You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; they want you and your team at their place next Tuesday for a 45-minute presentation. NOW what do you do? Two business days to prepare! If you’re like most midsize […]
I am so pleased to be included among the “brand ambassadors” helping to launch Gini Dietrich’s new book, Spin Sucks. Especially so because I think you will find the book extremely valuable. As a brand ambassador, I received a free galley copy of the book, pre-publication, in order to help with the launch. But in…...
Corporate philanthropy has been around for hundreds of years. From the town groceries running a line of credit for local families to the local merchants who sponsor Little League to the corporate giants who established the Lilly and Rockefeller and Carnegie and Gates Foundations as well as many others, companies find ways to align…...
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you readers will click through to Keenan’s blog to read about why he thinks it’s important. You can also view this infographic on The Whale Hunters site here. The Whale Hunters […]
I have a blog category called “Fatal Sales Failures” where I gather stories from other sellers and owners about mistakes they’ve made and how they handled them. Today I read a new blog post by my friend Jill Konrath that is much more important than the comparatively trivial failures that we usually talk about. I […]
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo credit: Allan Danahar
My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here’s the link. If you want to know more about Nimble and what it’s doing for The Whale Hunters–here’s my review You might also like my article on How to Scout Whales Using LinkedIn.
I have the privilege today of being a guest blogger for Jim Keenan, A Sales Guy. My post is called What Do Kevin Hart, Aristotle, and Jim Keenan have in common with your sales strategy? It’s my response to Jim’s post about the “Grammar Nazi’s”. And yes, it is about sales process and especially strategy. […]
Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am, back to remind you of a few key lessons that you’ve forgotten but that will make you a boatload of money! I’m offering you a crash course on four last-minute […]
A few weeks ago I wrote about Nimble, a really good (and simple) social media CRM tool which we use at The Whale Hunters–read about it here. Today, I’m pleased to refer you to my first guest blog post at Nimble–4 Simple Secrets of B2B Social Selling. I’ll be writing a blog for them each month, […]
You probably know a few business people in your community who “everybody knows.” They’re so visible, so involved, so active in doing good things that others are drawn to them. Not everyone is their client or customer, but they make a friend of everyone they meet. And they meet a lot of people. For […]
I’m guessing that at least half of the companies I’ve turned into Whale Hunters are 20 years old or older. And among those, almost all are family businesses, many in their second generation of leadership, and a few even into the third generation! Others are still being led by the founder, but of those I’ve […]