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Category Archives: Sales Tips
“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
Review of SNAP Selling
In this week’s Whale Hunters Wisdom newsletter, I reviewed Jill Konrath’s newest book, SNAP Selling. This is an inspired, practical, usefully detailed how-to guide for sellers who need to get the attention of “crazy busy” corporate executives. Refreshingly, here’s no … Continue reading
Posted in Sales Process, Sales Tips
Tagged Jill Konrath, sales, selling, The Whale Hunters Process
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
New Article: “How to Scout Whales on LinkedIn”
Learn how to use LinkedIn to research your prospects. Continue reading
Posted in Business Development Strategy, Sales Process, Sales Tips, Small Business Growth, Social Media for Businesses
Tagged customers, LinkIn, sales, scout
5 Sales Strategy Tips from the Butler Bulldogs
My home town, Indianapolis, has been on fire about the NCAA college basketball Final Four and the amazing run of the home-town favorite Butler University “Bulldogs,” the smallest school to be included in the 64 contestants in the NCAA tournament. … Continue reading
Posted in Sales Tips
Whale Hunting Practice #24: Win the Pricing War
In many industries, price has become the only apparent differentiating factor in contract awards. Pricing wars put small and mid size business at a disadvantage because larger competitors can low-ball a bid in order to freeze you out. How will … Continue reading
Posted in Sales Tips
Whale Hunting Practice #22: Plan a Road Show
When your team heads out to a customer’s location for a presentation, how well prepared are you? Sometimes you will be coming in at different times from different locations. You will probably have print materials and perhaps visual materials. Will … Continue reading
Posted in Sales Tips
Whale Hunting Practice #21: Energize Your Presentations
At one or more points in your sales process, you will make a live presentation. Buyers participate in these pitches all the time–how will you set yourself apart? 1. Own the room. Your most important tactic is to control … Continue reading
Posted in Sales Tips
Sales and the WNBA
I wrote my weekly Sunday guest blog for Women on Business on the topic of what I’ve learned about sales from my local WNBA team, the Indiana Fever. Had some good feedback on that post, so I’m cross posting it … Continue reading
Posted in Sales Tips