Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!”
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what they know, observe, and live everyday and you will have potentially earned the right to express your opinion; or, offer your advice. If you have not earned the right, you are wasting everyone’s time.
Strong workplace relationships among leaders and their employees are vital to a healthy organization. Gallup found that no single factor more clearly predicts the productivity of an employee than his relationship with his direct supervisor. The ability to build solid workplace relationships and effectively communicate in a positive manner is the core of good management.
Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around. It is true. To help turn that concept into a real tool you can use, here are three steps to a more efficient sales process.
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability.
Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast. Dr. Barbara Weaver Smith explains 10 ways to win an RFP. As we often say, sometimes the winning strategy may be to walk away. These do’s and don’ts will help you with winning tactics for getting that competitive edge.