How long will you pursue a deal? Can you send a whale "back to Baja?"
Involving your Subject Matter Experts (SMEs) with their counterpart peers in the whale organization greatly increases your potential to close a large, complex deal. But are you afraid?
If company’s coming to your facility, do everything you can to mitigate the whale’s fear.
To accomplish whale-sized work, a company must become comfortable initiating the dance with a stranger.
Four types of growth cultures in any company. Learn how to develop a fast-growth culture.
We define barnacles as dissonant employee behaviors that grow, attract others, and disrupt the course and speed of your boat. Here's how to get rid of them!
Your village hunts and harvests whales through replicable process, not individual heroics. Here's how.
Integrate The Trust Cycle into your existing sales process to build stronger relationships and enjoy revenue growth as a result.
Despite the risks, a lot of business is awarded through the RFP process—business that you may want from whales that are ideal for you. So, how do you increase your odds of winning greater than a measly 3%? Here are ten ways to win through Whale Hunting principles.
When you make a commitment to transformational change in your company, you have made a commitment to learning. Less obviously but equally important, you’ve made a commitment to “unlearning”—to killing “the truth.”
Whales present a mighty opportunity for companies seeking fast growth. But hunting and harvesting them takes a level of courage and a range of skills many companies lack. Find out if your company is ready to launch your boat.
Have you recently refused to turn down business that is no longer appropriate for the company you are becoming? If your self-perception hasn’t grown alongside your business, it’s time now to break the “minnow mindset.” Find out how.