What’s Your Customer Strategy?
What’s an Executive Sponsor Program, and what should you know about it as part of your key account management strategy?
How do you talk to your customers?
Social media platforms and spaces foster conversations among companies and their customers in unprecedented ways. In the B2B space, we’re just starting to figure out why do we want to have conversations, what’s their value, how to conduct them, and how to how to nurture them over time. How can your company talk to your […]
Five Proven Ways to Generate B2B Leads with Social Media
You might think social media activities are simply random, and you may wonder if you can really acquire B2B leads through social media sites. But here are five proven ways to use social media to create leads in a B2B market.
This content is for Pro - Annual members only.
Register
Register
Already a member? Log in here
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.
What’s Your Content Strategy for B2B Sales? Huh?
Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales.
Social Media and Thought Leadership–Turn Your Employees Loose!
I’ve just become a regular blogger for Blog World and New Media Expo blog on the topic of B2B Sales and Social Media. You can find me there every other Wednesday. For my first post, I wrote Ten Tactics to Drive B2B Sales with Social Media. It’s an outline of specific tactics that I’ll be blogging […]
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.
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.
This content is for Pro - Annual members only.
Register
Register
Already a member? Log in here
Is Your Recession Over? The Top Five Ways to Profit Now
In a post-recession economy, small businesses need a fresh set of tactics and tools in order to reposition themselves for growth. Here’s how.
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.
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.
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.