Sales 3.0 – The Future of Sales
I enjoyed a conversation with Sangram Vajre, host of the #FlipMyFunnel Podcast, about Sales 3.0 and the future of sales. Sangram founded Terminus, a successful
Selling Upmarket: Classic Books for Large Account Sales
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
The Whale Hunters Add Sales Enablement CRM Solution
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...
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Name It-Claim It Video
Does your big customer want to see your process–but you don’t actually have one yet?
Very Small Businesses Can Land Large Accounts, Too!
As you may know, Whale Hunting is based on two concepts: (1) the best, safest way to grow a B2B company is to consistently land
Did Sales 2.0 Disrupt Large Account Sales?
In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of
Ten Years of Whale Hunting for Large Accounts
Ten years ago, in January 2008, Wiley published Whale Hunting: How to Land Big Sales and Transform Your Company, the book about large account sales
When large account selling is like whale hunting—and when it is not!
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
The Earn-It Trap
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
How To Approach a Big Company Executive with Confidence
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,
Name It and Claim It: 4 Steps to Develop a Business Process for Proposals
Almost every RFP asks you to define or explain your business process for something or other. Here are a few of the recent ones that
Talking About Whale Hunting with John Golden of Sales Pop
Hunting for those big customers and big deals requires a skill set all to itself, with a coordinated, trained team–much like the Inuit people in
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