Complexity in the sales story is a common flaw of young companies as they are growing. You’re afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big mistake! First off, it doesn’t work, and it will cost you money and anguish before you finally learn that hard lesson.
Today’s guest post is by Larry Smith, Partner in The Whale Hunters, and CEO of GreenLyne, Inc. Thanks for posting, Larry! As the owner of a new start-up company that creates software to make manufacturing plant floors paperless, I have used The Whale Hunters Process™ to identify potential clients who can benefit from our […]
Instead of randomly shooting messages out into the market and waiting for leads to come in, smart companies on a fast-growth path need a way to identify the specific prospective customers that ought to be their best candidates. What if you could make a list of the companies that are best for you to go after instead of simply following up on leads or cold calling?
My colleague Lindsay Bayuk recently introduced me to the website Real Simple and the “Keep It Together” emails that they deliver. The subject line is “If You Do Just One Thing . . . [fill in the blank]. Actually, the first one I saw was “If you do just one thing . . . clean out […]
Of all the problems with company silos, the one hardest for me to imagine is a marketing silo and a sales silo. Yet I see these divisions all the time, even in small companies. Marketing complains that the sales team will not share information or fill out CRM reports. Sales complains that marketing is wasting time and wasting money and not delivering the right kinds of leads.
This week’s Sunday Show takes up a topic that I’m encountering frequently with clients these days. Entrepreneurs, executives, and sales personnel who had formerly achieved a degree of confidence in their growth potential got really shot down during this recession. They took whatever business they could find in order to maintain a cash flow and […]
In July, 2010, The Washington Post released a report called Top Secret America, an elaborate investigative piece about American companies that do Top Secret business with the government and the government agencies that employ them. If your Target Filter includes companies that have federal government contracts, this is an excellent report for you. Reporters Dana Priest […]
Discussion of The Whale Hunters Target Filter and how to use it to cut costs from your sales process while increasing revenues.