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Category Archives: The Whale Hunters
Are You Doing Big Enough Business?
One of the toughest sales is a new product or service to an existing customer. Or to sell the same product or service into a different department or division of a large customer. That crosswalk is very difficult to navigate safely and is full of confusing signals. Many of The Whale Hunters’ clients struggle to get more business–bigger business–from their existing large account customers. They have a few whales, but they’re not doing whale-sized business with them. Continue reading
Posted in News & Events, Sales Management, The Whale Hunters
Tagged customers, sales coaching, selling, webinar
Why I Became a Whale Hunter by Dave Cooke
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability. Continue reading
The Top 5 Most Loved Blog Posts in June
Today I want to do something different. We’ve had such overwhelming feedback and responses to our June blog posts, I wanted to recap the favorites for you. We really do appreciate the growing number of comments and Twitter action. These five posts got people talking and sharing their experiences/perspectives with us! All good stuff! So, here they are! The Top 5 June blog posts (in case you missed them). Enjoy! Continue reading
Learn How Big Companies Buy Like Women
This month’s Expert Series call features guest Expert Holly Buchanan, co-author of The Soccer Mom Myth, owner of the Marketing to Women Online blog, and leading expert on marketing to women.
Continue reading
The Pleasant Comfort of Trust
There is nothing more enjoyable than being in comfortable surroundings. In the show Cheers, I am quite certain it wasn’t the just beer that brought Norm to the bar—though it was a nice bonus. Rather, it was the comfort and comradery that he felt at the bar. Norm could be himself and not really give a care. If you remember, the entire group in that bar was extremely open, frank, and much braver within the group than outside of it. Continue reading
You’re In the Door, Now Stay There
You’re in for a treat with The Whale Hunters tomorrow (Wednesday May 18) when you join our free Expert Series call with guest expert Gary S. Hart, owner of the SalesDuJour blogsite and salesman/sales manager/sales coach par excellance! Last month … Continue reading
Thoughts on Building an Online Community
It’s been just about seven months since The Whale Hunters launched our new website and Pier9, our resource library and online community focused on sales and business development for small to midsize companies. Continue reading
Is Your Sales Team Stuck in Hopa Hopa Land?
How many of you have worked for leaders that implement culture based on the last book they have read? If you are lucky, you may get to experience six different cultures during any fiscal year!
Fortunately, The Whale Hunters Process™, when implemented by a leader and his or her team can alleviate this experience for your workforce! How? In my experience, implementing The Whale Hunters Process™ has helped our team build, be clear and save time. Continue reading
Is Your Recession Over? The Top Five Ways to Profit Now
In a post-recession economy, small businesses need a fresh set of tactics and tools in order to reposition themselves for growth. Here’s how. Continue reading
Big Deals in Professional Services: 9 Strategic Considerations
Today’s Guest Blogger is Joseph Olewitz . Joseph has been there & done that in the area of new business development. In addition to being CEO and Principal Consultant at 22nd Story Strategies, Inc., Joseph currently shares experiences deriving … Continue reading
Posted in Big Deals, Business Deals, Business Development Strategy, Sales Process, Sales Tips, Small Business Advice, Small Business Growth, The Whale Hunters, Women in Business
Tagged agency, brand, business development, Expert Series, fast growth, Joseph Olewitz, marketing, sales, sales process, small business growth, strategy