Whale Hunting Fundamentals Training Plan

 

This page describes our most popular training plan for new clients. It includes preparation, training, and follow up.

 

Purpose: Train your cross-functional team on the Whale Hunting Process and prepare them to implement it in order to close bigger deals with bigger customers.

 Pre-work: We will schedule Zoom conversations with 3 to 5 key people (you select who we should meet) to prepare for the training. We will identify key issues and emphasis for your training. We will also work with you to decide on who should participate in training and schedule training sessions.

Deliver Training.  Whale Hunting Fundamentals is the basic whale hunters training that will enable you to begin whale hunting. This training is delivered in a virtual workshop setting. Virtual training is delivered over 12 hours, usually in four three-hour sessions. You may decide to trade out one or two topics for another of greater interest.  We engage a producer to run the Zoom training for breakout sessions. During the workshops, participants will create your whale hunting sales process and core tools and templates that support the process.

Here is an overview of the training

 

Whale Hunting Fundamentals Training – Overview
Activity	Definition
Whale Hunting Story & Culture	How is your culture like/unlike the whale hunters’ culture
The Whale Hunting Process	Definition, Illustration
Whale Hunting Roles	Everyone in the company is a whale hunter. What roles do they fulfill?
The Scouting Process	The Target Filter and how to use it
The Target Filter	What are the metrics that define an ideal large account customer
The Buyers’ Table	Who are your buyers and influencers? How to find them
The Hunting Process	Overview of the process
The Brand Audit	What is your offer to the market. Do you differentiate yourself from competitors?
Whale Fears	Big company buyers are afraid to make a bad decision. What scares them about you?
Fear Busters	What tools do you need to eliminate or mitigate their fears?
Whale Hunting Sales Process	Design your whale hunting process
Power Your Boat	How to engage Subject Matter Experts in a sales process
The Harvest Process	Overview of the process
The Onboarding Process	Design the process from sales handoff to operations
The Cycle of Trust	What builds trust; how to assess trust with your customers

 

 

Post-Training. Assign 2-4 people to work with The Whale Hunters to finalize the draft documents produced in your training. We will document all materials produced and prepare a report on the training. Recommendations for implementation are included.

 

Outcomes. You will be prepared to implement a Whale Hunting process. You will have the fundamental tools, customized to your own company. You will be prepared to incorporate the new sales process and tools into your CRM or other management tool.

 

If you do not have a CRM or you want a better CRM, more suitable for whale hunting, we will introduce you to our technology partner, Membrain. They have helped us design a whale hunting template for their Sales Enablement CRM.

 

Timeline. This work takes up to 3 months, depending upon the speed with which you schedule sessions and provide us with help in refining the materials you produced.