Marc Wayshak

Marc Wayshak is the author of two books on sales and leadership, "Game Plan Selling" and "Breaking All Barriers." As a sales strategist, Marc created the Game Plan Selling System to revolutionize the way salespeople, entrepreneurs and companies approach selling. He holds an MBA from the University of Oxford and a BA from Harvard University.

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Articles by Marc Wayshak

• 5 proven tips for sending emails that close sales

  Tuesday, December 16, 2014

  ​Sending emails is an integral part of selling in today's world. But at a time when prospects are receiving hundreds of emails every single day, it is easy for yours to get lost in the crowd.

• Prospecting isn’t an event, it’s a campaign

  Tuesday, December 02, 2014

  ​Bill is responsible for sales at his company and considers himself a tenacious worker. Whenever he discovers a new prospect, he enters him or her into the system. From there, he will attempt to contact that person by phone, through email and even via office visit, if possible. However, after a number of failed attempts, Bill is likely to toss the person into the sea of dead prospects. Does this sound familiar at all to you?

• Getting past gatekeepers to reach high-level decision-makers

  Tuesday, October 28, 2014

  ​At one time or another, all salespeople have been confronted with the dreaded gatekeeper — that office assistant or administrator who intercepts sales calls, blocking you from talking to the high-level prospect you want to reach.

• HubSpot CEO discusses the new approach to online marketing

  Tuesday, October 07, 2014

  As the first inside salesperson for PTC, a Needham, Mass.-based software company, Brian Halligan got his start cold-calling until his "fingers bled," he quipped during a recent interview. Later, when a venture capitalist enlisted him to bring the PTC playbook to a host of portfolio companies, he realized that old industry standbys needed a drastic overhaul if marketers hoped to cut it in an increasingly social-centered world.

• 4 simple questions to ask in each selling situation

  Thursday, May 22, 2014

  ​Over 500,000 startups are born each year in the United States alone. Impressed by that number? Don't be — because 50 percent of those startups fail within their first year. And, within the next four years, another 50 percent or more will fail.

• TripAdvisor CEO Stephen Kaufer offers 3 key tips for entrepreneurs

  Friday, May 09, 2014

  ​As I sit across the table from Stephen Kaufer, I sense a mind that moves at light speed. Beneath his calm demeanor, it's clear that the TripAdvisor CEO is constantly planning ahead. And it's not hard to see why.

• What CrossFit teaches us about pricing

  Wednesday, April 23, 2014

  Walk into any CrossFit gym, and you'll probably hear loud music blasting over the grunts of CrossFitters pushing their bodies well past what most would consider possible. Regardless of your athletic ability, though, CrossFit has a few lessons in store for you. In fact, all small business owners would be wise to learn a thing or two about pricing from the CrossFit business model.

• 8 tips to dominate the competition in sales

  Wednesday, April 09, 2014

  ​Your competitors are out there right now trying to sell your customers and prospects. That's the bad news. The good news is that, with the right selling strategy, it is easy to stand out from the competition.

• 5 must-know tips for creating the ultimate sales proposal

  Tuesday, April 01, 2014

  So many salespeople are losing sales or selling at a low price, not because they were ineffective in the sales meeting, but because their proposal was weak. By implementing an effective and proven proposal strategy, you can both increase the number of closed sales and the average sale size.

• 5 simple ways to outsell your competition

  Thursday, March 13, 2014

  Your competition is out there right now selling to your prospects and customers. That's the bad news. The good news? They are all doing the same few things to try to win prospects' business.

• Stop discounting: 5 easy tips to sell at a premium price

  Tuesday, February 25, 2014

  ​Have you ever discounted your price in order to close a deal? Have you ever touted lower prices in order to get a foot in the door? Then you are in the vast majority of companies that view discounting as a necessary evil.

• What Twitter can teach you about marketing — and no, you don’t have to tweet

  Wednesday, January 29, 2014

  Jack Dorsey's brainchildren — Twitter and Square Reader — were both developed from "user narratives," descriptions that map out a user's day-to-day life and priorities. This simple but revolutionary idea challenges entrepreneurs to develop products that are designed to fill a specific need in a user's life. Similarly, marketing efforts can flourish when organizations understand their customers' backstories.