Catherine McQuaid
Catherine McQuaid
Customer Discovery, Lean Sales practitioner
1. Repeatable, scalable sales processes
2. Market-tested hypotheses = data-informed decisions
Reaching Potential Stakeholders on the Semantic Web
Optimizing investments in face-to-face events can help reduce the cost of acquiring and converting the asset value of key stakeholders. If we take key...
Leverage Live Events: Semantic Web
Face-to-face contact with key stakeholders frequently drives the decision to host live events, since these relationships underpin financial sustainability. Acquiring and developing a key...
How to bag a trophy client | PROFITguide.com
Wouldn't it be great to NOT spend an average of 30% of billings acquiring that trophy? Ask Big Game Hunting how. This is usually what...
Teddy Roosevelt & Ernest Hemmingway on Safari
Creating demand for big-ticket business services inside the C-suite requires much more than contact with that executive. If your service will impact a couple of business units, there may...
Reaching Mountain Peak Dwellers
Acquiring major accounts takes more than a traditional sales process. And it takes more than getting to talk to senior executives because they’re in your “rolodex”". If…
Using “social” to reduce person-to-person sales costs
Winning new business with a big company can reduce profits if face-to-face selling means a high cost of sales ratio. Business services firms would expect to spend...
4 steps to yes from Senior Executives
In order to become a pre-approved vendor within a large company, it is best to reach out to the senior executive heading up each division or business...
Reaching the Leader of the Pack
Reaching the most senior executives in a big company can take the skills of a big game hunter. Before asking for an appointment, I design an...
Hunting the King of the Jungle…or..Getting the attention of the CEO
You have your binoculars trained on the King of the Jungle. You've Googled the executive you want to reach. You've made notes on charities and...
Key Account Acquisition: Key Accounts: Target Discretionary, not Annual Budgets
Getting the first “toehold” inside a key account is a challenge. By positioning your business service in a very specific niche related to industry-wide...
Hunting Major Accounts: What a difference a word makes
Let’s say you were a service provider to the pharma/biotech industry and this was your first conversation with a potential new client, a company which...
Major Accounts: Differentiating Business Services
A client with a financial institution as a client retained me to pursue new business in the financial services sector. After 8 months of work, we didn’t have even...
Selling to big companies: Target Discretionary Budgets
For business services firms, securing ongoing assignments from Fortune 1000-sized companies is a planned growth strategy. Major account acquisition takes into account the...