I have a blog category called “Fatal Sales Failures” where I gather stories from other sellers and owners about mistakes they’ve made and how they handled them. Today I read a new blog post by my friend Jill Konrath that is much more important than the comparatively trivial failures that we usually talk about. I […]
I highly recommend Jill Konrath and Ardeth Albee’s new eBook: Cracking the LinkedIn Sales Code. When The Whale Hunters work with our clients, we always encourage the leadership team and subject matter experts to create and/or improve their LinkedIn profile and activities. Few are coming even close to capturing the value in the network. That’s […]
Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!”
What should happen when you first meet with a new prospect? Here are five tips to make that first meeting a good one.
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 […]
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.
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.