presents
Whale Hunting: How to Get
Intros and Sell to Big
Brands as a Startup
Ben Carcio
@bcarcio
Whale Hunting
Ben Carcio
CEO - Promoboxx
@bcarcio - ben@promoboxx.com
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 ...
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
WhatYou
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 “DarthVader”
What To Avoid
• The lost cause
• Relying on “one harpoon”
• Ignoring the “DarthVader”
• 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?
We’re Hiring
careers@promoboxx.com
Course Title
Course Title
INSTRUCTOR NAME
Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup
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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).

Published in: Business, Travel
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Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup

  1. 1. presents Whale Hunting: How to Get Intros and Sell to Big Brands as a Startup Ben Carcio @bcarcio
  2. 2. Whale Hunting Ben Carcio CEO - Promoboxx @bcarcio - ben@promoboxx.com How to Get Intros and Sell to Big Brands as a Startup
  3. 3. What to expect...
  4. 4. What to expect... • How to sell big brands
  5. 5. What to expect... • How to sell big brands • Strategies
  6. 6. What to expect... • How to sell big brands • Strategies • Tactics
  7. 7. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies
  8. 8. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies • Random trivia
  9. 9. What to expect... • How to sell big brands • Strategies • Tactics • Classic movies • Random trivia • Sales Exercises!
  10. 10. Disclaimer #1: I’m not a sales guy.
  11. 11. Disclaimer #1: I’m not a sales guy.
  12. 12. Disclaimer #2: No whales were harmed in the making of this presentation.
  13. 13. Disclaimer #2: No whales were harmed in the making of this presentation.
  14. 14. Disclaimer #3: Inbound Marketing will not be discussed.
  15. 15. Disclaimer #3: Inbound Marketing will not be discussed.
  16. 16. Inbound Whale Hunting?
  17. 17. Inbound Whale Hunting?
  18. 18. What is a whale? Whale - (n) a significant person or company, who when closed could have an massive impact on your company or life.
  19. 19. Who is your whale?
  20. 20. Who is your whale? • Big Customer
  21. 21. Who is your whale? • Big Customer • Mega Partner
  22. 22. Who is your whale? • Big Customer • Mega Partner • Key Investor
  23. 23. Who is your whale? • Big Customer • Mega Partner • Key Investor • Hot Date
  24. 24. WhatYou Need?
  25. 25. 1. Determined Captain
  26. 26. 2. Strong Crew.
  27. 27. 3. A Clear Target
  28. 28. Movie Break
  29. 29. The Chevy Story
  30. 30. The Chevy Story
  31. 31. The Chevy Story
  32. 32. The Chevy Story
  33. 33. The Chevy Story
  34. 34. The Chevy Story
  35. 35. The Chevy Story
  36. 36. Strategies
  37. 37. What To Do
  38. 38. What To Do • Borrow credibility
  39. 39. What To Do • Borrow credibility • Connect with EVERYBODY
  40. 40. What To Do • Borrow credibility • Connect with EVERYBODY • Exude certainty
  41. 41. What To Do • Borrow credibility • Connect with EVERYBODY • Exude certainty • Be natural, even playful
  42. 42. What To Avoid
  43. 43. What To Avoid • The lost cause
  44. 44. What To Avoid • The lost cause • Relying on “one harpoon”
  45. 45. What To Avoid • The lost cause • Relying on “one harpoon” • Ignoring the “DarthVader”
  46. 46. What To Avoid • The lost cause • Relying on “one harpoon” • Ignoring the “DarthVader” • Going negative
  47. 47. Tactics
  48. 48. Tactics
  49. 49. What to do. • Triangulation • Team Sale • Selling to different personality types • Over-communicate (calls
  50. 50. What not to do
  51. 51. What not to do • Trying to close too early
  52. 52. What not to do • Trying to close too early • Burning your contacts
  53. 53. What not to do • Trying to close too early • Burning your contacts • Thinking the deal is done.
  54. 54. Sales Exercise
  55. 55. Questions?
  56. 56. We’re Hiring careers@promoboxx.com
  57. 57. Course Title Course Title INSTRUCTOR NAME

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