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Sales Management

Ten Ways to Lose . . . Even When You’re the Best

By | Business Development Strategy, Business Development Tactics, Fatal Sales Failures, Sales Development, Sales Management, Sales Process, Sales Tips

I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.

Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.

Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.

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Get Out and Stay Out of The Commodity Trap

By | Business Development Strategy, Sales Management, Sales Process, Small Business Advice | No Comments

A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete other than on price. When they lose a deal, they assume they lost it on price.

The problems with that zero-sum game are that there are always limits to how low the market can drive prices (before vendors abandon the market) and that every vendor is vulnerable to price-cutting by any competitor at any time.

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