Sales Process - The Whale Hunters

January 31, 2011

A Game of Telephone?

To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a to-do list because it creates organizational process. That’s one of the reasons that The Whale Hunters Process™ works—we help companies build the bridge between what’s sold and delivered through process. Communication is great and can always be improved. Process on the other hand can be standardized, written down, charted out, and taught without the risk of mis-interpretation

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January 24, 2011

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 […]

January 17, 2011

Yesterday Planning For The Next 5 Years

We hate change. We really do. Unless, of course, we’re already in a bad place and we recognize that change is less painful than where we are now. Here’s the funny thing: we hate change yet always desire improvement. This was the topic of conversation for Dr. Weaver Smith and I the other day as […]

January 6, 2011

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 […]

November 30, 2010

For 20-Something Whale Hunters, It Takes a Village

In order to succeed as a young entrepreneur, it’s all about community. I joined a former startup venture with the credo: My most valuable asset is my network. And it was this value that drove the greatest successes of that entrepreneurial adventure. My team and I always joked that what we lacked in age, we […]

October 19, 2010

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.

October 11, 2010

Spend less on sales and make more money

Discussion of The Whale Hunters Target Filter and how to use it to cut costs from your sales process while increasing revenues.

October 2, 2010

What does a great brand message look like?

The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales. It’s a mandatory feature of your business development strategy! The brand promise audit focuses on how a small company can hone its message to market so as to be distinctive. In far too many […]

September 20, 2010

Greg Chapman on How Whales Think; How Whales Buy

We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call. Greg offered compelling insights into how executives in large companies approach and complete their buying decisions. Two highlights: Purchasing Agents. Greg explained that the decision-making processes for buying goods or services inside of big companies are changing dramatically. Although […]

May 1, 2010

Whale Signs: Is Your Prospect Ready to Buy?

In The Whale Hunters Process, the first steps in your “Scouting” stage involve creating a target filter, locating companies that fit the criteria of your filter, and then researching those companies. Okay. You’ve got your list of companies that interest you, and you’ve learned a lot about them. But what you don’t know yet is […]

April 11, 2010

How to Build Your Dynamic Sales Process

A 2010 research report from CSO Insights shows a strong relationship between a company’s annual sales performance and two factors: the nature of their sales process and their relationship to the buyers. The current edition of Whale Hunters Wisdom, our biweekly newsletter, explains how to develop what CSO defines as a “dynamic” sales process, the […]

January 15, 2010

Whale Hunting Practice #29: Practice the Trust Cycle

The transition from making the sale to delivering the service is a major opportunity for things to go wrong. On the whale’s side, there is a big handoff from the buyers to the end users. Likewise, on your side, there is a big handoff from the sales team to the delivery team. If you’ve had […]

A Game of Telephone?

How to Get Your Green Light (and Stop the Fear)

Yesterday Planning For The Next 5 Years

Top Ten Small Business Trends from SmallBizLabs

For 20-Something Whale Hunters, It Takes a Village

5 Reasons CEOs Fear the Sales Team

Spend less on sales and make more money

What does a great brand message look like?

Whale Signs: Is Your Prospect Ready to Buy?

How to Build Your Dynamic Sales Process

Whale Hunting Practice #29: Practice the Trust Cycle

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