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Category Archives: Business Deals
Can you deliver what you sell?
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 … Continue reading
“Speed Up Your Sales Process” Recording Posted
The recording of my interview with Jill Konrath is now posted. Jill is the best-selling author of Selling to Big Companies and SNAP Selling. In this interview, Jill gives sage, practical advice for getting the attention of “crazy busy” corporate … Continue reading
Posted in Business Deals, Sales Management, Sales Tips
Tagged deal coaching, Expert Series, Jill Konrath, sales, selling, The Whale Hunters
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 … Continue reading
A Whale Hunters Chapter Meeting
I had the pleasure of attending a Whale Hunters chapter meeting with a chapter that is nearing completion of their first year of Whale Hunting. The members are founders, owners, and senior executives of their organizations. Two of the members … Continue reading
Success is 90% Process
I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their normal sales process–if they invest some time into documenting processes. My all-too-real world example comes … Continue reading
Posted in Big Deals, Business Development Strategy, RFP, Sales Development, Sales Tips, Small Business Advice, Small Business Growth
Tagged federal RFP, process, RFP
Anatomy of a Successful Whale Deal
I interviewed Jim McClure, CEO of Arizona Color, a vehicle wrap and graphics firm, about how his company landed their first national brand account, It’s a great story about the ways in which Whale Hunting is transforming Arizona Color and … Continue reading
Posted in Business Deals
Whale Hunting Practice #27: Bring the Whale OnBoard Smoothly
The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve made the sale. Big contracts with big customers are not business as usual for many companies. Smaller … Continue reading
Posted in Business Deals
Whale Hunting Practice #26: Ramp Up the Deal Fast
You’ve made the big sale to the big customer. You’ve inked the letter of agreement. You’ve shaken the hands and toasted the toast. Now what? Most likely your deal now moves out of the hands of the buyers’ table … Continue reading
Posted in Business Deals
Whale Hunting Practice #25: Make Contracts Easier
One of my long-time business friends called recently with a whale hunting problem. He is in the software development and training business and has had several whale-sized clients over the years. This time, however, the prospect refused to sign his company’s … Continue reading
Posted in Business Deals
Capture the Whale
In the whale hunting process, “capture the whale” is the middle phase of the hunt. It’s the phase in which you hope to move from your formal presentation to the whale’s commitment to purchase. What process steps do you have … Continue reading
Posted in Business Deals