Each month we do our Expert Series call focused on growth and sales for small and medium sized businesses. This month, on July 20th at 12pm Eastern, we’re doing our free call with Compendium CEO, Chris Baggott .
Whether you are a die hard whale hunter or follow some other sales methodology, success in sales really comes down to following a defined sales process. I am not going to get into the specifics about any one process, but I would like to talk about the value in pairing your process with the right technology. I look at technology as a tool and not an end in and of itself. Like any tool, when it is used correctly, it can help you do great things.
Many small businesses need to look bigger and act bigger in order to secure whale-sized business. Whales prospects are afraid of doing deals with businesses that look like a Mom and Pop shop. Is this you? Solopreneurs and small businesses now have the advantages of technology to make them look and act bigger in order to win the bigger sales. (Being more efficient and eco-friendly can’t hurt either).
Unlike the majority of the sale optimization posts out there, we’d recommend not focusing on lead management, some sort of funnel, or your web traffic. That’s not whale hunting. Instead, focus on mapping a process to go after bigger customers. Once you have exact steps and players at each step defined, go about making incremental improvements to what’s working. As Scott said in his article, you should focus more on what’s working than on what’s not working. A truly great sales process will come from continual improvement of what’s working… not just fixing what’s broken.