Skip to main content

India B2B sales-Part 1-The Hunters

Starting a new series of blog posts on sales gyan with inputs from our sales head, Rajiv Bharatan.
Flickr

The Hunters

In sales parlance, hunting is simply going after new logos. The opportunity may arise due to
  • An in-bound lead
  • It could be a referral (referrals can be internal or external)
  • It can be a cold-call (which seems to be completely out of fashion now).
  • It can be a cold email
  • It could be through a direct message on social media
One reacts to such a lead, goes through the sales process, and either closes the deal, loses it or the lead goes cold, due to various reasons. Smart Hunters catch their prey(customer) no matter what. And just like in a real hunt, preparation is the key. 

Some good hunting spots:
  • Linkedin groups
  • Facebook groups(Bangalore startups, Headstart Network, Hyderabad startups etc)
  • Conferences (Unpluggd, Techcircle, Techsparks etc)
Hunting tools:
  • Twitter. A good hunter has patience. He builds a network and observes patterns in social media. He engages with customers and when the time is right, pounces on them. Well,not literally, but you get the drift :)
  • Linkedin. In B2B sales, this is an indispensable tool. You have to create the right network.
  • Blogs. Read everything, everyday and keep upto date on the vertical/customer profile you are targeting. Read about funding stories to understand who has the money to spend. Read about customer launches to understand who might have a need for your product.
  • Product. The right product is a killer tool. If the product is weak, there is only so much a hunter can do. 
  • Email and Call script. Done right, this can be very powerful and the cheapest way to get a customer.
Have the right hunting tools and go to the right hunting spots. You are sure to get your customer. And make sure you have the right kind of friends. Hunting is a very niche sport. The rewards are great, but if you dont manage to bag enough targets, you will starve to death(lose your job) and other hunters will take your place. After all, its a dog eat dog world.

If you some cool hunting methods you want to share please share in the comments below.

Happy hunting.

Popular posts from this blog

First Post

In this blog, I will be talking about my experiences in trying to build a cloud telephony platform , KooKoo . Along the way I will also be talking about different design choices I made, good programming practices and the IVR domain in general. For technoratti: NNFJW8EW86C3

Google's approach to business communication

 Google has been making silent moves in the business communication space. Google has mostly lost the instant messaging wars. But it does not want to lose the business communication war. WhatsApp, Instagram, Twitter and Facebook have been making their own moves to enable businesses to reach their customers through their channels. Its all about who has control over the communication channels. Especially communication which leads to business. That's where the money is. Currently, Google is the king of search and most online transactions start with a Google search. FB, Amazon, Apple and others want to change that. They want the search to start on their properties. And they have started making the moves. WhatsApp business allows small businesses to conduct their transactions on WhatsApp. FB and Instagram have long supported small businesses to manage their business on their channels. Apple has also made some nice moves with Apple business chat. They have integrated a whole shopping expe

Integrating Arborjs with Angular to create a live calls dashboard

Arborjs  is a cool graph visualization library. Angular  is one of the best JavaScript frameworks and we have been using Angular in a lot of our front end development. When you handle millions of calls, proper visualization becomes very important. Without proper visualization, you can get lost in the mountains of data. So we spend a lot of time to come up with good visualizations to represent the data. Since we loved the cool way in which Arbor represented graph data, we could not wait to hook it up with Angular. Because of Angular's two way data binding, when you hook up Angularjs with Arbor.js you can get a dynamically updated visualization of graph data with cool animations. To give back to the community, we have put up the code online at Github . Basically we have created an Angularjs directive for Arborjs. Please feel free to fork the code and add extensions and use it for your own visualizations. The code is self explanatory with comments inline. Best way to get s