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 […]
Does your big customer want to see your process–but you don’t actually have one yet?
My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here’s the link. If you want to know more about Nimble and what it’s doing for The Whale Hunters–here’s my review You might also like my article on How to Scout Whales Using LinkedIn.
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 […]
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