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June 29, 2014

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 been working on this deal for quite a while. They finally invited you to submit a written proposal–and you’ve made the cut! Now you’re in the top two or three […]

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May 19, 2014

Eight Ways to Own the Meeting

I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a  group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]

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From the blog...

Get Out and Stay Out of The Commodity Trap

A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete ...
Cold Call

Social Selling: February 2014 Edition

    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... ...

Re-Post: Can You Deliver What You Sell?

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to ...

Thought Leader: Tired or True?

Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.” But ...

How “Thought Leadership” Drives Sales

Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.” But ...

Shifting Forward – Overcoming the Sales Growth Roadblocks

We are all working at a frenetic pace and when we aren’t reaching sales goals, we panic and work from a place of fear, rather ...