Are Your Rules of Engagement Rigid?
There’s a fine line between doing whatever a customer wants, even if it’s not your core business, and learning from customers how they would like to receive your products and services.
How Simple is Your Sales Story?
Complexity in the sales story is a common flaw of young companies as they are growing. You’re afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big mistake! First off, it doesn’t work, and it will cost you money and anguish before you finally learn that hard lesson.
Are You Too Special?
It’s not a good thing if you don’t have any competitors; it means you don’t have a market. What can you do about it?
Bigger Sales through Connected Employees
Encourage your employees to build a professional social media presence to build a thought-leader company.
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Fatal Sales Failures: Why Not Commoditize?
Anthony Iannarino on the topic of how to avoid commoditization.
Fatal Sales Failures: Sales and Marketing Silos
Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog. I’m a big believer in integration. Not integration from the perspective that you’re saying the same thing through every communication channel, but from a “breaking down the silos” point-of-view. You see, marketing, […]
Fatal Sales Failures: Lack of Investment in Marketing
Chad Root discusses why marketing should not be left to your sales department.
Fatal Sales Failures: Recap #1
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.
Get Out and Stay Out of The Commodity Trap
A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete other than on price. When they lose a deal, they assume they lost it on price.
The problems with that zero-sum game are that there are always limits to how low the market can drive prices (before vendors abandon the market) and that every vendor is vulnerable to price-cutting by any competitor at any time.
Ask Your Customers The Ultimate Question
Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients. So it’s much more important to keep existing whales than to hunt for new ones. How do you find out if there is a high probability that existing whales will work with you next year, too?
Five Key Elements of an Initial Sales Call
Here are five key points to consider in preparation to make your initial call on a prospective customer. No, they’re not about putting brochures in a folder or loading up the power point!
Who is at the RFP Buyers’ Table?
When you are engaged in a complex sales process in which you are meeting face-to-face with the potential buyers, you know how to interpret what The Whale Hunters calls “The Buyers’ Table”–the literal and figurative table around which your team interacts with people from the whale’s team who will influence the final decision of whether or not to buy from your company.
But when you are engaged in responding to an RFP or RFQ, are you still paying as much attention to the buyers?