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Selling Behind Enemy Lines
Peter Farrow
CEO/General Manager, Health Cooperative of Eau Claire
Group Health Cooperative of Eau Claire just closed a $22 million piece of business pitching in tough circumstances. They were selling against an entrenched incumbent in a process that was being managed by an outside consultant who was clearly favoring the incumbent. Listen to my interview with CEO Peter Farrow to learn more about the strategy they employed and how they turned this deal around to win it once and for all.
Listen Now!
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Posted by Tom Searcy in Podcasts.
I recently had the opportunity to interview Simon Kelly, COO of Story Worldwide. Story Worldwide is a brand storytelling company that creates loyal consumer audiences for some of the world’s most-recognized brands, including Lexus, Unilever, Coty, and UPS. In this animated interview, Simon tells me the one about pitching a deal to Steve Ballmer—one of the toughest customers around. This story includes preparation for the big presentation, “the tough question” and being called “stupid” by the man himself. It also includes winning Microsoft’s magazine, moving to the states from England, and some tips to take into consideration when the nicest thing you can say about the prospect is that he’s a “hostile witness.”
Listen to the podcast HERE!
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Posted by Tom Searcy in Podcasts.
I recently had the chance to interview Dan Kemper, President of Schur Packaging Systems, Inc.
Dan’s company is in a unique position in that they’re new to the U.S. and dealing with an industry (newspapers) that’s very much rooted in its ways, not to mention its vendor relationships–some of which they’ve had for generations.
Still, Schur Packaging Systems is hunting big sales and succeeding…
Tom: …How did you tackle coming to North America and having competitors who have been around a long, long time?
Dan: …Our very first order, essentially, was one where we were sought out. Obviously it was very gratifying, but we took that one, did a fine job for them, and it became our jumping off point for the industry over here. We were fortunate on that first one, but several of them since then hadn’t hear of the project, so it really was like starting from scratch, walking in and hearing “Who are you guys? What do you do? And why would I even consider talking to you?” It’s a lot of grunt work, a lot of detail work and a lot of “please call so-and-so at this site because I think you’ll get a good response from them and they are very honest about what they have and their experiences with us.” It’s a basic sales game, I suppose, at the beginning of most of these projects.
Listen to the entire podcast HERE ».
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Posted by Tom Searcy in Podcasts.
Hi All,
It occurred to me recently that we have a TON of free sales resources scattered throughout our site. From e-books to podcasts, and webinars to essays, we’ve definitely taken this thought leadership stuff to heart. And now we’ve gone one step further and wrapped it all up nicely into one lovely package we’ve aptly named our “Resource Center.”
So now, instead of registering for every e-book or download, you will simply register once for the Resource Center (it’s still free, of course), and you’ll never have to fill out another form again. (Registration is only required for e-books, webinars and podcasts.) Your email address will become your login, although our center should recognize you if you enter from a computer that you’ve previously used to login. I’m not one to brag (which is a trait that my marketing agency cites as a fatal weakness), but it is pretty snazzy…
In all seriousness, though, I invite you to check it out and take advantage of all of our free tools, including a brand NEW e-book that we just introduced today. (I’ll write about that separately later.) “How to Get into Big Companies for Big Sales… and What to Do Once You Get There” details a variety of new challenges that big sale hunters face and then provides extensive pointers, tips and insight that will allow them to greet those challenges head on.
I would love your feedback on the new resource center and e-book, so please feel free to email me or leave a comment if you have a chance.
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Posted by Tom Searcy in Being the Hunter, e-books, Growth Strategy, Networking Tips, Podcasts, RFP Process, Rules of the Road, Social Media, The Sales Hunt, The Whale's Mind, Webinars & Podcasts.
Steve Swanson, Chief Operating Officer of Imperial CRS, sells complex pharmaceutical testing support materials globally using the principles we teach in Hunt Big Sales. Recently he returned from a very successful trip to Europe during which his team landed a sale with an important global company. In this interview, Steve discusses the differences between selling domestic and internationally, how to sell to high-level experts from a position of expertise, and what things can make you stand out as a company when doing so.
Listen Here
About The Deal of the Month Podcast Series
The Deal of the Month Podcast Series features interviews with company heads who have recently landed the kind of deals we all covet and crave. The series is designed to give you insight into the inner-workings of the big deals being sold and closed out there every day. More importantly, the story will come directly from the people responsible for closing these deals and they’ll tell you exactly how they did it.
Find out what worked and what didn’t, and pick up key ideas that you might use in your next big sale. These are unscripted and will hopefully add some fun to our exploration of the world of big sale hunts.
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Posted by Tom Searcy in Podcasts.
This month’s “Deal of the Month” podcast features Gina Danner from Mail Print. Printing is one tough business. Statistics say that between 3-6% of U.S. printers are going out of business each year. However, Gina’s company is growing by focusing on landing large deals. In this interview, she talks about how they changed their message in order to get better access, as well as re-shaped their value proposition to win.
LISTEN HERE
About The Deal of the Month Podcast Series
The Deal of the Month Podcast Series features interviews with company heads who have recently landed the kind of deals we all covet and crave. The series is designed to give you insight into the inner-workings of the big deals being sold and closed out there every day. More importantly, the story will come directly from the people responsible for closing these deals and they’ll tell you exactly how they did it.
Find out what worked and what didn’t, and pick up key ideas that you might use in your next big sale. These are unscripted and will hopefully add some fun to our exploration of the world of big sale hunts.
Continue Reading
Posted by Tom Searcy in Podcasts.
We have a very special program for this edition of “The Deal of the Month Podcast Series.” In fact, it’s not actually a deal at all. (And I’m sure I’m making some sort of Internet violation by setting up a format for a regular program and then breaking it almost immediately.) Regardless, this was too good to wait.
Steve Hershberger is a visionary in the social networking space. As President of ComBlu, Steve creates the social networking architecture for companies like Coca-Cola, Microsoft, Best Buy and many others. He also serves as a chief advisor to LinkedIn, one of the most popular executive social networking sites out there. I was able to get a little bit of his time and have him illuminate the future of social networking and how sales professionals are shaping that future, as well as best practices that lead to social networking successes.
Click here to access the Podcast Series.
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Posted by Tom Searcy in Podcasts.
I’m very excited to introduce our new podcast series, aptly titled ““The Deal of the Month Podcast Series”.” The series is designed to give you behind-the-scenes insight into the big deals that are being sold and closed out there everyday directly from the people who closed them.
Through these audio interviews, it’s my intention to help you find out what worked and what didn’t, as well as present key ideas that might help you in your next big sale. These are unscripted and hopefully some fun in exploring this world of the big sale hunts.
Our first profile is available at http://www.huntbigsales.com/podcasts.php, and features Sean Carney, CEO of Specialized Services Group, discussing how he and his team just closed a huge $20M deal. Sean shares how he capitalized on one of his competitors mistakes to get that “easy win.”
Enjoy!
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Posted by Tom Searcy in Podcasts.
