Unlike the majority of the sale optimization posts out there, we’d recommend not focusing on lead management, some sort of funnel, or your web traffic. That’s not whale hunting. Instead, focus on mapping a process to go after bigger customers. Once you have exact steps and players at each step defined, go about making incremental improvements to what’s working. As Scott said in his article, you should focus more on what’s working than on what’s not working. A truly great sales process will come from continual improvement of what’s working… not just fixing what’s broken.