You probably know a few business people in your community who “everybody knows.” They’re so visible, so involved, so active in doing good things that others are drawn to them. Not everyone is their client or customer, but they make a friend of everyone they meet. And they meet a lot of people. For […]
Is timeliness an important part of your service? A good way for small companies to differentiate is by using their agility and flexibility to deliver goods and services faster than their competitors do. The more complex your service, the more a timely delivery may be a great selling point Of course, you have to be […]
When you have rigid rules for customers, you will lose business.
How well you prepare customer service representatives has everything to do with your brand.
How you behave when you lose a sale reflects on the character of your business.
Tactics that seem to be customer-friendly can really backfire if you imply service that you don't intend to deliver.
When I started in “sales”, I didn’t want the word sales in my title. In 1993, I graduated from Architecture school and took a job as “Sales Engineer” for a custom returnable packaging company. Yes – I was responsible for selling, but I never really saw myself as a salesperson. I saw myself more as a “figure out a way to solve customer problems in a way that my company could make money” person. This became especially true as I grew in responsibility to become a business manager and owner of my own businesses. Here are three lessons I’d like to shar
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.
Don’t think for a second that you’ll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and flexible. Business is about people, relationships. An authentic email. Thoughtful phone call. Focusing on them. All of these things will go a long way to building trust and growing your revenue potential.