Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with Whale Hunting: How to Land Big Sales and Transform Your Company and expanded the scope in 2017 with Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers…....
As an executive or salesperson representing a small company, learn to approach big company executives with confidence. These are people whom you don’t know, who are very busy, and who are difficult to get in front of. It’s natural for even seasoned professionals to feel awkward in their presence, and I’ve worked with many […]
Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen. Remember that you are ‘Selling Outcomes’, listen and learn, tell the truth.
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,…...
Long before I was an entrepreneur I was an English professor and then an academic dean and then the president of a statewide nonprofit civic organization. And all along that path I was a believer in the value of formal education, of higher education, of humanities education. And of course as long as I stayed […]
When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that reinforces three main points. Three is a magic number because three points (or three outcomes or three reasons) are memorable. Two is not enough, and four is too many. Your audience–your […]
I am so pleased to be included among the “brand ambassadors” helping to launch Gini Dietrich’s new book, Spin Sucks. Especially so because I think you will find the book extremely valuable. As a brand ambassador, I received a free galley copy of the book, pre-publication, in order to help with the launch. But in…...
Corporate philanthropy has been around for hundreds of years. From the town groceries running a line of credit for local families to the local merchants who sponsor Little League to the corporate giants who established the Lilly and Rockefeller and Carnegie and Gates Foundations as well as many others, companies find ways to align…...
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
My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here’s the link. If you want to know more about Nimble and what it’s doing for The Whale Hunters–here’s my review You might also like my article on How to Scout Whales Using LinkedIn. … This content is...
You probably know a few business people in your community who “everybody knows.” They’re so visible, so involved, so active in doing good things that others are drawn to them. Not everyone is their client or customer, but they make a friend of everyone they meet. And they meet a lot of people. For […]
They say there’s nothing new under the sun. But some things really are new. At least they are for a while. Think of great inventions like the wheel, printing press, the cotton gin, the mass-produced automobile, the airplane. One really new thing today is artificial intelligence. It’s unlike anything we’ve had before. If your […]