5 Reasons CEOs Fear the Sales Team
This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales teams.
Five Reasons to Conduct a “Virtual Blog Tour”
Today I’m embarking on a “virtual blog tour” on behalf of The Whale Hunters. Our purpose is to connect with a larger audience of small business owners and sales representatives worldwide. I engaged Nikki Leigh, founder of Promo 101, to conduct this tour for me. It’s like a book tour, only it all takes place […]
Are you caving in or cashing in on Q4?
Here we are on October 15. It feels like the “Ides of October” or something. Everybody’s talking about how there’s only one more month to do business before the holidays set in and nobody’s available. I’m always just a little suspicious of “everybody” and “nobody” but they certainly influence our mind set. Rationally, of course, […]
Spend less on sales and make more money
Discussion of The Whale Hunters Target Filter and how to use it to cut costs from your sales process while increasing revenues.
What does a great brand message look like?
The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales. It’s a mandatory feature of your business development strategy! The brand promise audit focuses on how a small company can hone its message to market so as to be distinctive. In far too many […]
Would You Benefit from a Business Incubator?
Business incubators offer attractive services to early stage companies seeking to grow.
Greg Chapman on How Whales Think; How Whales Buy
We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call. Greg offered compelling insights into how executives in large companies approach and complete their buying decisions. Two highlights: Purchasing Agents. Greg explained that the decision-making processes for buying goods or services inside of big companies are changing dramatically. Although […]
The push for Q4 Sales
The fourth quarter of the business year begins on the Tuesday after Labor Day. Finally, everyone is home from vacation. Kids are back in school. The bookends of summer–Memorial Day and Labor Day–are now closed. People will return your phone calls, meetings can be scheduled, and work can move on. What business development plans do […]
Whale Hunting and Leadership
One of The Whale Hunters’ new Certified Partners, Roslyn Courtney, blogs at Leadership Pundit: Success in the New Economy. Her new article Whale Hunter Leaders is about the role of small business in growing the economy and how Whale Hunting can help. Roslyn writes, “Early into my Whale Hunting boot camp (I’m now certified), I knew […]
Can you deliver what you sell?
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 […]
Emerge from the Economic Slump–Repost
I am very pleased to have a guest blog post published at Venture Beat in the Entrepreneur Corner. It’s all about how to refocus your team. If you have been taking whatever business comes your way in order to survive, you have changed your company culture. To capitalize on the economic recovery, you’ll need to […]
Chamber of Commerce and Your Business
I had the pleasure of presenting a Whale Hunters workshop for the Academy Plus attendees at the annual training seminar hosted by the Western Alliance of Chamber Executives, headquartered in Sacramento, CA. These are experienced CEOs of local and regional Chambers of Commerce, dedicating time and energy to better serving their members and their communities. […]