I posted the first of a series of blog posts today on the topic of “competition” and “collaboration” at the Women on Business blog. I believe we are operating in an economy in which the skills of collaboration are even more important than the skills of competition. But I have been challenged to better define […]
The Whale Hunters Wisdom newsletter went out today, focused on people outside of your company who might on occasion help to populate your “boat” to land a whale. Today’s topic is How to Use Your Secret Sales Force. If you’re serious about pursuing bigger customers and selling bigger deals, you will need to enlist the […]
This week I was a keynote speaker hosted by the Business Clubs of America (BCA) , Phoenix Metro Chapter. I attended an evening reception for members and a luncheon for members and guests that attracted 200 business executives and entrepreneurs. This organization is a high-powered referral organization. In each market, noncompeting companies pay a membership fee […]
This week’s Whale Hunting Wisdom newsletter focuses on Innovation and Recession. It’s not just my own ideas, although I have always believed that old saw “necessity is the mother of invention.” But there’s a wealth of good sales and business development research that points to recessions as times when smart, creative people made their move […]
Monica Flores, founder of A Successful Woman, invited me to write three guest posts for her blog this week. Monica and I are both columnists for theWomen on Business blog, which is owned by Susan Gunelius. One of Monica’s most important goals is to encourage business women to have a “success mindset” or orientation. If […]
My home town, Indianapolis, features a beautiful city center, all deliberately laid out before the city was developed. The city center is a perfect square mile, circumscribed by the streets named North, South, East, and West, and in the middle of that square mile is a circle, in the center of which stands a monument to […]
“What are the top three fears of a CEO who’s thinking about implementing The Whale Hunters Process in their company?” That was a great question from someone in the Vistage group I presented to yesterday. We were working on what scares whales, and someone raised the question–what scares small business CEOs? Here’s what I think those […]
I wrote my weekly Sunday guest blog for Women on Business on the topic of what I’ve learned about sales from my local WNBA team, the Indiana Fever. Had some good feedback on that post, so I’m cross posting it here. ……….. Just about one year ago I personally “discovered” the WNBA—the Women’s National Basketball […]
You know, the more time I spend with customers the more I learn about how to improve The Whale Hunters business development processes and training. It’s the constant real-world, real-market testing that proves the concepts. And prospective clients always ask me, what is your evidence that the process works? Have you ever worked with a company like ours? What […]
Just posted my weekly blog column at Women on Business. This week’s topic is about how large companies and government agencies have fears about doing business with smaller companies. If you can overcome their fears, they are much more open to understanding your advantages. I invite you to read about it at Women on Business. […]
I heard Deborah Bateman from National Bank of Arizona speak at the NAWBO/Score conference in Phoenix. Deborach is Executive Vice President responsible for sales and marketing at the bank. She talked about a new business women group she had formed. It’s a great example of a whale hunt! Deborah founded the Womens Financial Group, a […]
This was the week Susan Boyle captivated the world in her first appearance on Britain’s Got Talent. She’s a great illustration of a whale hunter—going after the biggest deal she can imagine, despite being nervous and unsure of how she would be received. She’s a perfectly lovely woman, natural as can be, dressed in her Sunday […]