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Grow Your Business with Bigger Deals, Bigger Customers Background • A little about me •The Whale Hunters Story •Why Hunt Whales? •Key Concepts for Today •Whale Hunting Culture •The Whale Hunters Process™ •Whale Hunting Roles Modern Lessons from Ancient Wisdom •Repurpose existing resources •Allocate resources sensibly •Fish along the way to feed the village •Engage everyone in business development •Learn to harvest what you land •Celebrate the whale Whale Hunting Culture Characteristics Inuit Culture __Brave _________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ Your Company ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ The Whale Hunters Process™ Whale Hunting Roles •Chief •Shaman •Scout •Harpooner •SME “The Village” “The Boat” Scout: Know, Seek, Harpoon The process of scouting includes • defining your message to market • creating a target filter • making a whale chart of companies that fit your target filter • creating dossiers on some of the whale chart companies • defining “whale signs” (readiness to buy) • watching key whales for signs of readiness • making an initial contact with one or more whales on your chart Scouting– Sample Tools Today I will illustrate one scouting tool •Target Filter Target Filter--Sample Filter Category A: Opportunities C: Opportunities Revenue > $500M < $150M Online Marketing Budget > $10M < $1m >50% of sales < 50% of sales Industry Retail B-to-B Structure Private Public Strong Marketing Team No Inside Marketing Team Growth History Aggressive Flat Quality Product High Quality Reputation No Reputation Gen Y Boomers East Coast Midwest Online Sales Volume Marketing Savvy Market Location Target Filter Your Target Filter Filter Category A: Opportunities C: Opportunities Hunt: Ride, Capture, Sew The Hunting Process includes •Defining your process steps, metrics, and time frames •Determining what to discover and what to disclose at each step •Deciding whether to launch a boat •Locating members of the Buyers’ Table •Understanding and alleviating Whale Fears •Engaging your Subject Matter Experts •Making the presentation(s) •Closing the deal •Negotiating the Contract Hunting– Sample Tools Today I will illustrate one hunting tool •Buyers’ Table Buyers’ Table ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ ___________________ Harvest– Beach, Honor, Celebrate The Harvesting Process includes •Bringing your new whale onboard smoothly •Completing handoff from sales to operations •Managing trust with your whale throughout the organization •Celebrating the whale •Learning from the whale hunt •Preparing to sell new business to the whale Harvest– Beach, Honor, Celebrate Today I am going to share one tool from the Harvest Process •The Cycle of Trust The Trust Cycle™ The Whale Hunters Services •Local Chapters •Open Enrollment Workshops •October 19th @ Skysong & November 19 •Private Workshops •Consulting/Implementation Services •Online Community and Training •Winning RFPs •Deal Coaching •[email protected] or [email protected] [email protected] | www.thewhalehunters.com 17
