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Category Archives: Sales Development
Success is 90% Process
I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their normal sales process–if they invest some time into documenting processes. My all-too-real world example comes … Continue reading
Posted in Big Deals, Business Development Strategy, RFP, Sales Development, Sales Tips, Small Business Advice, Small Business Growth
Tagged federal RFP, process, RFP
Selling to Big Box Stores now archived
We had a great conversation with Tim Martin, president of Jaat Consulting in Indianapolis, about ways to sell retain products to the “Big Box” stores. Tim places a lot of emphasis on Scouting — shopping the stores to see what … Continue reading
Whale Hunting Practice #20: Train Your Subject Matter Experts
In a complex sale to a big customer, the buyers will want to meet your delivery team. They will not be content to deal only with a salesperson or business development leader. In fact, learning how to engage key … Continue reading
Posted in Sales Development
Whale Hunting Practice #19: Power Your Boat
In The Whale Hunters analogy, “the boat” represents the team of players you are going to send after a particular whale prospect. The boat is populated by management [leaders choose who will be involved from various departments or … Continue reading
Posted in Sales Development
Whale Hunting Practice #16: Think Like the Buyers
The biggest lesson in whale hunting is this: it’s not about YOU! When you and your team learn to think like the buyers are thinking, your success will improve exponentially and your business will grow rapidly. YOU tend to think … Continue reading
Posted in Sales Development
Whale Hunting Practice #11: Drill Down 6 Degrees
The Whale Hunters Process doesn’t include “cold calling.” Let’s face it: you are not going to land a new deal, ten to twenty times your average deal, by placing a phone call to the prospective buyer. That is … Continue reading
Posted in Sales Development
Whale Hunting Practice #6: Refine your Target Filter
Now you have a target filter of criteria to identify the best whale prospects for your company–the categories that are important to you and the metrics for each category to judge it as an A, B, or C rating. Now … Continue reading
Posted in Sales Development
Whale Hunting Practice #4: Create Target Filter Categories
The Whale Hunters believe that companies should decide deliberately which large companies they want to do business with and are well-suited to serve. Rather than sending a message to the entire market and waiting for leads, whale hunting helps you develop a … Continue reading
Posted in Sales Development
Who will be your next big customer? Make a List!
Yesterday I wrote about Knowing the Whale, first phase of The Whale Hunters Process. That’s about determining ideal criteria. Once you have written down the criteria, it’s time for the next phase: Seek the Whale. Go out into the marketplace to find … Continue reading
Posted in Sales Development
Whale Hunting Resolutions
Whales are on winter vacation in warm oceans. They are playing, breeding, frolicking and entertaining tourists for a couple of months. But before long, they’ll head back north, and you can hunt them again. This is the season for … Continue reading
Posted in Sales Development