Grow Your Business with Bigger Deals, Bigger Customers

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Grow Your Business with Bigger Deals, Bigger
Customers
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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

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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

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Whale Hunting Culture

Characteristics Inuit Culture Your Company
__Brave _________ ________________
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The Whale Hunters Process

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Whale Hunting Roles

• Chief
• Shaman
• Scout
• Harpooner
• SME

The Village
The Boat
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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

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Scouting Sample Tools

• Today I will illustrate one scouting tool
• Target Filter

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Target Filter--Sample

Filter Category A Opportunities C Opportunities
Revenue gt 500M lt 150M
Online Marketing Budget gt 10M lt 1m
Online Sales Volume gt50 of sales lt 50 of sales
Industry Retail B-to-B
Structure Private Public
Marketing Savvy Strong Marketing Team No Inside Marketing Team
Growth History Aggressive Flat
Quality Product High Quality Reputation No Reputation
Market Gen Y Boomers
Location East Coast Midwest
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Target Filter

Your Target Filter
Filter Category A Opportunities C Opportunities





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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

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Hunting Sample Tools

• Today I will illustrate one hunting tool
• Buyers Table

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Buyers Table

___________________ ___________________ ________
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___________________ ___________________ ________
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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

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Harvest Beach, Honor, Celebrate

• Today I am going to share one tool from the
  Harvest Process
• The Cycle of Trust

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The Trust Cycle

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• The Whale Hunters Services
• Local Chapters
• Open Enrollment Workshops
• October 19th _at_ Skysong November 19
• Private Workshops
• Consulting/Implementation Services
• Online Community and Training
• Winning RFPs
• Deal Coaching
• Anita.grantham_at_jokake.com or info_at_thewhalehunters.
  com