Focus on the Right Side of the Success Equation
This is part of the Strictly Business Creating Community series in partnership with the Windsor-Severance Clearview Library District!
Unfortunately, most salespeople will never understand the concept. They have been taught that to win more deals, they simply must better educate the customer, be more persuasive, and push for the close. They live by the adage of close more, close harder. Sadly, they are simply working on the wrong side of the issue.
During this workshop, Don Overcash a senior Sandler Sales trainer, will explain the Sales Success Equation and it has little to do with “closing” and everything to do with “qualifying”.
Don Overcash, Sandler Training – Top Line Growth, LLC.
Don began his career as a pharmacist and developed his entrepreneurial skills through ownership of a community pharmacy in Minnesota. He moved from pharmacy retail to sales and marketing positions with Searle Pharmaceuticals, and then to a Chicago-based healthcare advertising agency whose clients were major pharmaceutical and healthcare device manufacturers. While leading business development efforts at the ad agency, Don gained valuable selling experience, which led him to begin his journey with Sandler Training as a client.
By 2009, Don had served as President/Turn-Around Specialist of four companies in both the public and private sectors. He built business development teams that consistently delivered stellar results. Throughout his career, he maintained his client relationship with Sandler, attributing his success to the expertise he continually gained through its training and reinforcement. With his strong track record and nearly 35 years of business development experience in the healthcare sector, he joined Sandler Training/Topline Growth in 2009 as an authorized trainer and principal. Today he remains passionate about bringing value to organizations and helping individuals to develop and grow through Sandler Training.
He received his B.S. Pharmacy from the University of Illinois College of Pharmacy and later earned his MBA from the Keller Graduate School of Management. Don is currently serving his community as a City Councilor. And here’s a fun fact that everyone should know: in 1979, Don conceived and co-founded a unique community event, The International Eelpout Festival—Google it!—that has continued for more than 39 years and draws thousands of visitors each winter to Walker, MN, bolstering the region’s tourism industry!