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Category Archives: Women in Business
Fatal Sales Failures: Lack of Investment in Marketing
Chad Root discusses why marketing should not be left to your sales department. Continue reading
Fatal Sales Failures: Recap #1
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them. Continue reading
Posted in Fatal Sales Failures, Sales Process, Sales Tips, Women in Business
Tagged B2B sales, sales, sales process, sales tips, trust
Fatal Sales Failures: The Biggest Goof With Hot Prospects
Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!” Continue reading
Fatal Sales Failures: Your Opinion Doesn’t Matter
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what they know, observe, and live everyday and you will have potentially earned the right to express your opinion; or, offer your advice. If you have not earned the right, you are wasting everyone’s time. Continue reading
Fatal Sales Failures: Too Good to Be True
Merlin U Ward discusses why it’s risky to make a pitch that sounds “too good to be true.” Continue reading
Fatal Sales Failure: Forget the Front Lines
Chris Conrey explains that it’s a Fatal Sales Failure to be rude to the “front line” people at a prospect company. Don’t let that Executive Washroom go to your head! Continue reading
Posted in Fatal Sales Failures, Sales Tips, Women in Business
Tagged Chris Conrey. Fatal Sales Failures, communication, customers, sales, selling
How To Get Left Behind (Courtesy of BlogWorld)
But it frightens me how many small to midsize companies behave like ostriches when it comes to a serious evaluation of their social media strategy. Continue reading
Get Out and Stay Out of The Commodity Trap
A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete other than on price. When they lose a deal, they assume they lost it on price.
The problems with that zero-sum game are that there are always limits to how low the market can drive prices (before vendors abandon the market) and that every vendor is vulnerable to price-cutting by any competitor at any time.
Will You Meet Your 2011 Sales Goals?
What’s your prediction for meeting your company’s 2011 sales goal? Please take our online poll. Continue reading
Posted in Business Development Strategy, Women in Business
Tagged poll, sales, sales goals, sales management