The Whale Hunters held our monthly Expert Series call this week with featured guest Valerie Bonebrake, SVP of Global Supply Chain Solutions with Tompkins Associates in Raleigh, NC. Valerie has been a senior sales and management executive in global logistics at Ryder, Yellow Corp (now YRC), Meridian IQ (where she opened the China market) and […]
The newest edition of Whale Hunters Wisdom is online now, with a featured article on the relationship between sales success and trusted partner relationship. I’m reporting on and linking you to the latest research on what are the practices that have made American companies achieve their sales goals in 2009. Turns out, the key ingredients […]
By their nature, whale-sized accounts are complex. Invariably, delivering your products and services requires the coordination of many people in your company with many more people in the whale company. You have an opportunity to greatly improve your internal processes and controls each time you serve a new whale. The most important thing for members of your […]
Whale Hunting involves your deliberate choice of big customers that you want to sell big deals to. It’s about managing your sales targets in a very disciplined, systematic way. I’ve written about how to define the categories of traits that are important to you. The next step is to add measurable numbers, statements, or qualities […]
I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting. It includes three phases–ride, capture, and sew. The Hunting stage represents your core tactical means of persuading your prospect to become a customer. I use the term “riding the whale” as a reference to […]