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Category Archives: Sales Management
The push for Q4 Sales
The fourth quarter of the business year begins on the Tuesday after Labor Day. Finally, everyone is home from vacation. Kids are back in school. The bookends of summer–Memorial Day and Labor Day–are now closed. People will return your phone … Continue reading
Posted in Business Development Strategy, Sales Management, Small Business Advice
Tagged business development, goals, manage, Q4, small business, strategy
Can you deliver what you sell?
For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the … Continue reading
“Speed Up Your Sales Process” Recording Posted
The recording of my interview with Jill Konrath is now posted. Jill is the best-selling author of Selling to Big Companies and SNAP Selling. In this interview, Jill gives sage, practical advice for getting the attention of “crazy busy” corporate … Continue reading
Posted in Business Deals, Sales Management, Sales Tips
Tagged deal coaching, Expert Series, Jill Konrath, sales, selling, The Whale Hunters
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
How to Manage a Complex Sale
The Whale Hunters held our monthly Expert Seies call this week with featured guest Valerie Bonebrake, SVP of Global Supply Chain Solutions with Tompkins Associates in Raleigh, NC. Valerie has been a senior sales and management executive in global logistics … Continue reading
Posted in Sales Management
Sales Success and Trusted Partner Relationship
The newest edition of Whale Hunters Wisdom is online now, with a featured article on the relationship between sales success and building a trusted partner relationship. I’m reporting on and linking you to the latest research on what are the … Continue reading
Posted in Sales Management
Whale Hunting Practice #28: Develop Outstanding Internal Control
By their nature, whale-sized accounts are complex. Invariably, delivering your products and services requires the coordination of many people in your company with many more people in the whale company. You have an opportunity to greatly improve your internal processes and controls … Continue reading
Posted in Sales Management
Whale Hunters Practice #5: Manage Your Metrics
Whale Hunting involves your deliberate choice of big customers that you want to sell big deals to. It’s about managing your sales targets in a very disciplined, systematic way. I’ve written about how to define the categories of traits that … Continue reading
Posted in Sales Management
How to Manage the Sales Cycle for a Complex Sale
I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting. It includes three phases–ride, capture, and sew. The Hunting stage represents your core tactical means of persuading your prospect … Continue reading
Posted in Sales Management