Are you one of the executives who still think social media is frivolous, trivial, and unrelated to your business? Think again! In this article, I explain the value of just one of the social media tools to find a personal introduction into a new large account prospect, to locate employees and past employees that you “didn’t know you knew,” and other valuable information about your prospects.
In The Whale Hunters Process™, once you have completed a Target Filter and created a Whale Chart, it’s time to research those key targeted companies that seem ideal for you. From you research, you create a Scouting Dossier about each potential prospect. The dossier contains information you will need to help score each company against the Target Filter criteria to determine which prospects will be best for you.
An important component of the dossier is a list of contacts–names and titles of people who you need to meet. In a whale-sized public company, you can find the names of key executives in the annual report and SEC documents. But in a very large company, you are not going to meet the CEO. You need to meet some key executives at one corporate location, or in one division, or in one functional area such as marketing, manufacturing, quality control. That information is harder to find. And once you identify key contacts, you need to find an introduction to them.
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