Category Archives: Sales Process

In The Whale Hunters Process, the first steps in your “Scouting” stage involve creating a target filter, locating companies that fit the criteria of your filter, and then researching those companies. Okay.  You’ve got your list of companies that interest … Continue reading →

A 2010 research report from CSO Insights shows a strong relationship between a company’s annual sales performance and two factors:  the nature of their sales process and their relationship to the buyers. The current edition of Whale Hunters Wisdom, our … Continue reading →

The transition from making the sale to delivering the service is a major opportunity for things to go wrong.  On the whale’s side, there is a big handoff from the buyers to the end users.  Likewise, on your side, there … Continue reading →

  Many of our clients have never invited their prospective whale customers to their place of business for a presentation.  Yet for those who do, they close almost 100% of the business represented by prospects who pay them a site visit.  … Continue reading →

  In The Whale Hunters parlance, the Polar Bear is the one buyer with the authority to say “Yes” to a deal.  All of the caribou (technical buyers) can influence the ultimate decision, but they are relegated to saying NO … Continue reading →

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you learn, the more you need to begin to disclose to them about your products, services, … Continue reading →

When you play Texas Hold ‘Em, you have to be really good at understanding the odds based on your first two cards.  Good players don’t kid themselves about their hole cards and play lousy hole cards only in certain specific … Continue reading →