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.