To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you become about pursuing new business the greater your close rate will be. Don’t waste your time going after new business that isn’t a good fit and therefore you will have a low likelihood of winning.
There are huge businesses to help individuals with sales technique, but I’ve always found some of the best business advice can come from good friends and mentors. Sometimes it just takes a small, quick reminder to get us started for the week ahead. What sales advice can you share with us? We’d love to hear from you.
Today’s guest post comes from Raylie Dunkel, a Whale Hunters Certified Partner who does business in the New York City metropolitan area. Thanks for sharing this interview with us today, Raylie! Small companies doing business with large companies: it should be easy. We could each tick off a list of reasons why it should happen […]
As we teach companies to become whale hunting organizations, we talk about what it means to be hungry for new business and what it means to have that same warrior spirit. Think about your team, and ask yourself, “Do I have the right people on the bus?” For small businesses that aspire to be in fast-growth mode, it’s a critical question.
To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a to-do list because it creates organizational process. That’s one of the reasons that The Whale Hunters Process™ works—we help companies build the bridge between what’s sold and delivered through process. Communication is great and can always be improved. Process on the other hand can be standardized, written down, charted out, and taught without the risk of mis-interpretation
This week’s Sunday Show takes up a topic that I’m encountering frequently with clients these days. Entrepreneurs, executives, and sales personnel who had formerly achieved a degree of confidence in their growth potential got really shot down during this recession. They took whatever business they could find in order to maintain a cash flow and […]
Today’s guest blogger is Dave Cooke–more about Dave at the end of the post. Thanks, Dave, for sharing your words of wisdom with The Whale Hunters readers today. As businesses continue to drive their sales teams to bring new customers into the organization, they need to be mindful that revenue growth also involves the effective […]
Today we are pleased to feature a guest post by our friend Chris Conrey. You’ll enjoy Chris’s blog Conrey is for Closers. Thanks for joining us today, Chris! Breakfast is the most important meal of the day; that’s beaten in our heads from kindergarten onward into our adult lives. It gets your day started off […]
In a recent article on Entrepreneur.com, Tom Black gave this piece of advice: Understand the sales process. A sale happens, he says, when there’s a transfer of feeling and when you bring people to a point of decision. Of course, we’re all about sales process, but sometimes, even when you’ve done everything right you get […]
Today we bring you a guest post from The Whale Hunters Certified Partner, Loretta Love Huff, headquartered in Phoenix. Enjoy! Whale hunting is a process that takes a while to perfect. People mistakenly believe they can decide to land big deals one day and start prospecting the next. Having worked with several companies in their […]
This week’s newsletter is Know What You Don’t Know About Customer Strategy. It’s all about Internet and social media predictions from Gini Dietrich, who’s Founder and CEO of Arment Dietrich, a non-traditional marketing/advertising/PR firm. Gini has a lot to say about what she expects to see happening in the online/offline world of attracting, engaging, and […]
We hate change. We really do. Unless, of course, we’re already in a bad place and we recognize that change is less painful than where we are now. Here’s the funny thing: we hate change yet always desire improvement. This was the topic of conversation for Dr. Weaver Smith and I the other day as […]