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August 12, 2010

Chamber of Commerce and Your Business

I had the pleasure of presenting a Whale Hunters workshop for the Academy Plus attendees at the annual training seminar hosted by the Western Alliance of Chamber Executives, headquartered in Sacramento, CA.  These are experienced CEOs of local and regional Chambers of Commerce, dedicating time and energy to better serving their members and their communities. […]

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From the blog...

What’s Your Customer Strategy?

What's an Executive Sponsor Program, and what should you know about it as part of your key account management strategy?
metrics

Whale Hunters Practice #5: Manage Your Metrics

Whale Hunting involves your deliberate choice of big customers that you want to sell big deals to.  It’s about managing your sales targets in a ...

Whale Fears

Whale Fears Worksheet Use this worksheet in the course in the course Whale Fears. This worksheet will help you (and your team, if you wish) to... ...

Who will be your next big customer? Make a List!

Yesterday I wrote about Knowing the Whale, first phase of The Whale Hunters Process.  That’s about determining ideal criteria.  Once you have written down the criteria, it’s ...
innovation

Have You Lost Your Innovation Edge?

It’s always been hard for small and midsize companies to win large account business against large competitors. Big corporations have big marketing budgets, professional capture ...
Anatomy of a Large Account Sale

Can you sell one customer $1M per year for nine years? Read our newest case!

  Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to ...