[KelleyRobertson] Today’s blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley!
Navigating and negotiating a standard sale can be challenging at the best of times. However, when you add a team dynamic to the equation, it can be downright frustrating not to mention difficult. Here are a few guidelines to consider when several people on your team are involved in a particular deal.
Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.”
But no, for a B2B company today, being known as a thought leader demands your attention. And fortunately, through social media, becoming a thought leader gets easier for small and midsize companies than ever before.
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.
How many of you have worked for leaders that implement culture based on the last book they have read? If you are lucky, you may get to experience six different cultures during any fiscal year!
Fortunately, The Whale Hunters Process™, when implemented by a leader and his or her team can alleviate this experience for your workforce! How? In my experience, implementing The Whale Hunters Process™ has helped our team build, be clear and save time.
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 […]
Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a shiny-object-sales-opportunity? Teams or individuals in sales need discipline to be successful. The courage to say “no,” be strategic, and commit to excellence through practice. That dis-uh-plin is what divides hope from the real deal.
If you’ve been in a room with me for more than an hour or so, it’s almost guaranteed that you’ve heard me say the title to this blog post. If you’ve been in a sales meeting or a goal setting session with me it is certain that you’ve heard it. The words lead right to an important thought – in order to be truly successful you have to have some big goals. You’ve got to Think Big, Act Big, and Own It.
Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales.
New York City: The Big Apple filled with big buildings, big businesses and big egos! The line “If you can make it here you can make it anywhere” is a mantra. If NY bravado does one thing it is to keep people from thinking small. Everyone has to be prepared to be on a razor sharp competitive edge all the time.
What would you pay to sit down for coffee with the Chief Procurement Officer of Coca Cola and learn about how they buy? If you’re trying to sell to Coca Cola, you’d probably pay a pretty penny. What would he likely tell you? “Be Different,” said Ken Carty in this 2010 article by Inc. Magazine. His other basic advice? Get in early. Do your homework. Follow the process. Want more insider info on how to sell to big corporations? Here are links to all the articles published by Inc. Magazine.
Playing a bigger game makes partnering for success a “must”, yet few amongst us has ever made that happen in a healthy and sustainable way. Let me list a few of the new and different things successful partners do. How to partner for growth……5 basic steps towards success.
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.