Seth’s Blog really came home to me this morning. I read Seth Godin’s blog almost every day because I always learn something new that is both useful and thought-provoking. Very little business advice consistently meets both of these standards that I attribute to Seth. This morning I read his post “The Answer is Simple”. In two…...
The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell large contracts to the biggest of all whales–the United States government. My guest is Major General Vincent E. Boles, U.S. Army, ret., who was commissioned second lieutenant of Ordnance in 1976 and was selected as Brigadier General in […]
Introducing a series of ten blog posts about making meetings more productive to increase the time available for sales and service.
This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales teams.
Today I’m embarking on a “virtual blog tour” on behalf of The Whale Hunters. Our purpose is to connect with a larger audience of small business owners and sales representatives worldwide. I engaged Nikki Leigh, founder of Promo 101, to conduct this tour for me. It’s like a book tour, only it all takes place […]
Here we are on October 15. It feels like the “Ides of October” or something. Everybody’s talking about how there’s only one more month to do business before the holidays set in and nobody’s available. I’m always just a little suspicious of “everybody” and “nobody” but they certainly influence our mind set. Rationally, of course, […]
We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call. Greg offered compelling insights into how executives in large companies approach and complete their buying decisions. Two highlights: Purchasing Agents. Greg explained that the decision-making processes for buying goods or services inside of big companies are changing dramatically. Although […]
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 deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s […]