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Whale Hunting Women and Barbara Weaver Smith Revisited

Last month, we visited with Barbara Weaver Smith and talked about her new book, Whale Hunting Women. Tomorrow, I will be posting my review, but today I would like to share two things with you; the first is an article written by Barbara and the second is a video in which Barbara Weaver Smith explains the whale hunting concept.


Fears About Bigger Sales to Bigger Customers

by Barbara Weaver Smith

"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 whales, and someone raised the question--what scares small business CEOs? Here's what I think those fears are, in order of their importance:

1. How can I present this to my sales and management team?Often a CEO who attends a Whale Hunters presentation gets really excited about the process and methodology of business development through bigger customers and bigger deals. It makes sense intuitively, and CEOs are typically drawn to stories (like the whale hunting story) and cultural analogies. But then they imagine going back to their sales people or the CFO with this story about "let's hunt whales"--and they know they're going to get pushback.What's the best way to address this fear? Have a whale hunter come in and present the program to your cross-functional team. Make it a team decision, not a boss decision. Without the team's buy-in, your efforts are fruitless.

2. Isn't it risky to put so much effort and resource into one big account?Whale Hunting isn't about landing a single whale; it's about gearing up for a steady diet of whales. But there's a start-up period, and many CEOs worry about how whale hunting could disrupt their existing business or draw resources away from their current key accounts.How to address this fear? Two-part answer. One, we don't suggest you hunt only one whale or survive on one whale. You will still fish along the way. It's not an either/or strategy but a both/and strategy. Two, talk to other whale hunting company CEOs about their experience. They can help you see how it worked in their company.

3. What if we sell a really big deal and we don't have the resources to deliver? Savvy CEOs know that a sale is only as good as their company's capacity to deliver. So to go after bigger deals as a growth strategy means they need to be prepared to ramp up in some ways that could be costly and uncomfortable. And they worry about how their team will react to getting a really big deal in the door.

Unquestionably, whale hunting will accelerate your need to grow support as well as providing revenue. The answer to this question is that whale hunting is a management strategy, not just a sales process. The method anticipates and encompasses the downstream delivery of products and/or services to the whale. Do you have a fear about whale hunting? Please feel free to share it here. If you have examples of how you or your colleagues overcame fear, I'd love to hear about it.

Now for the video:


To learn about Whale Hunting Women & to order your copy today, visit

http://cli.gs/WHWEbook

Thank you for visiting this post about Barbara Weaver Smith and Whale Hunting Women. Two people who comment during the tour will be entered a giveaway – post a comment on any post about the tour and you will be entered. The winners will win a three-volume audio set of Whale Hunters Wisdom. Volumes include I: Mind of a Hunter, II: The Hunt, and III: The Whale Hunting Culture ($90 value).

Barbara Weaver Smith’s website -
http://www.thewhalehunters.com

Barbara Weaver Smith’s blog - http://blog.thewhalehunters.com

Order your copy of Whale Hunting Women – http://cli.gs/WHWEbook

To see the tour schedule visit
http://virtualblogtour.blogspot.com/2009/04/whale-hunting-with-barbara-weaver-smith.html

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3 comments:

Helen Ginger said...

Although I've not heard of Barbara's company, I am familiar with the concept of whale hunting. From what I've observed, it seems that one of the keys to finding, getting and, most important, keeping whales is not just having a team effort (which is essential), but in having a key person who becomes the main contact with the whale.

Helen
Straight From Hel

unwriter said...

This is an entirely new concept to me. It's not one that I personally would come in contact with but one that is muchly needed.

How to implement it and how to sell it are both difficult concepts from what I see. This is a much needed training session in business.

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