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.
What’s an Executive Sponsor Program, and what should you know about it as part of your key account management strategy?
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 […]
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.
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.
Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales.
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 […]
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.
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.
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.
This week’s newsletter is about the excuses that we have for not taking action today on a strategy that we believe in. No time, not enough money, wrong people, team is not on board yet, etc. etc. The conversation goes like this: “As soon as I fix ‘X’, I can move forward. If you have a […]