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Category Archives: Small Business Growth
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
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
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
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
Are You Too Dependent on One Large Account?
A key issue for smaller companies is the danger of relying too much on one or two large accounts and being unable to muster up the time and resources to diversify. If you and your team are resisting another large … Continue reading
Posted in Small Business Growth
How to Use Case Studies to Grow Your Sales
You have stars. Customers who have used your services and products to great success. Clients who have had transformational experiences because they did business with you. You also have prospects. Companies that may consider doing business with you under the … Continue reading
Posted in Small Business Growth
Why Innovation Thrives in Recession
This week’s Whale Hunting Wisdom newsletter focuses on Innovation and Recession. It’s not just my own ideas, although I have always believed that old saw “necessity is the mother of invention.” But there’s a wealth of good sales and business … Continue reading
Posted in Small Business Growth
Fears About Bigger Sales to Bigger Customers
“What are the top three fears of a CEO who’s thinking about implementing The Whale Hunters Process in their company?” That was a great question from someone in the Vistage group I presented to yesterday. We were working on what scares … Continue reading
Posted in Small Business Growth