Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often treated superficially. I love how it integrates seamlessly with The Whale Hunters Process, adding much-needed depth to Scouting in ways that I have not begun […]
Long before I was an entrepreneur I was an English professor and then an academic dean and then the president of a statewide nonprofit civic organization. And all along that path I was a believer in the value of formal education, of higher education, of humanities education. And of course as long as I stayed […]
If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, […]
So excited to have my own track on the awesome Driving Ambition album produced by the inimitable Roy Smoothe in his Smoothe Mixx of words set to music. It’s an audio collection of motivational, inspirational business and life messages from an engaging and inspiring group of people who populate Kyle Wilson‘s “Lessons From Experts Network.” I represent Lessons from Large Account […]
The Whale Hunters are excited to be participating in the annual conference of the Exit Planning Institute. We are sponsors of the Awards Lunch held at the Fort Worth Texas Convention Center. Learning a lot about exit planning strategies that we can bring back to our clients owners of privately held companies. We will also […]
It was nice today to see the Whale Hunters Wisdom blog included in the list of top blogs covering sales efficiency announced by Docurated, a sales and marketing productivity platform. If you want to find some outstanding sales blogs to follow, I highly recommend this list. Several of my colleagues from Sales Shebang made the list, including Jill […]
You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You’ve been working on this deal for quite a while. They finally invited you to submit a written proposal–and you’ve made the cut! Now you’re in the top two or three […]
Today’s post is about preparing for the tough questions. Sometimes you are tempted just to hope they won’t ask questions for which you don’t have a good answer, but that is a path to disaster. Everyone involved in the presentation needs to know WHO will answer each tough question and HOW the team will answer […]
When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that reinforces three main points. Three is a magic number because three points (or three outcomes or three reasons) are memorable. Two is not enough, and four is too many. Your audience–your […]
No slides. Really. NO SLIDES. Just TRY it . . . without SLIDES! This post is #2 in my series on 10 Reasons to Rehearse when you are making a large account sales presentation. And Reason #2 is Ditch the Slides! Where is it written that you can’t have a presentation without Power Point? Nowhere. Yet […]
Here it is, my May guest blog post for Nimble. It’s about how you can be a thought leader in your industry without creating new content. You can curate content instead!
I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]