Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a shiny-object-sales-opportunity? Teams or individuals in sales need discipline to be successful. The courage to say “no,” be strategic, and commit to excellence through practice. That dis-uh-plin is what divides hope from the real deal.
What would you pay to sit down for coffee with the Chief Procurement Officer of Coca Cola and learn about how they buy? If you’re trying to sell to Coca Cola, you’d probably pay a pretty penny. What would he likely tell you? “Be Different,” said Ken Carty in this 2010 article by Inc. Magazine. His other basic advice? Get in early. Do your homework. Follow the process. Want more insider info on how to sell to big corporations? Here are links to all the articles published by Inc. Magazine.
Implementing needed, comprehensive change is hard. It’s really hard when it changes they way your company brings in revenue. As I’m finding with many small businesses, however, sometimes the implementation isn’t as difficult as just getting started. Sometimes just having an idea really heard is just as hard and doing the work. Even worse is when no one admits there’s a problem! In order for The Whale Hunters Process™ to really work, both leadership and employees need to be bought into the program. In order for everyone to be on the same page, it can take some convincing.
In order to succeed as a young entrepreneur, it’s all about community. I joined a former startup venture with the credo: My most valuable asset is my network. And it was this value that drove the greatest successes of that entrepreneurial adventure. My team and I always joked that what we lacked in age, we […]
For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s […]
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 […]
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 […]
Last week I presented a whale hunting orientation seminar at Arizona State’s Sky Song Innovation Center in Scottsdale. It had an interesting twist–the first presenter was my client Margie Traylor of Sitewire, who talked about her company’s growth as a result of whale hunting. Then after my presentation, we heard from one of the whales that Sitewire […]