We had a great collaborative team event yesterday with a new client. This company has about 40 employees, and at my recommendation they invited every one to participate in their first “whale hunting” day. Here’s what we do. First, we tell the Whale Hunters story and engage the whole company in comparing their company culture […]
At some point in your sales process, your team will deliver “the big pitch.” This event could take place at your place of business or at your prospect’s office. If you invite them to your place of business, we call it “The Big Show.” If you are visiting them, it’s “The Road Show.” This isn’t just your usually Monday meeting. This is a big deal. Don’t assume that just because you got the meeting that you got the deal. You and your team have to rock it! Below are some best practices for a winning presentation.
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.
As this economy brings changing market conditions, the process of scouting, or honing in on the preferred customer, becomes essential. It is the dedication to a focused, strategic business development process for targeting that ideal customer that may mean the difference between accelerated growth versus business as usual.
Whether you are a die hard whale hunter or follow some other sales methodology, success in sales really comes down to following a defined sales process. I am not going to get into the specifics about any one process, but I would like to talk about the value in pairing your process with the right technology. I look at technology as a tool and not an end in and of itself. Like any tool, when it is used correctly, it can help you do great things.
Recently all of you out in the blogosphere have been finding us via the search term “business development tactics.” Curiosity hasn’t killed this cat yet, so I did my own search to see how we stack up against the competition.
I’m happy to report, you have a lot of good options out there. Surprisingly relevant information.
Today’s guest post is by Larry Smith, Partner in The Whale Hunters, and CEO of GreenLyne, Inc. Thanks for posting, Larry! As the owner of a new start-up company that creates software to make manufacturing plant floors paperless, I have used The Whale Hunters Process™ to identify potential clients who can benefit from our […]
Last week I was talking with a VP of sales, who had just returned from a “big deal” sales pitch across the country. Expecting that his team was to present a multi-million dollar sales proposal to the senior executives of the prospect, he found instead a disjointed quasi-meeting. The meeting started 90 minutes late. The chief […]
From The Whale Hunters, we know it takes a strong team with a variety of skills to land a whale. You want women on your team. There are natural advantages Wonder Woman brings to the table that Superman and Underdog don’t have. And I’m not just talking about her magic Lasso of Truth.
Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our Phoenix Certified Partners), Rudy Kolich and the team at Jokake. They were able to implement The Whale Hunters Process™ and win the largest contract in their firms history.
You remember the old commercials – when you were asked to make a forced choice between two good options? In syncing up with your prospect, I say you need both – good rhythm and good timing. A successful sales person almost instinctively knows that a winning process includes getting into the customer’s sales cycle as early as possible and at a time when you can still prepare your team to deliver – especially, when hunting whales.
B2B buyers look for the least risky solution, not the best one. Gartner found that 74% of buying teams hit unhealthy conflict during the decision. This article names the four fears that turn up at the Buyers’ Table, explains what a Fear Buster actually is, and shows one step of a sales process with Fear Busters built in.