whale hunting: how to get intros and sell to big brands as a startup
Post on 18-Oct-2014
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DESCRIPTION
This interactive class will give you strategy insight and practical tools to help you structure your own whale hunt. What you'll learn: How to get intros to the right decision makers. How to make the right pitch and close the deal. How to sell ahead of your product (if you're a startup, you're probably gonna have to).TRANSCRIPT
presents
Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup Ben Carcio @bcarcio
Whale Hunting
Ben CarcioCEO - Promoboxx
@bcarcio - [email protected]
How to Get Intros and Sell to Big Brands as a Startup
What to expect...
What to expect...
• How to sell big brands
What to expect...
• How to sell big brands• Strategies
What to expect...
• How to sell big brands• Strategies• Tactics
What to expect...
• How to sell big brands• Strategies• Tactics• Classic movies
What to expect...
• How to sell big brands• Strategies• Tactics• Classic movies• Random trivia
What to expect...
• How to sell big brands• Strategies• Tactics• Classic movies• Random trivia• Sales Exercises!
Disclaimer #1:
I’m not a sales guy.
Disclaimer #1:
I’m not a sales guy.
Disclaimer #2:
No whales were harmed in the making of this presentation.
Disclaimer #2:
No whales were harmed in the making of this presentation.
Disclaimer #3:
Inbound Marketing will not be discussed.
Disclaimer #3:
Inbound Marketing will not be discussed.
Inbound Whale Hunting?
Inbound Whale Hunting?
What is a whale?
Whale - (n) a significant person or company, who
when closed could have an massive impact on your
company or life.
Who is your whale?
Who is your whale?
• Big Customer
Who is your whale?
• Big Customer• Mega Partner
Who is your whale?
• Big Customer• Mega Partner• Key Investor
Who is your whale?
• Big Customer• Mega Partner• Key Investor• Hot Date
What You Need?
1. Determined Captain
2. Strong Crew.
3. A Clear Target
Movie Break
The Chevy Story
The Chevy Story
The Chevy Story
The Chevy Story
The Chevy Story
The Chevy Story
The Chevy Story
Strategies
What To Do
What To Do• Borrow credibility
What To Do• Borrow credibility
• Connect with EVERYBODY
What To Do• Borrow credibility
• Connect with EVERYBODY
• Exude certainty
What To Do• Borrow credibility
• Connect with EVERYBODY
• Exude certainty
• Be natural, even playful
What To Avoid
What To Avoid• The lost cause
What To Avoid• The lost cause
• Relying on “one harpoon”
What To Avoid• The lost cause
• Relying on “one harpoon”
• Ignoring the “Darth Vader”
What To Avoid• The lost cause
• Relying on “one harpoon”
• Ignoring the “Darth Vader”
• Going negative
Tactics
Tactics
What to do.
• Triangulation
• Team Sale
• Selling to different personality types
• Over-communicate (calls
What not to do
What not to do
• Trying to close too early
What not to do
• Trying to close too early
• Burning your contacts
What not to do
• Trying to close too early
• Burning your contacts
• Thinking the deal is done.
Sales Exercise
Questions?
