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
  • Blog
  • Contact
  • Log In
May 19, 2011

Coverage Maps – A Tool to Navigate the Complex Sale

Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that you have do deal with the board of directors, to get it signed. How do you navigate and align all those people that are involved in the sale?

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 ...

Sales Should Not Be a Dirty Word

Not all sales people are scum of the earth. They do the work for businesses to thrive, create jobs, build connections and grow. So, if ...

Constantly Improve Your Sales Process

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. ...

Stop Scaring Whales

Just posted my weekly blog column at Women on Business.  This week’s topic is about how large companies and government agencies have fears about doing ...

Whale Hunting Practice #7: Scout the Perfect Whales

You’ve refined your sales Target Filter and all of your criteria.  Now you are ready for some very important parts of your whale hunting business development ...

Social Selling–May 2014 Edition

Here it is, my May guest blog post for Nimble. It’s about how you can be a thought leader in your industry without creating new content. ...