Fears, we all have them but as a sales professional, how do you overcome this fundamental emotion? Join us as we uncover practical ways for sales professionals to address buyer fears in a genuinely empathetic way that always puts the customer’s best interests first.
Better than most whale hunters, my friend Jeb Blount has mastered the art of winning complex large account sales and teaching sales teams how to do that. I’m pleased to introduce him as guest author today, marking the launch of his exceptional new book: Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex […]
Selling Power TV
Gerhard Gschwandtner
Filmed at Sales 2.0 Conference in San Francisco 2016
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often treated superficially. I love how it integrates seamlessly with The Whale Hunters Process, adding much-needed depth to Scouting in ways that I have not begun […]
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you readers will click through to Keenan’s blog to read about why he thinks it’s important. You can also view this infographic on The Whale Hunters site here. The Whale Hunters […]
If you have what Strategic Coach Dan Sullivan calls a “Unique Process,” you are way ahead of your competition in differentiation. Your brand promise IS that you will deliver the outcomes that your process inevitably produces. The illustration to your left is a replica of The Whale Hunters Process™. It consists of three stages–Scout, Hunt, and […]
A new report from CSO Insights is their This research study–19th in CSO’s series–looked at more than 100 metrics and garnered responses from 1200 companies. Essentially, this piece is a summary of the study, with more detailed information on various metrics available through CSO Insights–industry specific responses, for example. What always strikes me about the […]
I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As you know, Whale Hunting is all about collaboration, and the “Hunt” stage is very focused on the nature of the conversation–what we’ve called Progressive Discovery and Progressive Disclosure. This book […]
Focusing on the outcomes of your work for customers can promote a clear differentiation from competitors. All buyers are interested in the end result–what will it look like/feel like/be like when you are done? This image (known as a 3D Knowledge Model) represents a future state where a number of disparate entities are aligned around […]
Are you one of the executives who still think social media is frivolous, trivial, and unrelated to your business? Think again! In this article, I explain the value of just one of the social media tools to find a personal introduction into a new large account prospect, to locate employees and past employees that you…...
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.
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!