How to Offend Your Newest Customer
Tactics that seem to be customer-friendly can really backfire if you imply service that you don't intend to deliver.
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Why I Became a Whale Hunter by Dave Cooke
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability.
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The Sales Fairy Tale: HOW TO FIND YOUR PRINCE CHARMING and live happily ever after!
Once upon a time, businesses everywhere searched high and low for the right big account. They marched through the forest and didn’t see the trees. They scoured the earth and met with saber-toothed tigers and vicious lions that sent them scurrying back to their caves. They set out day after day with great optimism only to return home with little or no luck. Until one day, they looked out across the wide ocean and asked, “How do the ancient traditions of sea-faring nations feed and clothe their families during the long and arduous winters?” And they discovered the key of Whale Hunting!
Three Ways to Practice “Think Big, Act Big”
A lot of small companies adopt a mantra of “Think Big, Act Big” as a way to motivate everyone towards growth. It’s an amazingly common attitude. Donald Trump claims he invented the “Think Big” phrase. New Zealand thinks their prime minister invented it. It’s the title of a really bad movie. So I don’t really know where it comes from, […]
Staying True to Healthy, Customer Driven Growth
I think it’s important keep the growth conversation in check. The Whale Hunters process is all about smart growth. Each phase of our process is designed to find the best fit, or most mutually beneficial sales opportunities. Even though both of these examples are B2C, the lessons apply just the same to B2B businesses.