Ten Ways to Lose . . . Even When You're the Best
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do not always win...
View ArticleHow Simple is Your Sales Story?
Complexity in the sales story is a common flaw of young companies as they are growing. You're afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big...
View ArticleFashion Police! Fashion Police!
I'm up to #6 of my Ten Ways to Lose . . . Even When You're the Best. Here's one that I see far too often: You are out of touch with your changing market.
View ArticleAh Complacency. It’s a Killer!
Whenever you hold the position of "the best" for a period of time, you become vulnerable to many kinds of attacks. You can't afford for your team to become complacent about your #1 position.
View ArticlePlanning, Persistence, Patience
I had a very happy phone call today–the kind that pleases me more than all others. One of my clients called to report that on the previous night, the school board of his customer (a 50,000 student...
View ArticleNarrow Your Service/Build Your Brand
Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too! Why not offer all of our things to all of our people? The problem is this: if you...
View ArticleSocial Selling: February 2014 Edition
My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here’s the link. If you want to know more about Nimble and what it’s doing for The Whale...
View ArticleBig Sales Presentations–Rehearsal Required
You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; they want you and your team at their place next Tuesday for a...
View ArticleBuy the Sales Development Playbook
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often... The post Buy the...
View ArticleEffective Prospecting – Investing for the Long Term
In today’s world “instant gratification” is a very strong mindset. It seems we may not have learned enough from the economic collapse of the past few years. “Instant gratification” is especially...
View ArticleAre You Missing the Smallest Sales Opportunities?
Don't think for a second that you'll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and flexible. Business is about people, relationships....
View ArticleWhat’s Your Content Strategy for B2B Sales? Huh?
Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales. The post What’s Your Content Strategy for B2B Sales? Huh? appeared first...
View ArticleDis-uh-plin
Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a...
View ArticleFive Proven Ways to Generate B2B Leads with Social Media
You might think social media activities are simply random, and you may wonder if you can really acquire B2B leads through social media sites. But here are five proven ways to use social media to create...
View ArticleDo You Lose Them at Hello?
Today’s guest post is from Jill Konrath, best-selling author and sales guru. The article first appeared in Jill’s blog and we are publishing it here with her consent. In the... The post Do You Lose...
View ArticleIs Your Sales Team Stuck in Hopa Hopa Land?
How many of you have worked for leaders that implement culture based on the last book they have read? If you are lucky, you may get to experience six different cultures during any fiscal year!...
View ArticleStaying True to Healthy, Customer Driven Growth
I think it’s important keep the growth conversation in check. The Whale Hunters process is all about smart growth. Each phase of our process is designed to find the best fit, or most mutually...
View ArticleHow “Thought Leadership” Drives Sales
Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.” But no, for a B2B company today, being known as a...
View ArticleNegotiating the Team Deal
[KelleyRobertson] Today's blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley! Navigating and negotiating a standard sale can be...
View ArticleHow to Set Your Sights on Your Best Prospects
Instead of randomly shooting messages out into the market and waiting for leads to come in, smart companies on a fast-growth path need a way to identify the specific prospective customers that ought to...
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