Peter Wilken 🐬’s Post

GTM planning and execution is a lot like fishing. Before you hit the water, your checklist should look something like this: ICP 1. What am I fishing for? -Freshwater ✔️or saltwater? -Bass ✔️, Crappie, Trout, Bluegill? -Largemouth ✔️, Smallmouth -Small (1-2 lbs), Medium (3-6 lbs), Trophy (7-10 lbs) ✔️ 2. How will I find these fish? -Lake ✔️, pond, river -Deep water ✔️, shallow water -Open water, near cover ✔️ -Are they moving or sedentary ✔️? 3. What do they like to eat this time of year and what are their habits? -Bait fish ✔️, frogs, worms, anything that moves -Topwater attacks, curious nibbles ✔️, chase anything they see ABM/ABS 1. Do we need a boat or can we fish from a dock or the shoreline? 2. Which lake are we going to? Let's map out the most ideal areas that match what we know about bass this time of year. 3. Do we have the right poles with the right test line? 4. Is the tacklebox stocked with all of the right equipment and baits based on what we know about our target fish? 5. Do we understand eating habits and schedules? 6. How long will we fish and how many ICP fish do we think we can reasonably catch? 7. Do we have the right size net to easily pull each fish into the boat? 8. Is everyone on the boat clear on which fish we keep and which fish we throw back? Customer Success / Account Management 1. Are the livewells clean and ready to keep the fish alive and healthy once we've pull them in? 2. Are we clear on how many fish we can reasonably keep in each livewell? 3. Do we have the proper equipment and skills to "harvest" our catch? 4. How often should we check on our fish and how long can we keep them in the livewell? 🎣🐟🐠 Now, can you simply hit the lake with the equipment you have, and see what happens? Sure. It really depends on what you're trying to accomplish. If your goal is to catch trophy bass, you wouldn't just start throwing a net in the lake to see what comes up. You'll need the right plan, the right approach, and enough repetitions and time to learn what's working and what's not working as you progress towards your goal. Measure, analyze, adjust, repeat, WIN. #RevOps #GTM

Marketing Research Outline for a Fishing Charter Business Launching a fishing charter business requires in-depth marketing research to navigate competitive waters. Today’s guide covers essential steps, including analyzing market demand, identifying customer demographics, and assessing competitor offerings. It highlights key industry trends such as the growing eco-tourism sector and the role of advanced technology in enhancing customer experience. Learn how to leverage local partnerships, digital marketing strategies, and customer reviews to build your brand. By conducting thorough market research, you’ll be better positioned to attract customers, optimize pricing, and differentiate your charter service from competitors in a crowded marketplace. 1. Market Analysis Industry Trends Global Growth in Recreational Fishing: The recreational fishing industry has seen a steady increase due to a growing interest in outdoor leisure activities. According to the American Sportfishing Association, recreational fishing contributes over $125 billion to the U.S. economy annually. Pandemic Influence: The COVID-19 pandemic led to a surge in outdoor activities as people sought safe ways to enjoy leisure time, further boosting the fishing industry. Technological Advancements: Fishing Equipment: Innovations like advanced fish finders, sonar technology, and GPS mapping have enhanced the fishing experience. Booking Platforms: Digitalization has simplified booking processes, with customers preferring online reservations through websites or mobile apps. Environmental Awareness: There’s a growing emphasis on sustainable fishing practices, with customers seeking charters that prioritize conservation. Eco-Friendly Practices: Use of biodegradable materials, adherence to catch limits, and participation in conservation programs are becoming industry standards. Demographic Shifts: Youth Engagement: Efforts to engage younger demographics through educational programs and youth-friendly trips. Diversity: Increased participation from various demographic groups, expanding the potential customer base. Competitive Landscape Local Competition Analysis: Service Offerings: Assess competitors’ trip types, pricing, boat capacity, and customer reviews. Customer Experience: Evaluate the quality of customer service, the professionalism of crew members, and the overall experience offered. continue reading [...] https://lnkd.in/eB9AKdmy

Today 1st time visit fishing base Engaging with ground-level staff is crucial when selling a product, particularly in fisheries where the operational environment is unique and complex. Ground-level staff, such as fishermen, captains, and boat owners, play vital roles in the daily operations and possess deep, practical insights. 1. First-Hand Knowledge of Operational Challenges: Ground-level staff face the daily realities and challenges of their work. In the case of fisheries, fishermen understand the physical demands of the job, the unpredictability of sea conditions, and the intricacies of fish behavior and migration. Captains are aware of navigational hazards, the importance of efficient resource management, and the need for reliable equipment. Boat owners balance the financial aspects, maintenance schedules, and overall sustainability of their operations. By engaging with these individuals, a salesperson can tailor their pitch to address these specific challenges, demonstrating a genuine understanding of the customer's needs. 2. Influence on Purchasing Decisions: While boat owners may hold the financial power, the recommendations and feedback from captains and fishermen heavily influence purchasing decisions. For example, a new type of durable, high-efficiency fishing net might seem like a smart investment to a boat owner, but if the fishermen find it cumbersome or ineffective, they might resist its use, leading to a poor return on investment. Therefore, gaining the support of the ground-level staff can be pivotal in ensuring the product is accepted and utilized effectively. 3. Product Adaptation and Improvement: Feedback from the end-users can drive product improvement and innovation. In fisheries, suppose a company introduces a new fish finder technology. Initial feedback from the fishermen who operate these devices can highlight practical issues, such as difficulty in reading the display under harsh sunlight or battery life concerns during long fishing trips. This feedback is invaluable for making necessary adjustments to enhance the product’s functionality and usability, leading to higher satisfaction and loyalty. 4. Building Trust and Long-Term Relationships: Personal interactions with ground-level staff help build trust and rapport. For instance, if a salesperson spends time on a fishing boat, experiencing the crew's daily routine, they demonstrate commitment and respect for the fishermen’s work. This approach can foster a strong, long-lasting relationship, as the staff feel valued and understood, making them more likely to support the product and the company. In conclusion, involving ground-level staff in the sales process ensures that products meet the practical needs and expectations of those who use them daily. It facilitates the gathering of valuable feedback for product improvement, strengthens trust and relationships, and ultimately leads to more successful and sustainable business outcomes. Garware Technical Fibres Limited

The Japanese have a great liking for fresh fish. But the waters close to Japan have not held many fish for decades. So to feed the Japanese population, fishing boats got bigger and went farther than ever. The farther the fishermen went, the longer it took to bring back the fish. The longer it took them to bring back the fish, the staler they grew. The fish were not fresh and the Japanese did not like the taste. To solve this problem fishing companies installed freezers on their boats. They would catch the fish and freeze them at sea. Freezers allowed the boats to go farther and stay longer. However, the Japanese could taste the difference between fresh and frozen fish. And they did not like the taste of frozen fish. The frozen fish brought a lower price. So fishing companies installed fish tanks. They would catch the fish and stuff them in the tanks, fin to fin. After a little hashing around, the fish stopped moving. They were tired and dull, but alive. Unfortunately the Japanese could still taste the difference. Because the fish did not move for days, they lost their fresh-fish taste. The Japanese preferred the lively taste of fresh fish, not sluggish fish. The fishing industry faced an impending crisis! But today, it has got over that crisis and has emerged as one of the most important trades in that country! How did Japanese fishing companies solve this problem? How do they get fresh-tasting fish to Japan? To keep the fish tasting fresh, the Japanese fishing companies still put the fish in the tanks. But now they add a small shark to each tank. The shark eats a few fish, but most of the fish arrive in a very lively state. The fish are challenged and hence are constantly on the move. And they survive and arrive in a healthy state! They command a higher price and are most sought-after. The challenge they face keeps them fresh! Humans are no different. L. Ron Hubbard observed in the early 1950's: "Man thrives, oddly enough only in the presence of challenging environment."

Stop Fly Fishing Your Business: The Power of Challenge-Based Strategy Most fly fishermen will tell you that tying their own flies is an art, bait fishing is cheating, and fly fishing is a superior form of angling. They’re passionate about this perspective, and there might be some truth to it. My wife and I often walk around our local lake, and we usually see anglers patiently casting their lines, hoping for a catch. Despite the lake being stocked every year, it’s rare to see anyone reeling in a fish. It almost seems odd how infrequently someone catches anything… until the other day. I saw a young boy, yelling with excitement, reeling in a fish while his father cheered him on. Curious, I commented to the father that it’s rare to see someone actually catch something here. With pride, he told me this was their second big catch in just a few minutes. He even showed me a photo of the fish on his phone and proudly shared their secret bait: a hotdog. Yes, a big piece of hotdog. As I continued my walk, I couldn’t shake the thought: We often run our businesses like fly fishermen. We craft beautiful mission statements, vision statements, and lofty goals that elevate us above our competition—at least in our minds. We become so focused on the artistry of business that we forget to get down to the basics. We fly fish. It’s refined, deliberate, and often, not as productive as it could be. But what if, instead of perfecting our fly fishing, we just fished? What if we used the most effective method to get results, even if it’s as simple as using a hotdog to catch fish? The most efficient way to run a business depends on various factors: your industry, the economy, your competition, and countless other variables, some within and some outside of your control. So how do you find the best approach for your business? As a strategy guide, I’ve found that the answer lies in challenge-based strategy development. Instead of focusing on lofty goals, focus on what’s standing in your way. Identify the challenges, prioritize them, and then channel your resources into removing these obstacles. This approach is pragmatic, results-oriented, and ensures that you’re not just “fly fishing” your way through business. This focus on tackling real-world challenges is what led me to collaborate with Jesse Hopps and Demand Metric. Our mission is to disrupt the traditional approach to strategy development and offer leaders a more effective way to achieve their potential. To help demonstrate the power of this method, I’m offering a free, two-hour virtual introduction to challenge-based strategy development for 10 leaders or teams, for a limited time. This session includes a one-hour prep call with the team leader and a follow-up call to address any questions. Ready to stop fly fishing and start reeling in real results? Schedule your free training by sending me a message on LinkedIn. Don’t just fish the way you’ve always done—fish to catch. #demandmetric #strategy

Coming from a family of fishermen, I recently saw a blog post that really resonated with me. The author, who travels for business, went fly fishing for the first time on a recent trip and shared an analogy: “Getting a deal is more like fly fishing now than ever before.” My family has been fishing for many years. We started with spinning rods and live bait, catching and releasing a wide variety of fish. We celebrated every catch, no matter the size or species. As we gained more experience, my son developed a strong passion for Fly Fishing. His dedication led him to become a Fly Fishing Guide on the Mosquito Lagoon. Fly fishing is often seen as the most challenging form of fishing. It requires precision, patience, and a deep understanding of the environment. Anglers use lightweight fly rods to cast delicate artificial flies that mimic insects or small prey. This method requires a thorough knowledge of the water, weather conditions, and fish behavior. Success in fly fishing hinges on a meticulous approach and the ability to adjust to ever-changing conditions. Sales, much like fly fishing, is a craft influenced by constantly shifting factors. Just as a fly fisherman studies the water and adjusts techniques based on fish behavior, B2B salespeople today navigate an economy marked by uncertainty and changing preferences. With constrained resources, buyers are more cautious, sales cycles are longer, and more individuals are involved in the decision-making process. Salespeople can get discouraged, much like a newly challenged fly fisherman reminiscing about the simpler days of spin fishing. The reality is that salespeople are still closing deals, just as fly fishermen are still catching fish. And we've had challenging times before. Those who embrace the challenge, focus on their craft, and adapt to the ever-changing market will find that the rewards far outweigh the struggles. Staying positive and patient is key, and like Fly Fishing, the journey itself can be incredibly rewarding.

Today’s the day- in Manitoba the season for walleye fishing opens. In my world it is kind of a big deal. Those that know me well know I love to fish ❤️❤️❤️. Some may be wondering why I would share this on this platform. Well let’s think about how fishing tranlstes to the world of work. Fishing takes a tremendous amount of planning. The right gear, the right area, the right crew makes for a successful event. Fishing takes patience - there is a lot of time spent when not a lot is happening and that is okay. Fishing requires the right tools. If you don’t have the proper gear it will be a struggle leading to wasted time, money and frustration. Fishing requires you to understand the rules. If you don’t know or follow the rules you could find yourself in some big trouble. Fishing requires awareness-being in tune to your surroundings. Weather can change in a moment and if you are not paying attention the results can be disastrous. Fishing requires teamwork. While I love to fish solo it is better with others. There needs to be good communication, sharing of duties, perhaps sharing of resources. It gives you the opportunity to learn from one another. Fishing teaches you resilience. There can be some frustration out on the water and how you respond will greatly affect your experience. Fishing gives you the opportunity for lessons learned. Was that a good spot? Did I try the right gear? Was I realistic about the time commitment? What can I do differently to improve the end result? And let’s not forget fishing gives you the opportunity to practice your storytelling skills. Are you really an angler if you don’t share the stories with passion and flare?!?! Ask me about the fishing trip up North - it was epic! So if anyone needs me I will see you Tuesday as this gal is headed out on the open water practicing my transferable workplace skills. 🎣😎🥰

Have you ever been “Sharked” in your business? I’m in Coral Bay, Western Australia, a snorkeling & fishing mecca. It’s WA’s version of the Great Barrier Reef. And when you’re fishing you have a lot of thinking time when waiting for that fish to bite. I realised that fishing in Coral Bay is very much like running a business. You need to bait your hooks (marketing) and drop you line onto perfect ground (marketing platform). Now we wait…. Did our bait work and snag a fish (prospect) or is our offering the wrong one? If it’s the wrong one, you need to change. Do you need different bait? (Different offering) Have you the got the right hooks? (Is your offer compelling) Or do you just need to find new ground? (New marketing platform) Say we do have the right bait (marketing), we get a few nibbles… some are interested (clients asking the right questions) but not enough to bite. And then BAM! I’ve got a big bite and hooked one up (we got a yes!). I reel my line in as fast as I can. Now in Coral Bay, if you don’t pull your fish up and into your boat quick enough, the Sharks (your competitor) will eat your fish (yes, the one you almost had in your boat!) and now you’ve been “Sharked”. The shark eats the fish quite deep in the ocean, so you never get to see what fish you had on your line. Once Sharked, you’ll reel your line up to find no hooks or fish on your line (your client is now gone… and you have no way to get them back) And the process starts again… I use an electric reel to try and reel the fish up quicker than the shark. Do I beat the shark everytime? Unfortunately I don’t. But I sure do land way more fish with an electric reel than when I used a manual one. So the question to you is, who are the sharks in your industry? What tools can you use in your business to avoid getting Sharked? But let’s not be fooled, even when you have all the right tools, the right solution and have done absolutely everything perfectly…you will still get Sharked. Maybe not as much, but it will still happen and you’ll never know what that fish looked like. But maybe that was never the right fish for you!? #business #marketing #sales #strategy #fishing

*SUNDAY READING* *SHARK MUST HAVE IN YOUR TANK FOR YOUR PROGRESS* The Japanese have a great liking for fresh fish. But the waters close to Japan have not held many fish for decades. So, to feed the Japanese population, fishing boats got bigger and went farther than ever. The farther the fishermen went, the longer it took to bring back the fish. The longer it took them to bring back the fish, the stale they grew. The fish were not fresh and the Japanese did not like the taste. To solve this problem, fishing companies installed the freezers on their boats. They would catch the fish and freeze them at sea. Freezers allowed the boats to go farther and stay longer. However, the Japanese could taste the difference between fresh and frozen fish. And they did not like the taste of frozen fish. The frozen fish brought a lower price. So, fishing companies installed fish tanks. They would catch the fish and stuff them in the tanks, fin to fin. After a little hashing around, fishes stopped moving. They were tired and dull, but alive. Unfortunately, the Japanese could still taste the difference. Because the fish did not move for days, they lost their fresh-fish taste. The Japanese preferred the lively taste of fresh fish, not sluggish fish. The fishing industry faced an impending crisis! But today, it has got over that crisis and has emerged as one of the most important trades in that country! How did Japanese fishing companies solve this problem? How do they get fresh-tasting fish to Japan ? To keep the fish tasting fresh, the Japanese fishing companies still put the fish in the tanks. But now they add a small shark to each tank. The shark eats a few fish, but most of the fish arrive in a very lively state. The fish are challenged and hence are constantly on the move. And they survive and arrive in a healthy state! They command a higher price and are most sought-after. The challenge they face keeps them fresh! Humans are no different. L. Ron Hubbard observed in the early 1950's: "Man thrives, oddly enough, only in the presence of a challenging environment." George Bernard Shaw said: " Satisfaction is death!" If you are steadily conquering challenges, you are happy. Your challenges keep you energized. They keep you alive!  Put a shark in your tank and see how far you can really go! MORAL: *If you look healthier, younger and energetic, than definitely there is a shark in your tank.* Reshared post!

Yes, this was a while ago, but it's a good (fish) story. The lake is in Northern Ontario, along a logging road opened by loggers to harvest yellow pines for pulping. Some call the late Four Mile (guess why), and some call it Fleet (no idea why) But it was a one hour drive from our fishing camp, then we carried the boat, motor, tackle - everything else down a steep hill to launch by hand. We were always the only ones on the lake. It was quiet - only the lapping of the water on the hull of the 16 foot aluminum boat. And we ate what we caught - cooked over an open fire we built from wood we gathered on the rocky point we picked for lunch. We used an aged pan and cut a sapling to fit as a handle. It's called shore lunch. Within minutes of gutting and skinning the walleyes, they were dusted in seasoned bread crumbs and fried (in bacon grease), and eaten. Then we'd clean-up, pack up our shore lunch equipment, and head back on the lake to catch our dinner... which we'd eat after we carried the boat, motor, and tackle back up that hill to the truck and trailer and drive back to our fishing camp. Was it worth the effort? If you have to ask, you'll never understand! This story is part of why I do what I do today. I go fishing - it's called marketing. I don't go fishing for trophies like my trophy walleye. I fish for lunch and dinner. Smaller, sweeter walleye - and we'd catch our daily limit and eat every single one of them - lunch and dinner for our week of fishing in Northern Ontario. When I market, I don't market for trophies. I market for a smaller and sweeter catch. I don't dream of going viral. Going viral isn't marketing. I work to be where the 'catch' is - but I don't know - so I troll or cast until I find one, then another, and another. If it doesn't work, I change the bait or lure or both. Some days I go hungry. But I don't give up. You can't catch unless your line's in the water with bait on the hook. That's marketing. This walleye was a 30 minute fight on light tackle (the terminal tackle was a little joe and a night crawler if you're wondering) - weight just under 12 pounds and 27 inches long - no exaggeration! He's now stuffed and hangs on my wall when I have a wall to hang him. And this walleye reminds me what I do and why I do it. #fishing #marketing