In this episode of Off The Charts Business, Nathalie Lussier and guest Marc Wayshak discuss the lucrative potential of individual sales versus big companies.
Marc, a sales trainer, advocates for the growth achievable through sales training for individuals and underscores the role of tools like Teams for collaboration.
He attributes a professional corporate image for his Sales Insights Lab to Rain Boyd, an AccessAlly expert.
He discusses the significance of accountability, progress tracking, and adaptability in content creation, particularly on YouTube.
Marc also emphasizes the importance of active communication, understanding customers, and developing a scripted sales process. He shares his preference for high-ticket services and how he has navigated YouTube algorithm changes.
Lastly, he shares insights from customer conversations, his successful Lab Accelerator Plus program, the evolution of his business from solo sales trainer to a scalable company, and his decision to build his own platform with Access Ally.
Join the exploration of sales training, YouTube marketing, and building a scalable business with a personal touch.
About Marc Wayshak
Marc practices a data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.
Marc is a contributor to Inc, HubSpot, Fast Company, and Entrepreneur Magazine. He also hosts a popular YouTube channel on sales strategy with over 124,000 subscribers.
He is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc holds an MBA from the University of Oxford and a BA in social sciences from Harvard University.
Timestamped Overview
[00:02:31] Transition from solo sales trainer to high ticket program
[00:08:53] Membership: specific offers, upsell to high ticket. Switched from membership to high ticket: less support, less complaints.
[00:12:55] Do it yourself, script questions, close sales.
[00:18:29] Dashboard with objectives, notes, and course completion.
[00:25:16] Program for smaller orgs, intensive coaching for managers.
[00:29:33] YouTube: Free marketing engine, consistent content creation.
[00:36:35] Access Ally is a user-friendly platform that integrates well with Infusionsoft. Keeping things simple is key for successful business growth.
[00:41:40] Phone calls and conversations lead to success.
Highlights from this episode
1. Selling to Individuals vs. Big Companies
Smaller individual sales provide more opportunities for making money compared to big companies.
Individuals are willing to invest more in sales training for themselves.
Going after smaller individuals does not limit the potential for becoming a large organization.
2. Building a Sales Insights Lab with AccessAlly
Utilizing the tools provided by AccessAlly for accountability and collaboration.
Working with Rain Boyd, an AccessAlly Implementer expert developer, to design the Lab.
Implementing quizzing in the Lab to ensure active engagement.
3. Utilizing YouTube for Marketing
YouTube is the speaker’s most important free marketing tool.
Consistently putting out content on YouTube for the past six years.
Repurposing YouTube videos into blog posts to improve SEO and grow the email list.
4. The Importance of Human Interaction in Sales and Marketing
Emphasizing the value of doing sales calls oneself in the beginning and not outsourcing.
The speaker listens to call recordings as a way to train oneself and gain qualitative research.
Highlighting the value of starting conversations with clients and prospects without waiting for everything to be perfect.
Building a scalable business with a team of salespeople and support staff to provide better coaching and support.
From Membership to High-Ticket: Switching Models for Decreased Support and Increased Revenue with Marc Wayshak