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Category Archives: Business Development Strategy
Whale Hunting and Leadership
One of The Whale Hunters’ new Certified Partners, Roslyn Courtney, blogs at Leadership Pundit: Success in the New Economy. Her new article Whale Hunter Leaders is about the role of small business in growing the economy and how Whale Hunting … Continue reading
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
Selling to Big Box Stores now archived
We had a great conversation with Tim Martin, president of Jaat Consulting in Indianapolis, about ways to sell retain products to the “Big Box” stores. Tim places a lot of emphasis on Scouting — shopping the stores to see what … Continue reading
New Article: “How to Scout Whales on LinkedIn”
Learn how to use LinkedIn to research your prospects. Continue reading
Posted in Business Development Strategy, Sales Process, Sales Tips, Small Business Growth, Social Media for Businesses
Tagged customers, LinkIn, sales, scout
Business Development Milestone
Here we are at the end of Q2. Those of us in the U.S. are ready for a long Independence Day weekend. Then it’s back to work for the next big sales push. Where do you stand at midyear? Did … Continue reading
Posted in Business Development Strategy
Is email the best collaboration tool?
A blog site called All Collaboration posted an entry about 2/3 of respondents to a survey saying that email was the most effective collaboration tool. I thought that was interesting because I find email to be a horrible way to … Continue reading
Posted in Business Development Strategy
How to Reach Your Contact
Tamar Weinberg interviewed “influencers” about “how should someone get your attention?” Thirty-six responses (plus Tamar’s, for thirty-seven total) offer many wise suggestions that are relevant for whale hunters. In the first stage of your sales process (Scouting), you have developed … Continue reading
Posted in Business Development Strategy
Whale Hunting Practice #31: Sell New Business to Your Key Accounts
The best thing about large accounts is that they offer many opportunities to sell more business–you may have different products and services that would appeal to different departments or divisions of the whale company. Or you might have the … Continue reading
Posted in Business Development Strategy