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 […]
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…...
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,…...
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often treated superficially. I love how it integrates seamlessly with The Whale Hunters Process, adding much-needed depth to Scouting in ways that I have not begun […]
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, […]
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 […]
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo credit: Allan Danahar
A new report from CSO Insights is their This research study–19th in CSO’s series–looked at more than 100 metrics and garnered responses from 1200 companies. Essentially, this piece is a summary of the study, with more detailed information on various metrics available through CSO Insights–industry specific responses, for example. What always strikes me about the […]
A version of this post was originally published at BlogWorld. Many large companies have rigid policies prohibiting employees from any business-related social media activity. If that’s your practice, I recommend you reconsider. The Whale Hunters help B2B companies accelerate their growth by selling bigger deals to bigger customers. Most of our clients have a complex sale, such […]
Are you developing your products and services in concert with your customers, or are you internally focused?
I’m up to #6 of my Ten Ways to Lose . . . Even When You’re the Best. Here’s one that I see far too often: You are out of touch with your changing market.
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.