The Sunday Show: Avoid the Earn-It Trap
Should you take a small piece of business in hopes of getting more later? Not usually.
Your Content Strategy–Whose Content?
After my last post about a content strategy, Merlin U Ward [Twitter @merlinuward] asked me, “What about media aggregators?” An “aggregator” is someone (or in most cases today a set of software tools) that gathers content produced by others and makes it available to people who want easy access to good filtered content on that topic. […]
How to Overcome a Whale-Sized Loss
To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you become about pursuing new business the greater your close rate will be. Don’t waste your time going after new business that isn’t a good fit and therefore you will have a low likelihood of winning.
Start Your Week With Simple Sales Ideas
There are huge businesses to help individuals with sales technique, but I’ve always found some of the best business advice can come from good friends and mentors. Sometimes it just takes a small, quick reminder to get us started for the week ahead. What sales advice can you share with us? We’d love to hear from you.
Working with Small Biz is a Big Deal
Today’s guest post comes from Raylie Dunkel, a Whale Hunters Certified Partner who does business in the New York City metropolitan area. Thanks for sharing this interview with us today, Raylie! Small companies doing business with large companies: it should be easy. We could each tick off a list of reasons why it should happen […]
How to Get Your Green Light (and Stop the Fear)
In a recent article on Entrepreneur.com, Tom Black gave this piece of advice: Understand the sales process. A sale happens, he says, when there’s a transfer of feeling and when you bring people to a point of decision. Of course, we’re all about sales process, but sometimes, even when you’ve done everything right you get […]
New Year’s Sales Resolutions from Chris Conrey
Today I’m pleased to feature a guest post from Chris Conrey. Chris Conrey is a professional salesman with a passion for technology. Between client calls you’ll find him writing, reading, or thinking about sales and technology. Read more from Chris on his blog, Conrey is for Closers. You’ve been successful in sales before, why change? […]
Small Business Manufacturers Reinventing Their Industry
Today’s post is issue #3 of my blog series based on the 2011 edition of the Top Ten Small Business Trends from Small Business Labs. I’m analysing these trends as they apply to entrepreneurs whose companies are whale hunters. Trend #3: “Small Firms Reinvent U.S. Manufacturing: The recovering economy and 4 key trends are driving the growth of small and […]
The Sunday Show: How to Position Against Key Competitors
Hi there! I’m starting a new blog feature today that I call “The Sunday Show.” Each Sunday I’ll post a podcast with a Whale Hunting concept or tool to help you in the week ahead. I know that many of us use some time on Sunday evening to get your thoughts and to-do lists organized […]
Top Ten Small Business Trends from SmallBizLabs
The 2011 edition of the Top Ten Small Business Trends from Small Business Labs is a must-read for small business owners. Several of the trends will surprise you, and understanding all of them will position you for greater success. In the coming days, I’m going to look at these trends one by one and suggest what […]
5 Business Development Tactics That Don’t Change
This is the time of year when prognosticators are predicting what will be nouveau and cool, or nouveau and harsh, in 2011. While I have some predictions of my own, I would rather write about what I know won’t change next year. The Whale Hunters promotes a business development strategy focused on continually increasing the size […]
5 Reasons CEOs Fear the Sales Team
This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales teams.