Today I want to do something different. We’ve had such overwhelming feedback and responses to our June blog posts, I wanted to recap the favorites for you. We really do appreciate the growing number of comments and Twitter action. These five posts got people talking and sharing their experiences/perspectives with us! All good stuff! So, here they are! The Top 5 June blog posts (in case you missed them). Enjoy!
Let’s talk about being hungry. You want this. You want to be successful. Grow your company. Close that deal. Are you motivated? Yes. Inspired? If you’re like most entrepreneurs, some days are better than others. Many entrepreneurs work so hard for so long, soon the “spirit” part of their entrepreneurial spirit is gone. In order to keep it real, sometimes you need a break. A breather. Renew the sense of purpose with which you started this endeavor. Even taking the smallest moment to get re-energized will help you bring more to the table in your conversations, partnerships and strategy.
We had a great whale hunting session working with the Asia/Pacific sales team of an international company. This company specializes in “spend management.” They help their customers significantly reduce their purchasing costs for many goods and services.
In the course of the workshop, this team reached a very interesting and unexpected insight about their most promising business deals, which was this:
We are not closing the proposals that demonstrate the very best ROI for our prospects. In fact, on our very best proposals, where we believe we can have the biggest positive impact for our customers, we are only closing 20%.
How would we explain that apparent anomaly? Something’s going on that they don’t understand.
Not all sales people are scum of the earth. They do the work for businesses to thrive, create jobs, build connections and grow. So, if you’re in sales (or whatever you do), don’t be evil. And if you’re not in sales, please don’t be too quick to judge. There are a lot of sales professionals out there doing great work!
I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their sales. But today’s complex B2B sales require thoughtful, analytic team players who can put ego aside and involve their company’s subject matter experts in the sales process.
Interestingly, if I received this call a year ago, I would have politely listened for a minute; politely replied that I am not in need of his services; and politely ended the call. But I am not the same solopreneur sitting at my desk writing proposals as I was a year ago. Now, I am a partner with The Whale Hunters. I saw his call as a missed opportunity for him. I am not his prospect and his call to me kept him from connecting with someone who really could be a client and possibly a “whale-sized” client.
Instead of randomly shooting messages out into the market and waiting for leads to come in, smart companies on a fast-growth path need a way to identify the specific prospective customers that ought to be their best candidates. What if you could make a list of the companies that are best for you to go after instead of simply following up on leads or cold calling?
[KelleyRobertson] Today’s blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley!
Navigating and negotiating a standard sale can be challenging at the best of times. However, when you add a team dynamic to the equation, it can be downright frustrating not to mention difficult. Here are a few guidelines to consider when several people on your team are involved in a particular deal.
Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.”
But no, for a B2B company today, being known as a thought leader demands your attention. And fortunately, through social media, becoming a thought leader gets easier for small and midsize companies than ever before.
I think it’s important keep the growth conversation in check. The Whale Hunters process is all about smart growth. Each phase of our process is designed to find the best fit, or most mutually beneficial sales opportunities. Even though both of these examples are B2C, the lessons apply just the same to B2B businesses.
How many of you have worked for leaders that implement culture based on the last book they have read? If you are lucky, you may get to experience six different cultures during any fiscal year!
Fortunately, The Whale Hunters Process™, when implemented by a leader and his or her team can alleviate this experience for your workforce! How? In my experience, implementing The Whale Hunters Process™ has helped our team build, be clear and save time.