The Sales Vault

Friday Office Hours with Bill
2023-07-14 12:00 - 13:00 (America/New_York) | https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-07-14/
You asked and Bill delivered! Friday at noon is the new time slot for Office Hours.
Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.

https://us06web.zoom.us/j/84446581324?pwd=[REDACTED]

That Nuisance Customer [Note: Date Changed to July 12]
2023-07-12 11:30 - 12:30 | https://salesvault.pro/event/that-nuisance-customer/
“I need to place an order, but I don’t know what I want or how many. The only thing I know is I need them in a hurry.”
Ah, yes, the nuisance customer. We love new revenue streams and annuities but not the work it takes to get there. Let’s talk about deciding whom to work with, identifying red flags, and then how to handle it when turning the work away is the best choice.

"New-to-Sales" Group [Note: 1:30pm start this week]
2023-07-11 13:30 - 14:30 | https://salesvault.pro/event/new-to-sales-group-2/
Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support.

This small discussion group (5-7 participants) meets via Zoom every other week.
Everyone brings one sales challenge and receives instantly-applicable ideas. Recent discussion points have been:

Overcoming self-doubt
Work/Life balance
The fear of selling
Beating Imposter Syndrome
How to build a client base fast
What to do with a bully client

No Office Hours this week. Happy 4th!
2023-07-07 12:00 - 13:00 | https://salesvault.pro/event/office-hours-with-bill-fridays-2-2/

Friday Office Hours with Bill
2023-06-30 12:00 - 13:00 | https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-06-30/

"New-to-Sales" Group
2023-06-27 13:00 - 14:00 | https://salesvault.pro/event/new-to-sales-group/

Beating Voicemail
2023-06-27 11:30 - 12:30 | https://salesvault.pro/event/beating-voicemail-june-2023/
If you see voicemail as an obstacle, think again. Voicemail is a powerful selling tool if you know how to leave a valuable message. This workshop gives you a template to use and teaches you what to say and how to say it.

Friday Office Hours with Bill
2023-06-23 12:00 - 13:00 | https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-06-23/

Selling to Different Personalities
2023-06-20 11:30 - 12:30 | https://salesvault.pro/event/selling-to-different-personalities-june-2023/
When you are selling to someone you’ve never met before, you need to quickly determine how to communicate with that person. That requires figuring them out. Fast. This workshop will teach you how to identify and speak to four different personality types.

Friday Office Hours with Bill
2023-06-16 12:00 - 13:00 | https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-06-16/

New Business
2023-06-13 11:30 - 12:30 | https://salesvault.pro/event/new-business-june-2023/
This Insider-exclusive workshop will help you to create and maintain a New Business strategy. We will discuss what works and what doesn’t and why that is. You will hear best case scenarios from your peers and Bill will give you a sustainable plan.
Questions to ask yourself in preparation for this workshop.

In the past, have you been able to maintain a plan for new business?
Where are your best sources for new business?
Where is your motivation coming from for this work?

Friday Office Hours with Bill
2023-06-09 12:00 - 13:00 | https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-06-09/

Pre-Call Research: Gaining Access to Power
2023-06-06 11:30 - 12:30 | https://salesvault.pro/event/pre-call-research-gaining-access-to-power-june-2023/
If you are looking to get into a price-based conversation, this is not the workshop for you. If, however, you prefer selling solutions and naming your price, you might want to check this one out.
What You’ll Learn

How to come up with a killer-good sales pitch
Where to look in order to learn more about a prospect
Whether or not a company buys on price ahead of time

Friday Office Hours with Bill
2023-06-02 12:00 - 13:00, 2023-05-26 12:00 - 13:00 | https://us06web.zoom.us/j/84446581324?pwd=[REDACTED]
You asked and Bill delivered! Friday is the new time slot for Office Hours!
Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.

Sales Best Practices
2023-05-30 11:30 - 12:30 | https://salesvault.pro/event/sales-best-practices-may-2023/
As Tony Robbins would say, “Success leaves clues.” In this workshop, you will learn the traits and tricks followed by top sales people. From a better use of time to a disciplined adherence to the sales fundamentals, these practices are not complicated.
Sign up and take your sales not just to the next level, but to the top level.

Advanced Questions

Think about the best sales rep you’ve ever met or worked with. Describe what makes him/her so.
Wave a magic wand over your head; one that dramatically improves you as a sales rep. What did it do?

Time Management Master Class (Note Date Change to Thurs. May 25 @11:30am EST)
2023-05-25 11:30 - 12:30 | https://salesvault.pro/event/time-management-master-class-may-2023/
While time management for salespeople is important, it’s far from being enough. You also need to know where to focus your selling activities. Only when you combine time management with proper sales focus do you achieve the elusive goal of selling more in less time.
What You’ll Learn

How to apply Pareto’s Principal
How to identify your top sales activities
A repeatable five-step process to follow

Friday Office Hours with Bill
2023-05-19 12:00 - 13:00, 2023-05-12 12:00 - 13:00, 2023-05-05 12:00 - 13:00 | https://us06web.zoom.us/j/84786495538?pwd=[REDACTED]
New for the month of May! Friday office hours will replace the regular Wednesday time slot.
Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.

Vertical Markets: Selling to Colleges
2023-05-16 11:30 - 12:30 | https://salesvault.pro/event/vertical-markets-selling-to-colleges-may-16-2023/
It’s a nightmare for colleges and universities right now. Before the Pandemic, there were 7 consecutive years of declining applicants. Then came the shutdown, allowing students and parents a chance to reevaluate the financial benefits and risks of higher education. And now? Now colleges and universities are navigating uncharted waters and they need help.
This live event, exclusive to Vault Insiders, covers trends in this important vertical, lists opportunities, and names names for key decision-makers.
Advanced Questions:

What is your biggest challenge when it comes to selling to colleges?
What do you think might be their biggest challenge?

Vertical Markets: Selling to Hospitals
2023-05-09 11:30 - 12:30 | https://us06web.zoom.us/j/82177724470?pwd=[REDACTED]
Perhaps no other vertical market has seen more disruption than healthcare. Hospitals went from business as usual to anything but and now try to get back to normal. Where are the opportunities for you to help? This program gives the answers.

Vertical Markets: Selling to Banks
2023-05-02 11:30 - 12:30 | https://salesvault.pro/event/vertical-markets-selling-to-banks-may-2-2023/
Even before the pandemic, banks were experiencing a radical change in every part of their business model. With fewer branches they have less face-to-face contact with their existing customers and must seek new ways to not only expand service offerings within current clients but also pull in new business.
Do you want to know how you can help? Join in on this LIVE one-hour workshop where we’ll cover a lot of ground.
What you’ll learn?

Where and how to find the opportunities;
What to say;
How to overcome likely objections;
And ultimately, how to secure profitable and repeatable business.

Insider Office Hours
2023-04-26 12:00 - 13:00 | https://salesvault.pro/event/insider-office-hours-april-26-2023/
Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
Please make sure you login a few minutes early. After the call starts, neither Bill nor Kelly will be able to help with any technical issues.

Overcoming Objections
2023-04-25 11:30 - 12:30 | https://us06web.zoom.us/j/86308424272?pwd=[REDACTED]
Sales objections are to be expected. Fortunately, you will hear the same ones over and over again:

“Your price is too high”
“We already have a vendor”
“We get everything from corporate”
“We get 3 bids on everything”

This workshop gives you the words to use in order to break through and make a sale.

Insider Office Hours
2023-04-19 12:00 - 13:00 | https://salesvault.pro/event/insider-office-hours-april-19-2023/

Prospecting for Introverts
2023-04-18 11:30 - 12:30 | https://salesvault.pro/event/prospecting-for-introverts-april-18-2023/
Break out of your shell, and sell!
Selling is scary – for even the most outgoing of us. If you’re an introvert it makes it harder. This workshop won’t change your personality, but it will give you strategies to overcome your fears when it comes to sales.

Insider Office Hours
2023-04-12 12:00 - 13:00 | https://salesvault.pro/event/insider-office-hours-april-12-2023/

Innovative Lead Sources
2023-04-11 11:30 - 12:30 | https://salesvault.pro/event/innovative-lead-sources-april-11-2023/
Sure, you could buy a list of companies and do the old fashion “Dial-for-Dollars” routine. Maybe you prefer waiting for your phone to ring. If you want new business, you need new and innovative sources to find the best possible prospects. This workshop will help.
Advanced Questions

Where do you find your best leads now?
What makes up the ideal lead?

Insider Office Hours
2023-04-05 12:00 - 13:00 | https://salesvault.pro/event/insider-office-hours-april-5-2023/
