Barbara Weaver Weaver Smith
Founder and CEO at The Whale Hunters
The competition to win big, complex sales with large companies has never been tougher. It's harder to reach people. More buyers are involved in influencing the sale. Decisions are deferred, and a decision to do nothing is often the default. In many industries, bigger competitors are moving into markets they would have ignored a year ago. Midsize companies moving upmarket are at risk against bigger competitors, and it costs a lot to come in second! Yet big, complex sales are made every day! So how do you move safely and successfully to more sales that are truly transformational to your company? The Whale Hunters have learned that in order to win, you need to build a business development system to scout, hunt and harvest large accounts. And this system this takes more than a single salesperson to execute. Everyone collaborates to design this system, as Whale Hunting is based on the entire community working toward one goal, growing revenue. Some key activities include: ➊ building a target filter to identify the ideal large prospects that we can best serve. ➋ finding them in the marketplace and research the critical details about the company. ➌ figuring out what about choosing your solution over a bigger logo represents risk big companies, and creating sales and marketing collateral to preempt buyers' fears ➍ building a large account sales process including a complete playbook for all roles involved. ➎ design an onboarding process to seamlessly transition the new customer from sales to operations--often a period when companies drop the ball Delivering the service with excellence is much more important than making the sale! If you are struggling to land bigger accounts, I invite you to have a conversation. Whether or not we decide to work together, I am confident that I can provide insights into becoming a competitive force in your market. email@example.com | *1 317.370.3828 - Schedule a call with me! http://bit.ly/CallBWS
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