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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...

The Difference Between Sales Process & Sales Tactics

Many people don’t understand the distinctions between strategy, process and tactics. A strategy is an overall plan to achieve specific, generally long-term, goals. It’s an ...

Sunday Show: The Care and Feeding of Ravens

Podcast about how to locate and befriend key advocates for your company.

Expert Series Call: The Key to Fast Growth is ‘Discoverability’

Each month we do our Expert Series call focused on growth and sales for small and medium sized businesses. This month, on July 20th at ...

Fatal Sales Failures: Why Not Commoditize?

Anthony Iannarino on the topic of how to avoid commoditization.

Big Deals in Professional Services: 9 Strategic Considerations

Today’s Guest Blogger is Joseph Olewitz .  Joseph has been there & done that in the area of new business development.  In addition to being ...

How a Purple Cow Affects Whale Hunting

At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the ...