Big company buyers weigh risk before advantages. Four fears drive most of that risk. Gartner found 74% of buyer teams show unhealthy conflict during the decision, and groups that reach consensus are 2.5 times more likely to call the deal high quality. Here’s how to answer each fear with something tangible.
Recently I was reviewing current whale opportunities with a client team when the CEO interrupted his group: “We keep talking about opportunities we’re “tracking.” Shouldn’t we be leading them, not following them?” He was so right! Remember in the Whale Hunting Story, that if the scouts see the whales breaching it is too late to […]
As they grow and hire sales people, many CEOs become fearful of their sales team. They don’t know how to manage them, don’t understand how they do what they do, worry that a key sales person will leave and take business along, don’t know how to compensate them, and worry whether they are paying too […]
Whale Fears Worksheet Use this worksheet in the course in the course Whale Fears. This worksheet will help you (and your team, if you wish) to identify specific ways that big company buyers may have fears or apprehensions about your company. The worksheet that accompanies this one is called Fear Busters. It helps you design specific, brief, and…...
Use this worksheet to assess how your company culture compares to the Inuit whale hunting culture.
How long will you pursue a deal? Can you send a whale "back to Baja?"
Involving your Subject Matter Experts (SMEs) with their counterpart peers in the whale organization greatly increases your potential to close a large, complex deal. But are you afraid?
If company’s coming to your facility, do everything you can to mitigate the whale’s fear.
To accomplish whale-sized work, a company must become comfortable initiating the dance with a stranger.
Four types of growth cultures in any company. Learn how to develop a fast-growth culture.
We define barnacles as dissonant employee behaviors that grow, attract others, and disrupt the course and speed of your boat. Here's how to get rid of them!
Your village hunts and harvests whales through replicable process, not individual heroics. Here's how.