Rooted In Revenue

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5 Tips to Whale Hunting for Global Accounts

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Author, Barbara Weaver Smith joins Susan Dec. 6 for this episode (listen live on this site at the right). Her first book, Whale Hunting, exposed us to how to succeed in landing larger accounts. Whale Hunting provides your B2B company with a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts–the kinds of accounts that transform your business. It can mean the difference between merely surviving and thriving spectacularly. But you have to be smart and you have to be prepared!

In this episode we go to the next level: Whale Hunting for Global Accounts.

Some of the tips covered help you get in the mindset and secure your partners and team to handle this global accounts.

  1. A big tip is that perhaps you've heard of the US Department of Commerce, but you may not know what they do or can do for you and your business. This is a VERY helpful partnership. The episode gives you specifics of how they help businesses small and large secure global accounts. You can go to their (somewhat dry) site here >
  2. Changing your thinking of your business and your clients is the most critical piece. They are ready to be global or already are. You need to make sure you fit into that picture to enjoy a bigger version of your current status with them as a supplier. Be the solutions for ALL locations, all divisions. 
  3. Expanding your team will most likely be necessary. BUT your clients may have more in place to assist you than you realize. 
  4. Time to make some new partners, as well. EVERYONE can grow and be more successful with your new mindset, including your clients. AND you will build strong loyalty from them.

Listen in and take notes.

Selling to Healthcare & Hospitals - you need to be able to understand all the terms.

41CruH61J0L__SX331_BO1_204_203_200_.jpgMy guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, “Selling to Hospitals & Healthcare Organizations.

To sell effectively in this new ecosystem today’s sellers must understand the role and function of hospital and alternate site personnel and their language. We call this Business Acumen. Sellers that understand the language and business of hospitals receive immediate credibility, which is a foundation for building communication and trust.

As hospitals migrate from a fee-for-service reimbursement methodology to payment for value, based upon patient outcomes; they are creating new business models and new relationships with insurers, physician practices, single and multi-specialty community clinics, ambulatory surgery centers, diagnostic imaging centers, specialized treatment service centers, specialty hospitals, skilled nursing facilities and other healthcare entities.

Available on Amazon

Buying the book will keep you in the loop for updates and book 2 coming out in 2019.

In this episode we cover:

  1. Who would find this book useful?

    1. Anyone who is calling on Hospitals or Healthcare Organizations. This includes, sales personnel, marketing, operations (for equipment implementations) or product service personnel.
    2. Sellers must understand the role and function of the hospital and their personnel (the jobs they perform) and then be able to speak their language.
    3. Private citizens will also find this book useful if they want to increase their knowledge base about healthcare organizations and personnel. After all we all need healthcare and it helps to be more knowledgeable about our options, the different institutions and the people who deliver the care.
  1. What is included in the book?

    1. The book is broken up in 2 parts and then 4 Appendices

      1. Hospital Business Acumen & Clinical Terms
      2. Hospital Physician & Key Healthcare Personnel
  • The Appendices includes Acronyms & Medical Industry Abbreviations, Anatomical Orientation Terms, several Healthcare Agencies & Organizations, and lastly some common Prescription Terms
  1. How do you use this with your clients?

    1. We let them know this is available and a great resource for on-boarding new company personnel who do not have any healthcare experience or who may be required to call on personnel in a new department or entity that was not previously served.
    2. For those that have experience, this is a great resource to keep on-hand as reference There may be a Healthcare acronym that you may not be aware that is in the book.

What is The Modern Seller and Why You Need to Become One.

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Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 

  • The big five skills that modern sellers need to become successful.
  • What it means to be agile in sales and why that’s critical.
  • How an entrepreneurial mindset can boost sales.
  • Why being “holistic” is an important trait.
  • How an energy routine can help build motivation and discipline.
  • The proven approach to take in creating your network.
  • What makes an ambassador unique.What characteristics make a great sales person?
  • How would you define modern selling? What's changed in the past 5, 10, 20 years?
  • What are some of the biggest trends influencing buyers in today's market?
  • What advice would you give to someone struggling to stay motivated in their sales role?
  • How can sales people continue to develop and keep sales strategies "modern?"

People are saying about the book:

“Amy has nailed it with The Modern Seller. This is exactly the mindset, skills, and agility sales professionals need to succeed and thrive in this fast-evolving selling environment. Our team is striving to make this transition right now. We see it as critical to our growth—and survival.”
Pete McChrystal - President & CEO, Accent Technologies

“The Modern Seller is an insightful, must-read book. If you don’t know what a modern seller is and how to get there, you will be left in the dust. This book is a critical guide for paving the way to becoming a modern seller.”
Andy Quintana - SVP Business Development, Partnerships & Alliances, Accent Technologies

“The Modern Seller is filled with actionable insights and practical strategies to set you apart from competitors, make you irresistible to today’s buyers and ultimately, drive more revenue. In short, YOU become the differentiator.”
Jill Konrath - Author of More Sales Less Time & SNAP Selling

The Seller’s Challenge - Gatekeepers, concerns vs. objections.

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If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

Points covered include:

  1. Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement?
  2. I noticed that you use the term “concerns” in lieu of “objections”. Why was that?
  3. You describe Gatekeepers in a novel way. Tell our listeners about that.
  4. You have a chapter on managing price demands. What are 1-2 takeaways for our listeners in that chapter.
  5. Will you be offering any training or keynotes on the topics in the book?
  6. Are there any other tools available to be used in conjunction with the book?

Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

Reach Tom Williams:

[email protected]LinkedIn
www.strategicdynamicsfirm.com  

and Thomas Saine:

[email protected]

The Seller’s Challenge

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This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

In this first half I asked them about several chapters and key points of the book.

1. What was the genesis for the book? How did it evolve?
2. What is stakeholder mapping and why is it important?
3. You wrote an entire chapter on status quo. Why?
4. What role in sales training should insight-selling play?
5. For sellers that handle RFPs that chapter is a must read. What are 1-2 takeaways that are important for our readers to know?

Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

Reach Tom Williams:

[email protected]LinkedIn
www.strategicdynamicsfirm.com  

and Thomas Saine:

[email protected]

Our next episode will cover Gatekeepers and their changing role and value, Price Demands and Procurement.