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“LANDING THE BIG FISH”

“LANDING THE BIG FISH”. Karen Smith & Candace Grisdale Vice-President of Sales “Captains of the Sea”. “FISH TALES” – The Story. Know Where to Fish Audience; Industries; Geographies; Specializations; Associations Respect the Sea & Land: Ecosystem

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“LANDING THE BIG FISH”

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  1. “LANDING THE BIG FISH” Karen Smith & Candace Grisdale Vice-President of Sales “Captains of the Sea”

  2. “FISH TALES” – The Story • Know Where to Fish • Audience; Industries; Geographies; Specializations; Associations • Respect the Sea & Land: Ecosystem • Market Competitors – Strengths/Weaknesses; Product Mix Gaps; Bigger is NOT ALWAYS Better; Trends; Market Dynamics; Environment; Culture/Values; Operational Approach; Their Competitors – Internal & External • Getting it Right: The Tackle Box Contents • Products; Messaging; Empowerment; Selling Methodologies; Systems; Processes; Roles & Responsibilities; Goals & Objectives Clarity; Accountabilities; Communications Plan • Involve the Whole Crew • Sales People; Service & Support; X-Team; Customers; Partners; Alliances; Executives; Industry Experts; Friends of Company; Affiliates • Focus on the Prize • Make a Plan; Execute the Plan – No “Flailing in the Wind” Allowed; Intentionality Required; Agility; Creativity; Character • Don’t “Boil the Ocean” • Be Ambitious, But Realistic

  3. Closing the BiG Fish Karen Smith Vice President of Sales HySecurity

  4. My Big Fish Story • GE Capital • Number One Commercial Lender in US/World • Big and Getting Bigger almost Daily • Most Have a Piece of It • We Wanted it All ~ Was That Possible?

  5. Sales Axioms • If You Fail to Plan, You Plan to Fail • Show Up and Shut Up • Gentle Pressure…relentlessly

  6. The Plan • What Do We Want? • When Do We Want It? • How Are We Going to Get it? • What Does Our Team Look Like Now? • Should it Change and When? • How Will We Measure Success? • Are We Nuts?

  7. The Plan • Who are the Decision Makers? • Who Are the Influencers? • What Does are a Day in the Life Look Like? • Can You Become one of the Gang? • Is Trusted Advisor Role a Myth?

  8. Show Up/Shut Up • Start the Research • Stop/Look/Listen • Don’t Forget Any Group • Find All Gatekeepers • Know the Competition • Politics Do Matter

  9. Gently, Gently…But Don’t Stop • Build Those Relationships • Build New Ones as Needed • Mark Your Calendar • Get Invited • Identify Obstacles and Remove

  10. Was There a Happy Ending? • If Your Team Does It Right, there are many happy endings • Big Fish Lands in the Boat • It Stays in the Boat

  11. QUESTIONS?

  12. Karen Will Take Your QuestionsNow

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