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Whale Hunting

26 Feb 2010 | Posted Under Sales

Tuesday 2/24/10 Louanne Lambert and I attended Rosemary DiDia Brehm and Brian Zaas' introduction to "the Whale Hunting" program. I learned:

How to grow your business with bigger deals with bigger customers.

#1 plan for the hunt - one whale can feed the entire village for a year. They  continue to find seals, etc. The entire village is involved - everyone contributes to getting the whale. A few people ride the whale to shore while someone is sewing his mouth shut to preserve the whale. The village uses every part except the head and they use that to attract more whales. Then they celebrate!

So we must do the same - our entire team must engage in hunting for our whales, not just our sales people. A whale is an account that is 3 to 5 times the size of your average account. Less is More. This is a business development process not a sales training.

Consider learning more by visiting

Bill Smith Says:
Monday, March 29, 2010 2:50 AM
Hi Urvish...I went to but was not able to find the rest of this article...can you please help me to find it...?
Cassie Armato Says:
Friday, March 26, 2010 12:59 AM
I really liked this idea...
John Armato Says:
Tuesday, March 23, 2010 1:32 AM
Well I think we should pay equal attention to smaller accounts never know..A small account can become big anytime...
urvish patel Says:
Tuesday, March 23, 2010 1:22 AM
I went to and found may valuable resources...thanks for posting the link in this blog...
urvish patel Says:
Saturday, March 20, 2010 6:13 AM
Dear Joanne, can you please post some more details about this workshop...Did Rosemary gave ideas on how to find such whales...(big accounts)...

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