Integrate The Trust Cycle into your existing sales process to build stronger relationships and enjoy revenue growth as a result.
Despite the risks, a lot of business is awarded through the RFP process—business that you may want from whales that are ideal for you. So, how do you increase your odds of winning greater than a measly 3%? Here are ten ways to win through Whale Hunting principles.
When you make a commitment to transformational change in your company, you have made a commitment to learning. Less obviously but equally important, you’ve made a commitment to “unlearning”—to killing “the truth.”
Whales present a mighty opportunity for companies seeking fast growth. But hunting and harvesting them takes a level of courage and a range of skills many companies lack. Find out if your company is ready to launch your boat.
Have you recently refused to turn down business that is no longer appropriate for the company you are becoming? If your self-perception hasn’t grown alongside your business, it’s time now to break the “minnow mindset.” Find out how.
If you want to grow your company faster than your competitors are growing, you must find "rivers" in the oceans of competition.
This tip describes an activity to help you "know what you don't know" or what you THINK you know about a current whale customer.
A raven is someone who is on actively on your side when you are working on a deal with a whale. So how do you care for and feed your ravens? Three important concepts will help you to be successful.
The Earn It trap is selling a small piece of work to a whale in the belief that it will lead to much bigger things. In our experience, this is a very low yield strategy. Most of the time, if you go in through the small door, you get stuck in the little room. How can you avoid this problem?
Armed with Google tools, public records and our own company websites, smart whales are looking as hard at us as we are at them. . . . If our prospects can learn as much about us as they want, how do we control the ways in which we differentiate ourselves?
How can you know if a whale you are pursuing is really interested in doing business or just curious? How to know if the whale is investing in you as you meet.
It’s always been hard for small and midsize companies to win large account business against large competitors. Big corporations have big marketing budgets, professional capture teams, and compatible ways of working. But smaller companies have always had the edge in innovation. What if that is no longer true? Historically, smaller companies have been the leaders […]