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Case Studies

Re-Post: Can You Deliver What You Sell?

By | Business Deals, Case Studies, Sales Management, Sales Process | No Comments

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s some context that may resonate with you as a seller (and possibly even as a buyer)!

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The Sales Graveyard: Cold Calling and Other Retired Tactics

By | Business Development Tactics, Case Studies, Sales Process, Sales Tips, Small Business Advice | One Comment

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they were supposed to start calling. I swear, salespeople taught buyers to not answer the phone. I honestly believe bad sales tactics had a lot to do with the internet boom. Buyers desperately wanted a way to get product information without a pushy salesperson.

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USP and Transcending the Competitive Landscape: 3 Fundamental Steps on How to Grow Your Business

By | Business Deals, Business Development Tactics, Case Studies, Link Recommendations, Small Business Advice, Small Business Growth | 4 Comments

Many managers (whether in small, mid-sized or large businesses) who survived the very difficult last few years are working hard to come back strong. You may currently be: restructuring, hiring new talent, revitalizing your marketing plan, becoming more creative with staff resources and how best to maximize them, all while making the best of technology from the Internet to mobile to social media and various data analytics tools.

My advice if you would like to transcend the competitive landscape is to think about Intentional Growth™ and create a plan to establish, highlight, and promote how you are unique as you grow into the future. The critical word here is “grow” and the focus of this post is how your USP (Unique Selling Proposition) will support and fuel that growth.

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Searching for Business Development Tactics

By | Business Development Strategy, Case Studies, Link Recommendations, Social Media for Businesses | No Comments

Recently all of you out in the blogosphere have been finding us via the search term “business development tactics.” Curiosity hasn’t killed this cat yet, so I did my own search to see how we stack up against the competition.

I’m happy to report, you have a lot of good options out there. Surprisingly relevant information.

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How a Purple Cow Affects Whale Hunting

By | Business Deals, Business Development Strategy, Case Studies, Link Recommendations, Sales Process, Social Media for Businesses | No Comments

At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the exercise is to determine what parts of your brand promise are truly unique. We often find that the majority of brand promises fall into average or above average categories.

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The Data Supporting Laser-Focused Goals

By | Business Deals, Business Development Strategy, Case Studies, Link Recommendations, Small Business Advice, Small Business Growth | 2 Comments

I’ve always loved this quote by Jim Collins, “If you have more than 3 priorities then you don’t have any.”

For today’s small business owners, it’s more important than ever. How many hats do you wear? Too often the day-to-day of small business gets in the way of big strategic moves. I bet you could use a little more simplicity. The Whale Hunters Process™ is all about defined goals, roles, and outcomes. We teach companies how to create a clear plan for business development. Why is clarity so important?

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