“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…...
When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that reinforces three main points. Three is a magic number because three points (or three outcomes or three reasons) are memorable. Two is not enough, and four is too many. Your audience–your […]
Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique differentiator for your brand. Let me give you some examples: A Call Center has the capability to specialize in the healthcare industry (which has very strict regulations about collecting payments) […]
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 […]
Focusing on the outcomes of your work for customers can promote a clear differentiation from competitors. All buyers are interested in the end result–what will it look like/feel like/be like when you are done? This image (known as a 3D Knowledge Model) represents a future state where a number of disparate entities are aligned around […]
A few days ago we had an air conditioning company come to the house for a seasonal check-up of our system. The guy who came out was polite and seemed knowledgeable and thorough, and after his inspection he told us about the few things that should be repaired or replaced. And, he said, since our…...
What is it that makes your company special? How are you different? Why should a customer buy from you rather than from someone else? Learning to express your distinct value proposition is a key requirement for growing business with bigger customers–especially if you are a small company going after customers that are significantly bigger than […]
Are you one of the executives who still think social media is frivolous, trivial, and unrelated to your business? Think again! In this article, I explain the value of just one of the social media tools to find a personal introduction into a new large account prospect, to locate employees and past employees that you…...
A version of this post was originally published at BlogWorld. Many large companies have rigid policies prohibiting employees from any business-related social media activity. If that’s your practice, I recommend you reconsider. The Whale Hunters help B2B companies accelerate their growth by selling bigger deals to bigger customers. Most of our clients have a complex sale, such […]
Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a rational case for the sale of your products, unaware that 99% of buying decisions are made on irrational, emotional bases, led primarily by fear of making a bad decision.