Who needs to see the results of your work for a customer? We once had a great client, a national marketing company focused on customer loyalty research. They had an outstanding research operation, with many researchers with academic backgrounds and advanced degrees in research subjects. This was a second generation company that had served many […]
In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of the seller’s practices. Perhaps the major disruption to the system, which of course also disrupted the seller, was the phenomenon first labeled “sales 2.0.” I’m introducing a pattern here that […]
This article summarizes the philosophy and key tenets of the whale hunting metaphor for large account selling. It distinguishes how Whale Hunting differs from other methods of selling and growing large customers.
Let me ask you this: have you ever felt that in order to get in the door at a big company you should offer to do a test or a trial run or a very small project in order to prove yourself to them? I actually had an experience like this only a few years […]
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, […]
I’m pleased to introduce my good friend Joanne Black, referral selling expert and author of No More Cold Calling™ and Pick Up the Damn Phone with today’s guest blog. You know how much Whale Hunters reject cold calling to whales–so here’s one great alternative. Why does anyone pay for a trainer at the gym? All the equipment is there, […]
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…...
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 […]
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. … This content is...
Here’s another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid commoditization–how to bundle products and services that add value, thereby increasing the price you can charge. But some small businesses have a real edge in offering their customers a low-cost, […]
No, I am not rushing the holiday season. I am talking about products and how they can represent your brand, in the continuing series on branding that started with this post on crafting your brand promise. It’s a series of 31 various ways of building your brand, finding authentic, unique ways to associate your company […]
Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too! Why not offer all of our things to all of our people? The problem is this: if you do all kinds of things, no one will think of you when […]