I am extremely pleased and very proud to announce The Whale Hunters new partnership with Membrain, the company behind a complete Sales Enablement CRM that can replace or plug into your existing CRM. We are creating a version of the Membrain platform that makes it easy for companies to implement and execute a Whale Hunting sales…...
“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what they can do. We want sellers who will help us devise and achieve strategic outcomes.” (Barbara Weaver Smith. Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global…...
Thanks to Connie Kadansky, the Sales Call Reluctance Coach, for a great interview on Blog Talk Radio about how to know more to sell more. Connie says, “Even with the recent Brexit vote, you cannot deny that we are a global economy. Keep your chin up and be the visionary!” We talk about my new…...
If you’ve been a whale hunter for awhile, chances are you have a few global accounts– big customers who do business all over the world. Almost all of my whale hunting clients have business with global companies. The list of their customers includes Verizon, Proctor and Gamble, Novartis, Capital One, Coca Cola, Red Bull, Ricoh, Luxottica,…...
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 […]
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 […]
Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to acquire a larger territory or to locate new prospects within his territory. His customers were school districts in Arizona, and his product/service was educational software. He did not have ALL […]
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