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August 20, 2017

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Almost every RFP asks you to define or explain your business process for something or other.  Here are a few of the recent ones that I’ve seen: What is your business resumption plan? How do you monitor the performance of subcontractors? What is your approach to streamlining? Describe your staffing plan. Summarize your plan to […]

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January 10, 2014

Quadruple Your Multimillion$ Proposal’s Impact in 60 minutes!

Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am, back to remind you of a few key lessons that you’ve forgotten but that will make you a boatload of money! I’m offering you a crash course on four last-minute […]

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From the blog...

Better Meetings–More Money: Prepare Aggressively

I’ve been blogging about how to reduce the time you spend in meetings and how to make the meetings that you need more productive.  If ...

What does a great brand message look like?

The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales.   It’s a mandatory feature ...

Are You Missing the Smallest Sales Opportunities?

Don't think for a second that you'll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and ...

Big Sales Presentations–Rehearsal Required

You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; ...

Working with Small Biz is a Big Deal

Today’s guest post comes from Raylie Dunkel, a Whale Hunters Certified Partner who does business in the New York City metropolitan area.  Thanks for sharing ...

How to Offend Your Newest Customer

Tactics that seem to be customer-friendly can really backfire if you imply service that you don't intend to deliver.