Marshall W. Northcott

Current

Director, Business Development at Canadian Association of Professional Speakers
Linked In Group Manager at Consultative Sales and Sales Management Professionals of Canada
Corporate Sales Trainer, Elite Performance Coach at SMP Strategies

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Past

Facilitator (Part Time) at Durham College BIDS
Sales Representative at Durham College PIC
Trainer/Recruiter at The Locator Group

Directory Advertising Consultant at The Locator Group
Sales Representative at Office Connection
Directory Advertising Consultant - Premise Sales at Tele-Direct (Bell Canada Yellow Pages)
Directory Advertising Consultant – Telephone Sales at Tele-Direct (Bell Canada Yellow Pages)
Account Manager at OE Canada Inc.

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5 more...

Education

Mohawk College
Georgian College

Recommended

14 people have recommended Marshall W.

Connections

500+ connections

Industry

Professional Training & Coaching

Websites

Marshall W. Northcott’s Summary

Summary of Achievements

Since founding SMP Strategies (a.k.a. Elite Training Systems) in 2001, I have partnered with dozens of sales organizations in varying capacities to elevate individual and team performance and increase overall revenue generation and profitability.
Through the delivery of public workshops and customized on-site training, I have educated thousands of consultative sales professionals using personally developed training programs.
Authored three books on the disciplines of professional selling which are available in retail stores across Canada.
Contracted by several organizations to develop and build customized sales training programs and manuals for internal client usage.
Have worked in a one-on-one coaching capacity with hundreds of individuals to sharpen mindset, elevate sales skills, broaden business knowledge, enhance managerial abilities and implement proven strategies and processes for personal and professional success.

Marshall Northcott has been in Professional Consultative Sales for over 20 years. He has proven himself in a variety of industries and selling environments. He has sold tangibles and intangibles. He has worked corporately in outside sales, telephone sales and also in retail sales. He started his professional career as a Corporate Sales Trainer in 2001 when he founded SMP Strategies. Marshall created the Elite Sales Skills Training Program which is the most well rounded training program available today to Consultative Sales Professionals in Canada. He has authored several books which are widely praised by Corporate Executives and Sales Representatives across the nation. He is a phenomenal speaker, member of the Canadian Association of Professional Speakers, trainer, facilitator, mentor and coach!

Marshall W. Northcott’s Specialties:

Elite Performance Coaching Exclusively for Sales Professionals, Business Executives and Entrepreneurs earning six figure incomes who wish multiply their income earning potential.
Corporate Training specifically in the areas of Psychology, Prospecting, Communication Skills, Problem Solving Skills, Proposals, Presentations, Time Management, Goal Setting, Negotiation, Closing and Customer Service

Marshall W. Northcott’s Experience

Director, Business Development

Canadian Association of Professional Speakers

(Professional Training & Coaching industry)

November 2009 — Present (1 month)
Linked In Group Manager

Consultative Sales and Sales Management Professionals of Canada

(Professional Training & Coaching industry)

March 2009 — Present (9 months)

We invite you to join the Membership of this Rapidly Growing Group of Canadian Sales Professionals
Corporate Sales Trainer, Elite Performance Coach

SMP Strategies

(Professional Training & Coaching industry)

February 2001 — Present (8 years 10 months)

Specialize in team development and working with individuals who are top 5% performers and income earners.
Facilitator (Part Time)

Durham College BIDS

(Educational Institution; Higher Education industry)

September 1999 — May 2003 (3 years 9 months)

Facilitated the Skills for Sales Success Program that is offered by the Canadian Professional Sales Association through Community Colleges throughout Canada. Durham College's Business, Industry Development Services (BIDS) department (today they are known as Corporate Training Services) offered the course as part of their part time studies cirriculum. This was an excellent opportunity to further develop my skills and expertise as a trainer and facilitator. I thoroughly enjoyed this job, it was a pleasure! I met many wonderful people (students), made many new friends and this position helped me make the decision to go full time in this field on my own. By May of 2005 I had become so busy with my Training Business that could no longer continue with this position and decided that it was time to resign.
Sales Representative

Durham College PIC

(Educational Institution; Higher Education industry)

March 1999 — February 2001 (2 years )

As an inside Sales Representative at Productivity Improvement Centre (a division of Durham College at the time), I marketed Training and Consulting services to companies and organizations that either had an existing quality program/system or wished to implement one. My territory (geographic area of focus) included Canada (primarliy Ontario), Ohio and Pennsylvania. These quality programs are internationally recognized as ISO 9000 (which continues to be upgraded), QS 9000 (for the automotive sector), ISO 14000 (environmental). In this position I learned the in's and out's of selling training and consulting services. I gained an appreciation for the need for systems, processes and procedures especially as a company grows in physical size and numbers or employees. During my last performance review at PIC the Director stated, "You are the phone call king! Out of the five sales representatives here you, by far make more calls than anyone else. And isn't it funny the direct relation to number of calls vs. sales made." My reply, "Ya, isn't that funny!" (Not really!) This was the last full time job that I had prior to starting my career as a Corporate Sales Trainer in 2001.

Root Cause Analysis - November 29, 1999
Cost of Quality - November 30, 1999
Trainer/Recruiter

The Locator Group

(Media Production industry)

March 1998 — March 1999 (1 year 1 month)

The Locator Group was an Independent Yellow Pages Publisher and at the time had been recognized by Profit 100 as being one of Canada's Fastest Growing Companies. I was promoted into the newly formed Training and Recruiting Department with a mandate to travel to various Canadian regions (primarily Ontario) and U.S. locations (Rochester NY and Seattle WA) to hire teams of people (between 15 and 30) and then train them so that they could sell Yellow Pages advertising for the company. I was involved with the initial advertising campaign, screening and interviewing of candidates (using telephone and face to face meetings), hiring and eventual training and coaching. The seven week training program consisted of one week in house training and six in-field training and job shadow coaching. The classroom sessions is where new hires were trained on the basics of selling in addition to industry specific training on how to approach, converse with, present to, make advertising recommendations to, negotiate with and close a client. The in-field coaching provided the Advertising Consultants with an opportunity to put into practice what they had learned in the classroom with the assistance of a senior more experienced individual at their side to ensure they seized opportunites and learned from each customer interaction. It was in this position that I got my first taste of training and discovered my enjoyment of sharring my years of experience and wisdom with others to help them achieve success!
Directory Advertising Consultant

The Locator Group

(Media Production industry)

September 1997 — March 1998 (7 months)

Applied Consultative Sales Skills and Techniques to help clients build awareness, promote their business, increase traffic (visits and/or phone calls) and increase sales revenues by leveraging the advertising options through Locator's Independent Yellow Pages Directory. In a short period I became one of their top representatives and when a Training and Recruiting Department was formed I was offered the opportunity for advancement. This opportunity taught me the importance of recognizing the success patterns and the necessity for change in different sales roles. I had worked for Tele-Direct (Bell Canada Yellow Pages) previously and although many of the selling principles were the same, the approach in selling for an Independent Publisher varied significantly. So much so, in fact that many of the people who attempted to transition from selling for the Utility Company to working for an Independent, failed miserably because they wouldn't or couldn't change their style.
Sales Representative

Office Connection

(Business Supplies and Equipment industry)

August 1996 — September 1997 (1 year 2 months)

Office Connection is an Office Equipment Dealership located in Peterborough, Ontario. At the time this was a Canon Dealership that was operated by two friends and former service technicians. In this position I was responsible for calling on prospects and accounts in a rural cottage country territory to generate new business and a achieve a monthly sales quota. In the short time that I was with this company I exceeded their expectations and set new sales records for the territory that I serviced.
Directory Advertising Consultant - Premise Sales

Tele-Direct (Bell Canada Yellow Pages)

(Public Company; YLO.UN; Publishing industry)

November 1994 — July 1996 (1 year 9 months)

After proving myself in an Inside Telephone Sales Position since starting in February of 1992, I was promoted into an Outside Premise Sales Position. The top 20% of advertisers (existing accounts or new accounts deemed to have potential) were serviced with a face to face visit to their business premise. I was one of three candidates selected in the Province of Ontario to work on a special test project for the company. As a resident of Stratford, Ontario I was offered an opportunity to service all the premise accounts single handedly. In previous years a short term blitz campaign by more than ten reps had been the standard for the directory. However, due to backsliding revenues and a strong competitive directory being published by the local Beacon Herald Newspaper a change in strategy had been implemented. In the first year I was able to replace all the lost revenues from the previous year and begin rebuilding the directory back to a stronger publication. I am grateful for the days at Yellow Pages and even though it took me several more years to make the move to self-employment, it was during this time period that I made the original decision to some day have my own company!
Directory Advertising Consultant – Telephone Sales

Tele-Direct (Bell Canada Yellow Pages)

(Public Company; YLO.UN; Publishing industry)

February 1992 — November 1994 (2 years 10 months)

Contacted business customers that were assigned to me, by phone to uncover business growth goals and opportunities for promotion through the Yellow Pages as an advertising medium. Excellent entry level sales position with a company that fully supported their sales staff with appropriate training and tools to achieve success! Eventually promoted into an Outside Premise Sales Position.

Sales Training Course (Seven Week Program) March 27, 1992
Multi-Media Course September 25, 1992
Consultative Selling Skills Course September 30, 1993
Consultative Selling Skills Phase II September 21, 1994
Cruise Contest Winner for achieving annual sales objectives for 1993
Account Manager

OE Canada Inc.

(Business Supplies and Equipment industry)

May 1988 — February 1992 (3 years 10 months)

This was formerly IES Business Products and I was recruited to relocate to Stratford, Ontario with the goal of building a client base in Perth County. Received my first formal sales training and developed skills in prospecting, telephone skills, appointment setting, needs assessment, qualifying, proposal preparation, presentation/demonstration skills, negotiation, closing and follow up customer service. Successfully built up client base by exceeding montly sales objectives and was eventually promoted into Kitchener, Waterloo territories.

Interactive Listening for Sales People - October 4, 1988
Professional Selling Skills III Program - October 4, 1988
Account Development Strategies - March 16, 1989

Marshall W. Northcott’s Education

Mohawk College

Ontario Management Development Program , Business Management Studies , 1986 — 1988

Bookkeeping, How to Start a Small Business, Marketing Your Product, Psychology of Selling, How to Operate a Successful Retail Store, Practical Financial Management
Georgian College

Electronic Technician , Electronics , 1983 — 1985

Activities and Societies:

Student Council, School Mascot - Grabber the Grizzly, Big Brothers of Canada