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…....
Does your big customer want to see your process–but you don’t actually have one yet?
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 I’ve seen: What is your business resumption plan? How do you monitor the performance of subcontractors? What is your approach to streamlining? Describe your staffing plan. Summarize your plan to […]
“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what they can do. We want sellers who will help us devise and achieve strategic outcomes.” (Barbara Weaver Smith. Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global…...
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you readers will click through to Keenan’s blog to read about why he thinks it’s important. You can also view this infographic on The Whale Hunters site here. The Whale Hunters […]
A few weeks ago I wrote about Nimble, a really good (and simple) social media CRM tool which we use at The Whale Hunters–read about it here. Today, I’m pleased to refer you to my first guest blog post at Nimble–4 Simple Secrets of B2B Social Selling. I’ll be writing a blog for them each month, […]
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 […]
No, I am not rushing the holiday season. I am talking about products and how they can represent your brand, in the continuing series on branding that started with this post on crafting your brand promise. It’s a series of 31 various ways of building your brand, finding authentic, unique ways to associate your company […]
Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too! Why not offer all of our things to all of our people? The problem is this: if you do all kinds of things, no one will think of you when […]
In my continuing series on differentiating your brand, I’m writing today about references and how you can develop them as a powerful way to stand out from your competitors. I’m not talking about testimonials from happy customers here; I wrote about that idea yesterday. References can be distinctly different from testimonials in positioning your brand […]