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Category Archives: Business Deals
Coverage Maps – A Tool to Navigate the Complex Sale
Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that you have do deal with the board of directors, to get it signed. How do you navigate and align all those people that are involved in the sale? Continue reading
Sales Position Open: Rock Stars Need Not Apply
I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their sales. But today’s complex B2B sales require thoughtful, analytic team players who can put ego aside and involve their company’s subject matter experts in the sales process. Continue reading
Pursuing the Preferred Customer–Strategic Focus is Key
As this economy brings changing market conditions, the process of scouting, or honing in on the preferred customer, becomes essential. It is the dedication to a focused, strategic business development process for targeting that ideal customer that may mean the difference between accelerated growth versus business as usual. Continue reading
Posted in Big Deals, Business Deals, Business Development Strategy, business development tactics, Sales Process, Small Business Advice, Small Business Growth
Tagged business, business development, business development process, customer, customers, Jo Seidel, meeting, sales, strategic focus, strategy, team, The Whale Hunters
When is it a Big Deal, and Who Gets to Decide?
Last week I was talking with a VP of sales, who had just returned from a “big deal” sales pitch across the country. Expecting that his team was to present a multi-million dollar sales proposal to the senior executives of … Continue reading
Winning Big in a Losing Industry
Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our Phoenix Certified Partners), Rudy Kolich and the team at Jokake. They were able to implement The Whale Hunters Process™ and win the largest contract in their firms history. Continue reading
What do you want – good rhythm or good timing?
You remember the old commercials – when you were asked to make a forced choice between two good options? In syncing up with your prospect, I say you need both – good rhythm and good timing. A successful sales person almost instinctively knows that a winning process includes getting into the customer’s sales cycle as early as possible and at a time when you can still prepare your team to deliver – especially, when hunting whales. Continue reading
Posted in Business Deals, Business Development Strategy, Sales Management, Sales Process, Small Business Advice
Tagged business development tactics, Client, customer, deals, good, rhythm, sales, sales process, step, steps, team, timing
It’s All About Fear
The Whale Hunters constantly preach about the The Buyers’ Table and the whale’s fears. Understanding fear is a sales breakthrough. We have detailed processes to help your company’s cross-functional team identify all of the reasons that buyers might be afraid of you, and then detailed methods for creating the fear-busters that will help to put the fears at rest. The bottom line is this: the whales (big company buyers) will not buy your advantages unless you can alleviate their fears. Continue reading
Posted in Big Deals, Business Deals, Business Development Strategy, Link Recommendations, Sales Management, Sales Process, Small Business Growth
Tagged buyers, CEO, CIO, fears, need, present, process, risk, sales process, SME, subject matter experts, team
The Difference Between Sales Process & Sales Tactics
Many people don’t understand the distinctions between strategy, process and tactics.
A strategy is an overall plan to achieve specific, generally long-term, goals. It’s an approach, a broad, general roadmap, a way to go about doing business. A strategy defines how an organization intends to get from where it is now to where it wants to be in the future, perhaps three to five years out. Pursuing Whales to grow revenue is a strategy. Going global is a strategy. Penetrating a specific industry is a strategy. Increasing visibility to raise awareness about a product or service is a strategy. A strategy may include time frames but typically they are ‘end point’ dates. Continue reading
How a Purple Cow Affects Whale Hunting
At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the exercise is to determine what parts of your brand promise are truly unique. We often find that the majority of brand promises fall into average or above average categories. Continue reading