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Category Archives: Small Business Advice
The push for Q4 Sales
The fourth quarter of the business year begins on the Tuesday after Labor Day. Finally, everyone is home from vacation. Kids are back in school. The bookends of summer–Memorial Day and Labor Day–are now closed. People will return your phone … Continue reading
Posted in Business Development Strategy, Sales Management, Small Business Advice
Tagged business development, goals, manage, Q4, small business, 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
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
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
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
How to Audit Your Brand Promise
The current Whale Hunters Wisdom newsletter features our new article, “How to Audit Your Brand Promise.” We present our method to help your team clearly differentiate your company’s message to market. Most brand promises are not differentiators at all, but rather standard … Continue reading
Posted in Small Business Advice
Best Buy Customer Service Fiasco–Lessons Learned?
Larry and I have recently moved to Scottsdale, AZ, into a leased fully furnished condo. We have great landlords, who are friends of ours, but who live in Indiana. Several weeks ago we had trouble with a stackable washer/dryer. The … Continue reading
Posted in Small Business Advice
About “Why You Need a Back-Up Plan”
The Whale Hunters Certified Partner Loretta Love Huff is president of Emerald Harvest Consulting and chapter leader for a Whale Hunters Executive Chapter in Phoenix AZ. Loretta recently had an experience that all entrepreneurs dread–her computer crashed. If you lead … Continue reading
Posted in Small Business Advice