Business Deals - The Whale Hunters

April 22, 2011

Big Pitch or First Pitch–Always Be Prepared!

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.

April 18, 2011

The Data Supporting Laser-Focused Goals

I’ve always loved this quote by Jim Collins, "If you have more than 3 priorities then you don't have any."

For today’s small business owners, it’s more important than ever. How many hats do you wear? Too often the day-to-day of small business gets in the way of big strategic moves. I bet you could use a little more simplicity. The Whale Hunters Process™ is all about defined goals, roles, and outcomes. We teach companies how to create a clear plan for business development. Why is clarity so important?

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April 15, 2011

Negotiating the Team Deal

[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.

April 13, 2011

Staying True to Healthy, Customer Driven Growth

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.

April 12, 2011

Is Your Sales Team Stuck in Hopa Hopa Land?

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.

April 5, 2011

Dis-uh-plin

Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a shiny-object-sales-opportunity? Teams or individuals in sales need discipline to be successful. The courage to say “no,” be strategic, and commit to excellence through practice. That dis-uh-plin is what divides hope from the real deal.

April 4, 2011

Think Big, Act Big…and Own It!

If you’ve been in a room with me for more than an hour or so, it’s almost guaranteed that you’ve heard me say the title to this blog post. If you’ve been in a sales meeting or a goal setting session with me it is certain that you’ve heard it. The words lead right to an important thought – in order to be truly successful you have to have some big goals. You’ve got to Think Big, Act Big, and Own It.

March 29, 2011

Advice from the Big Apple – Don’t Look Small

New York City: The Big Apple filled with big buildings, big businesses and big egos! The line “If you can make it here you can make it anywhere” is a mantra. If NY bravado does one thing it is to keep people from thinking small. Everyone has to be prepared to be on a razor sharp competitive edge all the time.

March 28, 2011

Learn How the Biggest Companies Buy

What would you pay to sit down for coffee with the Chief Procurement Officer of Coca Cola and learn about how they buy? If you’re trying to sell to Coca Cola, you’d probably pay a pretty penny. What would he likely tell you? “Be Different,” said Ken Carty in this 2010 article by Inc. Magazine. His other basic advice? Get in early. Do your homework. Follow the process. Want more insider info on how to sell to big corporations? Here are links to all the articles published by Inc. Magazine.

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March 25, 2011

5 Steps to Partner for Growth

Playing a bigger game makes partnering for success a “must”, yet few amongst us has ever made that happen in a healthy and sustainable way. Let me list a few of the new and different things successful partners do. How to partner for growth……5 basic steps towards success.

March 22, 2011

Are You Missing the Smallest Sales Opportunities?

Don’t think for a second that you’ll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and flexible. Business is about people, relationships. An authentic email. Thoughtful phone call. Focusing on them. All of these things will go a long way to building trust and growing your revenue potential.

March 21, 2011

Effective Prospecting – Investing for the Long Term

In today’s world “instant gratification” is a very strong mindset. It seems we may not have learned enough from the economic collapse of the past few years. “Instant gratification” is especially prevalent in the sales world these days, as well. It seems that the teachings of “getting to no” in conjunction with management pressures to close deals today have created a sales professional that is only interested in spending their time with prospects who are ready to buy now. Effective prospecting in sales has become what day trading is to the stock market – no one is investing for the long term.

Today’s prospecting behaviors involve finding someone who is ready to buy, submitting piles of proposals, or responding to RFQ’s (Request for Quote) that have little chance of being won.

Big Pitch or First Pitch–Always Be Prepared!

The Data Supporting Laser-Focused Goals

Negotiating the Team Deal

Staying True to Healthy, Customer Driven Growth

Is Your Sales Team Stuck in Hopa Hopa Land?

Dis-uh-plin

Think Big, Act Big…and Own It!

Advice from the Big Apple – Don’t Look Small

Learn How the Biggest Companies Buy

5 Steps to Partner for Growth

Are You Missing the Smallest Sales Opportunities?

Effective Prospecting – Investing for the Long Term

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