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.
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.
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 […]
Many people don’t understand the distinctions between strategy, process and tactics.
A strategy is an overall plan to achieve specific, generally long-term, goals. It’s an approach, a broad, general roadmap, a way to go about doing business. A strategy defines how an organization intends to get from where it is now to where it wants to be in the future, perhaps three to five years out. Pursuing Whales to grow revenue is a strategy. Going global is a strategy. Penetrating a specific industry is a strategy. Increasing visibility to raise awareness about a product or service is a strategy. A strategy may include time frames but typically they are ‘end point’ dates.
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.
What should happen when you first meet with a new prospect? Here are five tips to make that first meeting a good one.
[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.
Today’s guest post is from Jill Konrath, best-selling author and sales guru. The article first appeared in Jill’s blog and we are publishing it here with her consent. In the movie Jerry Maguire, when Tom Cruise is in the midst of his proposal to Dorothy, she stops him with, “You had me at hello.” Every […]
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.
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.
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.
Today I was reading the blog post by Sam Richter on Jill Konrath’s blog about sales intelligence. It reminded me about all the time I devote to researching prospects. I’ve been asked before what I do to prepare for a call, so I thought it would be helpful to document some of the searching that can help you get your foot in the door. Afterall, sometimes getting that first contact is the hardest part! See some of my advice on prospect research below. The goal is to send off or call with the most high impact outreach possible.