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Category Archives: Link Recommendations
Constantly Improve Your Sales Process
Unlike the majority of the sale optimization posts out there, we’d recommend not focusing on lead management, some sort of funnel, or your web traffic. That’s not whale hunting. Instead, focus on mapping a process to go after bigger customers. Once you have exact steps and players at each step defined, go about making incremental improvements to what’s working. As Scott said in his article, you should focus more on what’s working than on what’s not working. A truly great sales process will come from continual improvement of what’s working… not just fixing what’s broken. Continue reading
Posted in Big Deals, Business Deals, Link Recommendations, Sales Development, Sales Management, Sales Process
Tagged constant, focus, improvements, measuring, optimization, sales, sales process, technology, testing
Do you have the right team for fast-growth?
As we teach companies to become whale hunting organizations, we talk about what it means to be hungry for new business and what it means to have that same warrior spirit. Think about your team, and ask yourself, “Do I have the right people on the bus?” For small businesses that aspire to be in fast-growth mode, it’s a critical question. Continue reading
Posted in Business Development Strategy, Link Recommendations, Sales Management, Small Business Advice, Small Business Growth, Women in Business
Tagged business development, companies, executives, fast growth, Good to Great, Jim Collins, leadership, organizational development, people, sales, sales coaching, sales reps, small business, talent, team
A Game of Telephone?
To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a to-do list because it creates organizational process. That’s one of the reasons that The Whale Hunters Process™ works—we help companies build the bridge between what’s sold and delivered through process. Communication is great and can always be improved. Process on the other hand can be standardized, written down, charted out, and taught without the risk of mis-interpretation Continue reading
Do You Know What To Do Next?
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 … Continue reading
Generate Leads with manta.com
Marketing Sherpa released its 2011 B2B Marketing Benchmark Report, reporting that the #1 marketing challenge reported by survey participants is generating high quality leads. 78% of respondents named is as a significant issue. When we teach The Whale Hunters Process™, we … Continue reading
Posted in Business Development Strategy, Link Recommendations, News & Events, Sales Development, Sales Process, Small Business Advice, Small Business Growth, Social Media for Businesses, The Whale Hunters, Women in Business
Tagged business development, customers, marketing, sales, scouting, selling, small business growth, The Whale Hunters Process
Emerge from the Economic Slump–Repost
I am very pleased to have a guest blog post published at Venture Beat in the Entrepreneur Corner. It’s all about how to refocus your team. If you have been taking whatever business comes your way in order to survive, … Continue reading
Sales and Social Media 101
Andrew Bagley, Director of Emerging Media & Client Strategy at Sitewire Interactive Agency, was a recent guest on our Expert Series teleconference. Andrew talked about why business owners should learn to manage social media, how we should equip our employees … Continue reading
Posted in Link Recommendations
Learn from a Blue Penguin
I am a big fan of Michael Katz who founded Blue Penguin Development. And not only because he also has an Arctic theme to his company! (Penguins and whales are friends). Michael does only one thing, and he does it extremely well–he … Continue reading
Posted in Link Recommendations
Performance Magazine
I am pleased to have an article included in the Phoenix Performance Magazine, summer 2009 edition. Currently this new journal is being published in Arizona and in Wisconsin. In addition to my introduction to whale hunting, here are some other … Continue reading
Posted in Link Recommendations
More Ideas from Terry Lanier, Working Solo
One of my favorite newsletters is the Working Solo Minute, written and distributed each Wednesday by Terry Lanier, founder of workingsolo.com. Even if you’re not a solo entrepreneur, her advice is great for business owners. This week she writes about … Continue reading
Posted in Link Recommendations