A version of this post was originally published at BlogWorld. Many large companies have rigid policies prohibiting employees from any business-related social media activity. If that’s your practice, I recommend you reconsider. The Whale Hunters help B2B companies accelerate their growth by selling bigger deals to bigger customers. Most of our clients have a complex sale, such […]
I highly recommend Jill Konrath and Ardeth Albee’s new eBook: Cracking the LinkedIn Sales Code. When The Whale Hunters work with our clients, we always encourage the leadership team and subject matter experts to create and/or improve their LinkedIn profile and activities. Few are coming even close to capturing the value in the network. That’s […]
I did an EDGY Perspectives teleconference on this topic, which is essentially an overview of some of the key principles of Whale Hunting. There's also a discussion of how the RFP process fits into your overall whale hunting process. Here's a link to the audio recording. And my thanks to Dan Waldschmidt for featuring me! I am […]
I had a very happy phone call today–the kind that pleases me more than all others. One of my clients called to report that on the previous night, the school board of his customer (a 50,000 student school district) had unanimously approved a five-year, $6.3 million contract for educational software that my client’s company sells. […]
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Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a rational case for the sale of your products, unaware that 99% of buying decisions are made on irrational, emotional bases, led primarily by fear of making a bad decision.
Whenever you hold the position of “the best” for a period of time, you become vulnerable to many kinds of attacks. You can’t afford for your team to become complacent about your #1 position.
Is your company too modest? Before the customer makes the final decision to buy from you, they want to know in some detail what sets your team apart from those of your competitors. Don’t make this story hard to find!
Are you developing your products and services in concert with your customers, or are you internally focused?
I’m up to #6 of my Ten Ways to Lose . . . Even When You’re the Best. Here’s one that I see far too often: You are out of touch with your changing market.
Even when you have the best solution, if you overkill with your message you will not win the sale.
When your brand message is stale, it’s time to refresh.