sales insights, volumes 1 2 and 3

www.sales-insights.comwww.sales-insights.com

Sales Insights, Volume 1Sales Insights, Volume 1"Sales Insights is an excellent read for any"Sales Insights is an excellent read for anyperson in business. Read this book andperson in business. Read this book andyou too will find powerful principles andyou too will find powerful principles andinsightful questions that are woveninsightful questions that are woventogether with simple, practical andtogether with simple, practical andinspirational messages. Without a doubt,inspirational messages. Without a doubt,my business has benefited because ofmy business has benefited because ofit. Thank you!“it. Thank you!“

Darren Henry, Darren Henry, Professional SpeakerProfessional Speaker2001, 2002 World Clydesdale2001, 2002 World ClydesdaleTriathlon ChampionTriathlon Champion


Sales Insights, Volume 2Sales Insights, Volume 2““Marshall’s introduction to AirBoss RubberMarshall’s introduction to AirBoss RubberCompounding occurred at the same time that we wereCompounding occurred at the same time that we wereresearching sales training from the Canadianresearching sales training from the CanadianProfessional Sales Association. We were impressedProfessional Sales Association. We were impressedthat he had served as a facilitator for their Skills forthat he had served as a facilitator for their Skills forSales Success Course at Durham College. QuotingSales Success Course at Durham College. Quotingfrom Tom Peters’ latest book, “Re-Imagine”,from Tom Peters’ latest book, “Re-Imagine”,Marshall gets it! He brings hands on knowledge thatMarshall gets it! He brings hands on knowledge thatcuts to the essential elements of sales and personalcuts to the essential elements of sales and personalrelationships. Attend his training seminars and yourelationships. Attend his training seminars and youwill find the hours flow by before you know it, due towill find the hours flow by before you know it, due tohis unique and interesting delivery. Quoting againhis unique and interesting delivery. Quoting againfrom Peters’ book, “this guy is cool.” He will helpfrom Peters’ book, “this guy is cool.” He will helpany individual or company that is striving to improveany individual or company that is striving to improvetheir sales efforts”their sales efforts”John Tomins, Vice President Sales & MarketingJohn Tomins, Vice President Sales & MarketingAirBoss Rubber CompoundingAirBoss Rubber Compounding


Sales Insights, Volume 3Sales Insights, Volume 3““Marshall’s passion and introspectMarshall’s passion and introspectfor sales excellence shines throughfor sales excellence shines throughin his latest book Sales Insights,in his latest book Sales Insights,Volume 3. Any sales professionalVolume 3. Any sales professionaldedicated to continuous skilldedicated to continuous skillrefinement and personalrefinement and personalimprovement will benefit from theimprovement will benefit from theeasy-to-use format that keeps youeasy-to-use format that keeps youfocused on your goals of balancedfocused on your goals of balancedsuccess.”success.”Elliot C. Bender, VP BusinessElliot C. Bender, VP BusinessDevelopment, NAVASTONE Inc.Development, NAVASTONE Inc.


Sales Insights, Volume 1Sales Insights, Volume 1

"Marshall's vision and courage, his"Marshall's vision and courage, his

ability to prevail coupled with hisability to prevail coupled with his

desire to share his many years ofdesire to share his many years of

insightful knowledge is finallyinsightful knowledge is finally

disclosed within. Accept this as adisclosed within. Accept this as a

rare stone and enjoy the wealth ofrare stone and enjoy the wealth of

knowledge."knowledge."

Bill Zinger, PresidentBill Zinger, President

The Kissner GroupThe Kissner Group


Sales Insights, Volume 2Sales Insights, Volume 2"Sales Insights, Vol. 2 is the perfect tool for any"Sales Insights, Vol. 2 is the perfect tool for anysales professional to carry with them. Whether yousales professional to carry with them. Whether youare waiting for an appointment, early to meet aare waiting for an appointment, early to meet aclient, or getting ready for a presentation, Salesclient, or getting ready for a presentation, SalesInsights will give you the tools you need to get intoInsights will give you the tools you need to get intothe right frame of mind to build your success inthe right frame of mind to build your success insales. For the competitive advantage you aresales. For the competitive advantage you areseeking, carry a copy of Sales Insights, Vol. 2seeking, carry a copy of Sales Insights, Vol. 2around with you!"around with you!"

Rory Sheehan, B.A., B.Ed., M.B.A.Rory Sheehan, B.A., B.Ed., M.B.A.Senior Trainer, Positive Strategies Inc.Senior Trainer, Positive Strategies Inc.Author of Beyond Conscious AwarenessAuthor of Beyond Conscious Awareness


Sales Insights, Volume 3Sales Insights, Volume 3““Sales Insights Volume 3 will launch your sellingSales Insights Volume 3 will launch your sellingcareer! A mega-hit book with page after page ofcareer! A mega-hit book with page after page ofvaluable information guaranteed to help you servevaluable information guaranteed to help you servemore and sell more! Marshall shares realistic salesmore and sell more! Marshall shares realistic salesinsights and rock solid recommendations toinsights and rock solid recommendations tosharpen your competitive edge. It triggers yoursharpen your competitive edge. It triggers yourcreative genius, keeps you on your toes andcreative genius, keeps you on your toes andmotivates you to maximize your potential. It’smotivates you to maximize your potential. It’shard-hitting, down-to-earth and entertaining – ahard-hitting, down-to-earth and entertaining – abook you’ll read again and again to map out yourbook you’ll read again and again to map out yourpersonal road to success. Armed with added drive,personal road to success. Armed with added drive,determination and knowledge this book is a must-determination and knowledge this book is a must-read and a keeper!”read and a keeper!”Iona Rodricks, Marketing DirectorIona Rodricks, Marketing DirectorSQL Systems Inc.SQL Systems Inc.


Sales Insights, Volume 1Sales Insights, Volume 1"Whether through his sales training"Whether through his sales trainingpresentations or his writing, Marshallpresentations or his writing, MarshallNorthcott inspires people to reach theirNorthcott inspires people to reach theirgoals!"goals!"

Nick ManioudakisNick ManioudakisNational Sales ManagerNational Sales ManagerStoeger CanadaStoeger Canada(2003 Canadian National Champion,(2003 Canadian National Champion,Practical Pistol Shooting, Master ClassPractical Pistol Shooting, Master ClassShooter and Instructor)Shooter and Instructor)


Sales Insights, Volume 2Sales Insights, Volume 2"The Reid's Heritage Group utilizes a"The Reid's Heritage Group utilizes a

number of consultants and institutions fornumber of consultants and institutions for

our training needs. Marshall Northcott isour training needs. Marshall Northcott is

among the best and staff who haveamong the best and staff who have

attended his sessions have come awayattended his sessions have come away

motivated and inspired."motivated and inspired."

Jackie KryskoJackie Krysko

Director, Marketing & SalesDirector, Marketing & Sales

Reid’s Heritage GroupReid’s Heritage Group


Sales Insights, Volume 3Sales Insights, Volume 3““Sales Insights, Volume 3, follows in the sameSales Insights, Volume 3, follows in the samevein as Volumes 1 and 2. It provides greatvein as Volumes 1 and 2. It provides greattips and helpful reminders that any salestips and helpful reminders that any salesperson can use to be more successful. As aperson can use to be more successful. As aCertified Sales Professional, I can honestlyCertified Sales Professional, I can honestlysay that Marshall has hit a home run withsay that Marshall has hit a home run withSales Insights, Volume 3. Sales people shouldSales Insights, Volume 3. Sales people shouldtake a moment to read one of these insightstake a moment to read one of these insightseach day. It will definitely have a positiveeach day. It will definitely have a positiveimpact on their productivity and success.”impact on their productivity and success.”John C. Rich, CSP, CPC, DTM,John C. Rich, CSP, CPC, DTM,President, Affordable Personnel ServicesPresident, Affordable Personnel ServicesAuthor of Beyond Relationship SellingAuthor of Beyond Relationship Selling



I have enjoyed reading your "SalesI have enjoyed reading your "Sales

Insights." Your topics have beenInsights." Your topics have been

well chosen and serve as usefulwell chosen and serve as useful

reminders of generic skills requiredreminders of generic skills required

to be successful in sales.to be successful in sales.

Peter Knee, C.F.O.Peter Knee, C.F.O.

Citicapital CanadaCiticapital Canada



"Marshall Northcott is a highly motivated,"Marshall Northcott is a highly motivated,energetic and enthusiastic individual who usesenergetic and enthusiastic individual who usesthose personality traits to motivate others. those personality traits to motivate others. Marshall’s wisdom and use of humor in each ofMarshall’s wisdom and use of humor in each ofhis insights will inspire you. I am positive thathis insights will inspire you. I am positive thatSales Insights, Volume 2 will exceed yourSales Insights, Volume 2 will exceed yourexpectations to the very end!"expectations to the very end!"

Eric O'Grady, Director of FinancingEric O'Grady, Director of FinancingTwo Stage Innovation Inc.Two Stage Innovation Inc.Recipient of The Business Development Bank ofRecipient of The Business Development Bank ofCanada’s (2003)Young Entrepreneur of the YearCanada’s (2003)Young Entrepreneur of the YearAward for OntarioAward for Ontario


Sales Insights, Volume 3Sales Insights, Volume 3““The success of any business is dependent onThe success of any business is dependent onthe execution of a well-formulated plan. I wasthe execution of a well-formulated plan. I wasalways taught this, but the more my careeralways taught this, but the more my careerprogressed the more I realized its importance onprogressed the more I realized its importance onmy own. Sales Insights, Volume 3 provides themy own. Sales Insights, Volume 3 provides thefundamental tools for people in sales, andfundamental tools for people in sales, andpeople within every department of anpeople within every department of anorganization for that matter, to plan andorganization for that matter, to plan andsucceed. Congratulations Marshall onsucceed. Congratulations Marshall onContinuously illustrating those tools in an easy-Continuously illustrating those tools in an easy-to-read manner. This volume, in addition to theto-read manner. This volume, in addition to thefirst two of the series, is a “must have!” Thankfirst two of the series, is a “must have!” Thankyou.”you.”Tasos Stathopoulos, Canadian Reg. Sls. Mgr.Tasos Stathopoulos, Canadian Reg. Sls. Mgr.Bessey Tools North AmericaBessey Tools North America



As President of an engineering firm IAs President of an engineering firm I

wear many hats. Your Sales Insightswear many hats. Your Sales Insights

have benefited me in many ways bothhave benefited me in many ways both

personally and professionally. I havepersonally and professionally. I have

learned many techniques and ideaslearned many techniques and ideas

about working with customers, whichabout working with customers, which

have made me a more successfulhave made me a more successful

entrepreneur. Thanks for sharing yourentrepreneur. Thanks for sharing your

Insights, keep up the great job!Insights, keep up the great job!

Ross Corindia, PresidentRoss Corindia, President

floMATION Engineering floMATION Engineering


Sales Insights, Volume 2Sales Insights, Volume 2As someone who is new to sales theAs someone who is new to sales theinformation contained within Salesinformation contained within SalesInsights has been invaluable toInsights has been invaluable tome. Each article is concise and neatlyme. Each article is concise and neatlypackaged which makes it easy to put topackaged which makes it easy to put toimmediate use. The concepts in thisimmediate use. The concepts in thisbook have helped me to raise my performancebook have helped me to raise my performanceand have quickly helped me to become a valuedand have quickly helped me to become a valuedmember of our sales team.member of our sales team.

Mark StevensMark StevensTechnical Sales Representative, Technical Sales Representative, Industrial ProductsIndustrial ProductsAirboss Rubber CompoundingAirboss Rubber Compounding


Sales Insights, Volume 3Sales Insights, Volume 3““A career in sales is filled with hillsA career in sales is filled with hillsand valleys. Keeping a positive attitudeand valleys. Keeping a positive attitudeat all times, making and keeping a planat all times, making and keeping a planare integral parts to a salesperson'sare integral parts to a salesperson'ssuccess. Sales Insights, Volume 3, likesuccess. Sales Insights, Volume 3, likethe first two, is full of bullets tothe first two, is full of bullets toreinforce these two key principles. It’sreinforce these two key principles. It’sa great handbook for people who wanta great handbook for people who wantto differentiate themselves. Keep up theto differentiate themselves. Keep up thegood work, Marshall!”good work, Marshall!” Keith Church, Broker/OwnerKeith Church, Broker/OwnerPrudential Grand Valley RealtyPrudential Grand Valley Realty


Sales Insights, Volume 1Sales Insights, Volume 1Every body is selling something, whether it is aEvery body is selling something, whether it is anewborn infant that is hungry or cold lookingnewborn infant that is hungry or cold lookingfor attention from its mother, to the young manfor attention from its mother, to the young manproposing to his fiancé or a highly skilled salesproposing to his fiancé or a highly skilled salesagent at the pinnacle of his career. Salesagent at the pinnacle of his career. SalesInsights, is the pocket play book for allInsights, is the pocket play book for allbusiness people, it contains all the nuggets youbusiness people, it contains all the nuggets youwould need for learning for the first time,would need for learning for the first time,developing and honing your business style, or adeveloping and honing your business style, or arefresher for a valuable skill set that you alreadyrefresher for a valuable skill set that you alreadypossess. possess. Good work Marshall on a fresh new vision... AGood work Marshall on a fresh new vision... Amust read for Independent Business People.must read for Independent Business People.Jeff PiperJeff PiperInterBIZ Business SystemsInterBIZ Business Systems


Sales Insights, Volume 2Sales Insights, Volume 2I have read a lot of motivational and business booksI have read a lot of motivational and business bookswritten by many authors. Many of them you arewritten by many authors. Many of them you arevery familiar with from Napoleon Hill to Robertvery familiar with from Napoleon Hill to RobertKiyosaki plus many others. All of them are veryKiyosaki plus many others. All of them are verysuccessful and well known. It must have been asuccessful and well known. It must have been agreat challenge to come up with a book, whichgreat challenge to come up with a book, whichcaptures readers in a different way.......You havecaptures readers in a different way.......You havedone it!done it!I can see people reaching for this book any timeI can see people reaching for this book any timethey have doubts. It is inspiring and straightthey have doubts. It is inspiring and straightforward. It can bring people on the right track andforward. It can bring people on the right track andhelp them to stay focused. The short chapters arehelp them to stay focused. The short chapters arevery clever.....a page or two can change ourvery clever.....a page or two can change ourattitude.......Great Job!attitude.......Great Job!Sebastian Pawlak, Account ManagerSebastian Pawlak, Account ManagerKissner GroupKissner Group



““Sales Insights, Volume 3Sales Insights, Volume 3

says all the things yousays all the things you

wish you had time to tellwish you had time to tell

your team!”your team!”

Robin Todd, PresidentRobin Todd, President

Marks Supply Inc.Marks Supply Inc.


Sales Insights, Volume 1Sales Insights, Volume 1Sales Insights, Volume 1 is gold! Not one ounce ofSales Insights, Volume 1 is gold! Not one ounce of"fluff" just the honest to goodness truth. All sales"fluff" just the honest to goodness truth. All salespeople should read and master these techniques evenpeople should read and master these techniques eventhe old pro's who just need a refresher. It's all aboutthe old pro's who just need a refresher. It's all aboutattitude and behavior which when properly channeled, is anattitude and behavior which when properly channeled, is anunstoppable force. You lay these techniques out in a logicalunstoppable force. You lay these techniques out in a logicaland motivating way and to be honest, your book is a guideand motivating way and to be honest, your book is a guidefor quality of life beyond business. No it's not easyfor quality of life beyond business. No it's not easybecoming successful, it’s a process and in the end, it is thebecoming successful, it’s a process and in the end, it is theprocess with its ups and downs that we really enjoy not theprocess with its ups and downs that we really enjoy not theend goal. Over the past fifteen years in business, we haveend goal. Over the past fifteen years in business, we havemodeled our company after your system. We are on trackmodeled our company after your system. We are on trackto reach new targets, which has been a challenge into reach new targets, which has been a challenge insomewhat questionable economy. Keep up the good work!somewhat questionable economy. Keep up the good work!

Ron Maizis, CPC, General ManagerRon Maizis, CPC, General ManagerMaizis & Miller ConsultantsMaizis & Miller Consultants


Sales Insights, Volume 2Sales Insights, Volume 2Please accept my congratulations on a great book! ThisPlease accept my congratulations on a great book! Thisbook in not only for Business Owners, Entrepreneurs andbook in not only for Business Owners, Entrepreneurs andSales Professionals as stated on the cover, but is for anyoneSales Professionals as stated on the cover, but is for anyonein in anyany type of sales environment. I am the Parts Manager type of sales environment. I am the Parts Managerin an automobile dealership and after reading your book, Iin an automobile dealership and after reading your book, Ican see many topics that can and will be advantageous tocan see many topics that can and will be advantageous tomyself as well as my staff in order to help increase sales inmyself as well as my staff in order to help increase sales inmy department.my department. This is a well thought out book and very easy to read,This is a well thought out book and very easy to read,understand and apply. Each topic is full of common senseunderstand and apply. Each topic is full of common senseand practical information. This is a great book for anybodyand practical information. This is a great book for anybodywho has been in sales for any length of time to use as awho has been in sales for any length of time to use as arefresher or for the first time sales person to understand therefresher or for the first time sales person to understand theimportant day to day practices that are needed to becomeimportant day to day practices that are needed to becomesuccessful.successful.Glenn Holtzhauer, Parts ManagerGlenn Holtzhauer, Parts ManagerCambridge ToyotaCambridge Toyota


Sales Insights, Volume 3Sales Insights, Volume 3““I have thoroughly enjoyed all three volumes of SalesI have thoroughly enjoyed all three volumes of SalesInsights from Marshall. I found them to be very easy toInsights from Marshall. I found them to be very easy toread, to the point and very motivational for all peopleread, to the point and very motivational for all peopleinvolved in a sales organization. Even experienced salesinvolved in a sales organization. Even experienced salesprofessionals will gain valuable information and remindersprofessionals will gain valuable information and remindersfrom these books that we all need, to help us grow bothfrom these books that we all need, to help us grow bothprofessionally and in our personal lives.professionally and in our personal lives.

Sales Insights are now standard issue for any new employeeSales Insights are now standard issue for any new employeethat joins our company in both our sales and internalthat joins our company in both our sales and internaldepartments. We then use the books in Marshall’s ongoingdepartments. We then use the books in Marshall’s ongoingmotivational seminar program as part of our training,motivational seminar program as part of our training,support and commitment to our staff. support and commitment to our staff.

Another winner, Marshall!”Another winner, Marshall!”

Jerry Dunn, President & CEOJerry Dunn, President & CEOBurkert Contromatic Inc.Burkert Contromatic Inc.



The articles in Sales Insights areThe articles in Sales Insights are

as much inspirational as they areas much inspirational as they are

entertaining and informative. entertaining and informative.

Thank-you for your support andThank-you for your support and

for making a wonderfulfor making a wonderful

difference in my life and the livesdifference in my life and the lives

of many others. Keep up the goodof many others. Keep up the good

work! work!

Ron Downey, PresidentRon Downey, President

Total Performance Ltd.Total Performance Ltd.


Sales Insights, Volume 2Sales Insights, Volume 2I have subscribed to Marshall Northcott’s, “Weekly SalesI have subscribed to Marshall Northcott’s, “Weekly SalesInsights” for over a year. I’m a member of ToastmastersInsights” for over a year. I’m a member of ToastmastersInternational, an organization dedicated to helping its membersInternational, an organization dedicated to helping its memberslearn the arts of speaking, listening and thinking more effectively. learn the arts of speaking, listening and thinking more effectively. When it seems most needed a subject that will help members of myWhen it seems most needed a subject that will help members of myclub pops up in my mail box. I’ve been able to share the insightsclub pops up in my mail box. I’ve been able to share the insightsto encourage, motivate and inspire individuals to apply theto encourage, motivate and inspire individuals to apply theknowledge they have to achieve their goals.knowledge they have to achieve their goals.

I purchased two copies of “Sales Insights, Volume 1”; one forI purchased two copies of “Sales Insights, Volume 1”; one formyself and one for my son who is in the marketing field. I’ve readmyself and one for my son who is in the marketing field. I’ve readthe book and on each page found a gem of information. It’s easythe book and on each page found a gem of information. It’s easyto read and a great reference source. to read and a great reference source. I'm delighted that Volume 2 is now published. Marshall's insightsI'm delighted that Volume 2 is now published. Marshall's insightsare truly inspirational, easy to apply and will help anyone realizeare truly inspirational, easy to apply and will help anyone realizetheir dreams."their dreams."Judy Laythorpe, DTMJudy Laythorpe, DTMFort St. John, British ColumbiaFort St. John, British Columbia


Sales Insights, Volume 3Sales Insights, Volume 3"Being an entrepreneur can be challenging to"Being an entrepreneur can be challenging tosay the least. The structured approach tosay the least. The structured approach tobreaking down selling and the sales processbreaking down selling and the sales processshines through from start to finish in Salesshines through from start to finish in SalesInsights, Volume 3. An engaging andInsights, Volume 3. An engaging andenlightening read with simple ideas and easyenlightening read with simple ideas and easyto follow systematic approaches that willto follow systematic approaches that willcertainly help business owners and salescertainly help business owners and salesprofessionals excel in business. An excellentprofessionals excel in business. An excellentsales professional’s guide and reference thatsales professional’s guide and reference thatwarrants a decisive two thumbs up! A mustwarrants a decisive two thumbs up! A mustread for both the novice and veteranread for both the novice and veteransalesperson alike.”salesperson alike.”

Stephen M. Kane, President, CEOStephen M. Kane, President, CEODirect Office Equipment Inc.Direct Office Equipment Inc.



Your Sales Insights are great and weYour Sales Insights are great and we

would appreciate your permission towould appreciate your permission to

share them via our internal resourceshare them via our internal resource

centre with our Print Threecentre with our Print Three

franchisees. We have 70 print shopfranchisees. We have 70 print shop

locations across Canada. We arelocations across Canada. We are

certain that your sales tips would becertain that your sales tips would be

beneficial to everyone in our network.beneficial to everyone in our network.

Marlane DavisMarlane Davis

Print Three Franchising CorporationPrint Three Franchising Corporation



"Sales Insights, Volume 2, is a powerfully"Sales Insights, Volume 2, is a powerfullywritten and easy to follow guide for saleswritten and easy to follow guide for salestechniques and life in general. It's brief,techniques and life in general. It's brief,yet information packed chapters make ityet information packed chapters make itnot only enjoyable to read, but they makenot only enjoyable to read, but they makeit simple to train and educate yourselfit simple to train and educate yourselfdaily. Marshall has done it oncedaily. Marshall has done it onceagain! He has made Sales Insights 2 aagain! He has made Sales Insights 2 awinner, just like Volume 1"winner, just like Volume 1"Rob J. Nickel C.T.M./C.L.Rob J. Nickel C.T.M./C.L.President/C.E.O. - LegalTunesPresident/C.E.O. - LegalTunes



““Marshall Northcott is filledMarshall Northcott is filledwith talent and tenacity. In hiswith talent and tenacity. In hislatest book Sales Insights, Vol.latest book Sales Insights, Vol.3, he offers 61 opportunities to3, he offers 61 opportunities toget focused on what matters inget focused on what matters insales. Read one a day orsales. Read one a day ordevour it all at once....you'lldevour it all at once....you'llhunger for more!”hunger for more!” Wendy Baetz, District SalesWendy Baetz, District SalesManager (former)Manager (former)Verizon SUPERPAGESVerizon SUPERPAGES



Marshall, I am fairly new toMarshall, I am fairly new toenterprising and of all the differententerprising and of all the differentresources available to me, I findresources available to me, I findyour articles immensely helpfulyour articles immensely helpfulbecause they are important, to thebecause they are important, to thepoint and clearly defined. point and clearly defined.

Pavel Zeman, PresidentPavel Zeman, PresidentRemoska InterTrade Avenue Inc.Remoska InterTrade Avenue Inc.



Sales Insights is such a treat. Marshall hasSales Insights is such a treat. Marshall hascaptured what we need; a book filled with “the 5captured what we need; a book filled with “the 5minute read” to get us going on a grey day. It’sminute read” to get us going on a grey day. It’ssimple, direct and on target. The insights aresimple, direct and on target. The insights aremotivational, inspirational and sometimes simply amotivational, inspirational and sometimes simply areminder. I suggest all Sales Managers use thisreminder. I suggest all Sales Managers use thistool for their team. Give it as a reward to newtool for their team. Give it as a reward to newsales trainees, or as a thank you to an experiencedsales trainees, or as a thank you to an experiencedpro. We all can use and benefit from this sharing.pro. We all can use and benefit from this sharing.

Glenn Cunningham, Broker/ManagerGlenn Cunningham, Broker/ManagerRealty Executives Plus Ltd., Wasaga Beach ONRealty Executives Plus Ltd., Wasaga Beach ON


Sales Insights, Volume 3Sales Insights, Volume 3““As I read through Sales Insights, Volume 3, I came toAs I read through Sales Insights, Volume 3, I came toone conclusion, strange as it may sound, but, "Sales“one conclusion, strange as it may sound, but, "Sales“is not your #1 focus! Your main focus is "changingis not your #1 focus! Your main focus is "changinglives" and "helping people to help themselves" whichlives" and "helping people to help themselves" whichhas happened to me personally. You turned the lighthas happened to me personally. You turned the lighton! Now I can clearly and truthfully see andon! Now I can clearly and truthfully see andevaluate actions, consequently, control and adjustevaluate actions, consequently, control and adjustreactions and my mind setting is: "I'm inreactions and my mind setting is: "I'm inControl" thanks to you Marshall. As you always say,Control" thanks to you Marshall. As you always say,"People will forget what you said or did, but they will"People will forget what you said or did, but they willalways remember how you made them feel". You andalways remember how you made them feel". You andyour books make people feel that they are destined foryour books make people feel that they are destined forsuccess, and provide the means to achieve it as well.”success, and provide the means to achieve it as well.” Sahar Abdel Sayed, Sales RepresentativeSahar Abdel Sayed, Sales RepresentativePrudential Grand Valley RealtyPrudential Grand Valley Realty



Thank you for your Sales Insights. Thank you for your Sales Insights.

Sales can be frustrating & yourSales can be frustrating & your

articles seem to give me a boost toarticles seem to give me a boost to

press on & not give up!!!press on & not give up!!!

Alison WhittakerAlison Whittaker

Account ManagerAccount Manager

EHC Inc.EHC Inc.



““I loved both books, they were veryI loved both books, they were veryenjoyable to read and the concepts wereenjoyable to read and the concepts wereeasy to understand. Sales Insights,easy to understand. Sales Insights,Volumes 1 and 2 were very informativeVolumes 1 and 2 were very informativeand inspiring. The knowledge doesn’t justand inspiring. The knowledge doesn’t justapply to sales so it can be applied in bothapply to sales so it can be applied in bothyour personal and professional life. Ayour personal and professional life. Agreat refresher for anyone involved ingreat refresher for anyone involved insales!”sales!”Lisa Collier, Sales CoordinatorLisa Collier, Sales CoordinatorIn-House Solutions Inc.In-House Solutions Inc.



"Sales Insights is more than"Sales Insights is more thanjust sales and businessjust sales and businesspractices! It is about personalpractices! It is about personalleadership and effectiveleadership and effectiveworking relationships. It is aworking relationships. It is agreat handbook for people ingreat handbook for people inall fields!all fields!

Debbie Wang, M.S.W.,Debbie Wang, M.S.W.,R.S.W. – SocialR.S.W. – SocialWorker/CounsellorWorker/Counsellor


Sales Insights, Volume 3Sales Insights, Volume 3““I was pleasantly surprised that Sales Insights, VolumeI was pleasantly surprised that Sales Insights, Volume2 was such an easy read. I work at an international2 was such an easy read. I work at an internationalthrift store and was overwhelmed with tidbits of verythrift store and was overwhelmed with tidbits of veryuseful information about customer service and sales.useful information about customer service and sales.The book does not necessarily need to be solely forThe book does not necessarily need to be solely forsalespeople but has great philosophies for livingsalespeople but has great philosophies for livingpersonal lives as well. The main line of sales ispersonal lives as well. The main line of sales iscustomers and from your book I learned so much. Icustomers and from your book I learned so much. Iknow the customer is our bread and butter. If aknow the customer is our bread and butter. If acustomer leaves your place of business feeling like theycustomer leaves your place of business feeling like theywere treated as THE customer rather than a customerwere treated as THE customer rather than a customerthey would most assuredly tell others how great theythey would most assuredly tell others how great theywere treated. A satisfied customer is great freewere treated. A satisfied customer is great freeadvertising. Thank you for such a great book, I lookadvertising. Thank you for such a great book, I lookforward to Volume 3!”forward to Volume 3!”Joe LethbridgeJoe Lethbridge



““Your articles are insightful and full of practicalYour articles are insightful and full of practicalinformation that should be either second nature orinformation that should be either second nature orcommon sense to anyone in the sales (or othercommon sense to anyone in the sales (or otherbusiness) field. Courtesy, good manners andbusiness) field. Courtesy, good manners andcommon sense are the underlying foundation forcommon sense are the underlying foundation formany of your strategies. The first two are learnedmany of your strategies. The first two are learnedbehaviors, which aren't offered as part of an MBAbehaviors, which aren't offered as part of an MBAand common sense is NOT all that common. Yourand common sense is NOT all that common. Yourstrategies introduce and reinforce good habits orstrategies introduce and reinforce good habits orideas, which always leave me with a more positiveideas, which always leave me with a more positiveoutlook. Thank you and keep up the good work!”outlook. Thank you and keep up the good work!”

Veronica A. (Ronnie) LevasseurVeronica A. (Ronnie) Levasseur



““How does one become a seasoned pro inHow does one become a seasoned pro inthe sales industry? How does one get realthe sales industry? How does one get realenjoyment from their work and make theenjoyment from their work and make thekind of income that will meet theirkind of income that will meet theirobjectives? It is through a successobjectives? It is through a successattitude followed by good sales skills andattitude followed by good sales skills anda strong motivation to action. I havea strong motivation to action. I havefound Marshall’s material to help in allfound Marshall’s material to help in allthree areas. His thoughts are clear, basicthree areas. His thoughts are clear, basicand insightful. Good work Marshall!”and insightful. Good work Marshall!”Bob Adams, CFP MTSBob Adams, CFP MTSL’eau Vivante Inc.L’eau Vivante Inc.



These are well written articles thatThese are well written articles that

make people think about how itmake people think about how it

affects their day-to-day practices. affects their day-to-day practices.

I'm sure that your sales insights haveI'm sure that your sales insights have

made us all a little better at what wemade us all a little better at what we

do, no matter if it is sales,do, no matter if it is sales,

management or any other career.management or any other career.

Bob MacLeod, Quality ManagerBob MacLeod, Quality Manager

Advance Precision Ltd.Advance Precision Ltd.