Minutes

Get 10 instantly applicable tips in only 10 minutes. This video is a sampling of sales training courses you will find in the vault.

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Insider Exclusive

Diligence: Engage the Plan

You know who to talk to and your research has shown you what to say. Now’s the time to apply that prospecting process.

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Insider Exclusive

Pre-Call Research

Explore ways to research a prospect to prepare for your first sales call - book appointments and open doors fast with your knowledgeable sales pitch.

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Insider Exclusive

How to Create a Prospecting Process

Learn why you need an effective prospecting process and tools to create one that works for you.

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Insider Exclusive

Where to Look for Leads

Try these 4 innovative sources for generating leads.

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