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Landing the Big Fish: Strategies for Sales Success

Learn how to navigate the seas of sales to catch the biggest clients. Understand markets, competitors, and effective tactics to secure major deals. Engage your team, plan strategically, and close deals with finesse.

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Landing the Big Fish: Strategies for Sales Success

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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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