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 […]
Whale Hunting is about landing the kinds of deals that change a company’s trajectory—big sales to big companies. And many small and midsize B2B firms have the capacity to play in this arena, even if they haven’t realized it yet. Among our Whale Hunting clients, here are just a few recent wins: A $600M construction […]
This article summarizes the philosophy and key tenets of the whale hunting metaphor for large account selling. It distinguishes how Whale Hunting differs from other methods of selling and growing large customers.
Let me ask you this: have you ever felt that in order to get in the door at a big company you should offer to do a test or a trial run or a very small project in order to prove yourself to them? I actually had an experience like this only a few years […]
So excited to have my own track on the awesome Driving Ambition album produced by the inimitable Roy Smoothe in his Smoothe Mixx of words set to music. It’s an audio collection of motivational, inspirational business and life messages from an engaging and inspiring group of people who populate Kyle Wilson‘s “Lessons From Experts Network.” I represent Lessons from Large Account…...
The Whale Hunters are excited to be participating in the annual conference of the Exit Planning Institute. We are sponsors of the Awards Lunch held at the Fort Worth Texas Convention Center. Learning a lot about exit planning strategies that we can bring back to our clients owners of privately held companies. We will also […]
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…...
What kind of return on investment can you promise to your customers? If they buy your products and services, how is that going to impact their bottom line, increasing revenues and/or decreasing costs? And how fast can they realize that return? If you have that kind of offer to the market, you might consider building […]
Here’s another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid commoditization–how to bundle products and services that add value, thereby increasing the price you can charge. But some small businesses have a real edge in offering their customers a low-cost, […]
Some years ago UPS introduced a campaign “I love logistics.” They had a jingle, visuals, and actually defined and claimed “logistics” as their own. They kept it going for a long time, with fresh new ad episodes. Not everyone loved it–some people found the song maddening and had a lot to say about that. BUT […]
Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to acquire a larger territory or to locate new prospects within his territory. His customers were school districts in Arizona, and his product/service was educational software. He did not have ALL […]
Today’s post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you’re not already a subscriber, I invite you to sign up–just click here. New subscribers will receive a free download of my book Riding the Whale: Adapt Your Sales Strategies to Close Big Deals. You’ll get a download offer 24 hours after […]