Loading...
The Whale Hunters
Main Menu
  • Home
  • About
    • Company
    • Leadership
    • The Whale Hunters Process for Large Account Selling
    • The Whale Hunters Story
    • Case Studies
      • Tools for Readers of Whale Hunting
  • Join The Whale Hunters Institute
  • Contact
  • Log In
May 2, 2011

Winning Big in a Losing Industry

Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our Phoenix Certified Partners), Rudy Kolich and the team at Jokake. They were able to implement The Whale Hunters Process™ and win the largest contract in their firms history.

This content is for Pro - Annual members only.
Register
Already a member? Log in here
Continue reading...

Get Large Account Tips in Your Inbox

Newsletter Signup Footer


From the blog...

The Care and Feeding of Ravens

A raven is someone who is on actively on your side when you are working on a deal with a whale. So how do you ...

Confidence is Your Job

My coach Dan Sullivan (thestrategiccoach.com) says that the primary job of entrepreneurs is to protect their confidence.  I wish the TV business show hosts had ...
How to Handle Hostile Questions

Hostile Question? Bite Your Tongue

You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You’ve ...

Susan Boyle, Whale Hunter

This was the week Susan Boyle captivated the world in her first appearance on Britain’s Got Talent.  She’s a great illustration of a whale hunter—going ...

Whale Hunting Practice #28: Develop Outstanding Internal Control

By their nature, whale-sized accounts are complex. Invariably, delivering your products and services requires the coordination of many people in your company with many more people ...
Anatomy of a Large Account Sale

Can you sell one customer $1M per year for nine years? Read our newest case!

  Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to ...