“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what they can do. We want sellers who will help us devise and achieve strategic outcomes.” (Barbara Weaver Smith. Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global…...
Thanks to Connie Kadansky, the Sales Call Reluctance Coach, for a great interview on Blog Talk Radio about how to know more to sell more. Connie says, “Even with the recent Brexit vote, you cannot deny that we are a global economy. Keep your chin up and be the visionary!” We talk about my new…...
It was nice today to see the Whale Hunters Wisdom blog included in the list of top blogs covering sales efficiency announced by Docurated, a sales and marketing productivity platform. If you want to find some outstanding sales blogs to follow, I highly recommend this list. Several of my colleagues from Sales Shebang made the list, including Jill…...
I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]
My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here’s the link. If you want to know more about Nimble and what it’s doing for The Whale Hunters–here’s my review You might also like my article on How to Scout Whales Using LinkedIn. … This content is...
I have the privilege today of being a guest blogger for Jim Keenan, A Sales Guy. My post is called What Do Kevin Hart, Aristotle, and Jim Keenan have in common with your sales strategy? It’s my response to Jim’s post about the “Grammar Nazi’s”. And yes, it is about sales process and especially strategy. […]
Some years ago UPS introduced a campaign “I love logistics.” They had a jingle, visuals, and actually defined and claimed “logistics” as their own. They kept it going for a long time, with fresh new ad episodes. Not everyone loved it–some people found the song maddening and had a lot to say about that. BUT […]
Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to acquire a larger territory or to locate new prospects within his territory. His customers were school districts in Arizona, and his product/service was educational software. He did not have ALL […]
I’ve been working on a series of blog posts about ways to differentiate from your competitors, focused on 31 ways that you might choose to define brand promise. One way is to highlight your method of getting the results your customers want. I don’t mean process (I’ll talk about that next) but rather the way you […]
A new report from CSO Insights is their This research study–19th in CSO’s series–looked at more than 100 metrics and garnered responses from 1200 companies. Essentially, this piece is a summary of the study, with more detailed information on various metrics available through CSO Insights–industry specific responses, for example. What always strikes me about the […]
I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As you know, Whale Hunting is all about collaboration, and the “Hunt” stage is very focused on the nature of the conversation–what we’ve called Progressive Discovery and Progressive Disclosure. This book […]
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 […]