Sales Management

How to Manage a Complex Sale

By June 19, 2010December 30th, 2015No Comments
The Whale Hunters held our monthly Expert Series call this week with featured guest Valerie Bonebrake, SVP of Global Supply Chain Solutions with Tompkins Associates in Raleigh, NC.

Valerie has been a senior sales and management executive in global logistics at Ryder, Yellow Corp (now YRC), Meridian IQ (where she opened the China market) and now at Tompkins.

The global logistics sales environment requires that her team provide a detailed solution and pricing in order to win the business.  Valerie talked with us about how she manages the relationship to offer a compelling solution without being the victim of “free consulting.”  You will enjoy her stories of wins as well as painful losses that became learning experiences.

We asked Valerie–
•How do you approach your team’s proposal?
•What risks do you try to avoid?
•What strategies does she employ to mitigate risks?
•How does she handle a face-to-face sale and an RFP/RFQ sales process?
•What recommendations does Valerie have for you?
In this interview, facilitated by he Whale Hunters CEO Margie Traylor, Valerie elaborated on a few key points, with liberal examples.  These are:

•slow down
•ask more questions
•be helpful
•leverage relationships
•leverage your strengths
•demonstrate the small company hallmarks–focused, nimble, responsive
•hone your sales process skills and rehearse
•ask for what you want
•ask for the business
•make it personal
This is a “don’t miss” whale hunting presentation.  We are happy to offer you the recording at no charge. Simply listen here!

And please let us know what you think and what topics and/or experts you would like to recommend for future sessions.

P.S.  Valerie and Bob Bonebrake are opening the Kansas City market for The Whale Hunters team.   Check out their introductory events on July 21.