Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
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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).
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Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
- 1. presents Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup Ben Carcio @bcarcio
- 2. Whale Hunting Ben Carcio CEO - Promoboxx @bcarcio - ben@promoboxx.com How to Get Intros and Sell to Big Brands as a Startup
- 4. What to expect... • How to sell big brands
- 5. What to expect... • How to sell big brands • Strategies
- 6. What to expect... • How to sell big brands • Strategies • Tactics
- 7. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies
- 8. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies • Random trivia
- 9. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies • Random trivia • Sales Exercises!
- 10. Disclaimer #1: I’m not a sales guy.
- 11. Disclaimer #1: I’m not a sales guy.
- 12. Disclaimer #2: No whales were harmed in the making of this presentation.
- 13. Disclaimer #2: No whales were harmed in the making of this presentation.
- 14. Disclaimer #3: Inbound Marketing will not be discussed.
- 15. Disclaimer #3: Inbound Marketing will not be discussed.
- 20. What is a whale? Whale - (n) a significant person or company, who when closed could have an massive impact on your company or life.
- 21. Who is your whale?
- 22. Who is your whale? • Big Customer
- 23. Who is your whale? • Big Customer • Mega Partner
- 24. Who is your whale? • Big Customer • Mega Partner • Key Investor
- 25. Who is your whale? • Big Customer • Mega Partner • Key Investor • Hot Date
- 26. WhatYou Need?
- 28. 2. Strong Crew.
- 29. 3. A Clear Target
- 30. Movie Break
- 33. The Chevy Story
- 34. The Chevy Story
- 35. The Chevy Story
- 36. The Chevy Story
- 37. The Chevy Story
- 38. The Chevy Story
- 39. The Chevy Story
- 40. Strategies
- 41. What To Do
- 42. What To Do • Borrow credibility
- 43. What To Do • Borrow credibility • Connect with EVERYBODY
- 44. What To Do • Borrow credibility • Connect with EVERYBODY • Exude certainty
- 45. What To Do • Borrow credibility • Connect with EVERYBODY • Exude certainty • Be natural, even playful
- 46. What To Avoid
- 47. What To Avoid • The lost cause
- 48. What To Avoid • The lost cause • Relying on “one harpoon”
- 49. What To Avoid • The lost cause • Relying on “one harpoon” • Ignoring the “DarthVader”
- 50. What To Avoid • The lost cause • Relying on “one harpoon” • Ignoring the “DarthVader” • Going negative
- 51. Tactics
- 52. Tactics
- 53. What to do. • Triangulation • Team Sale • Selling to different personality types • Over-communicate (calls
- 54. What not to do
- 55. What not to do • Trying to close too early
- 56. What not to do • Trying to close too early • Burning your contacts
- 57. What not to do • Trying to close too early • Burning your contacts • Thinking the deal is done.
- 58. Sales Exercise
- 59. Questions?
- 61. Course Title Course Title INSTRUCTOR NAME