Proven Strategies to Secure Huge Sales
Every company dreams of landing the big account, the one that could transform the business and set it on a path to exponential growth. But how do you actually land the whale? It’s a question that requires precision, preparation, and the right strategy. In Whale Hunting, Barbara Weaver Smith breaks down the process of targeting and securing the big fish that can elevate your company to the next level.
Think about the ancient Inuit. Hundreds of years ago, they didn’t just fish for any catch; they engaged in pilot whale hunting, which provided a massive payoff for their entire community. In modern business, whale hunting isn’t about simply getting new clients. It’s about targeting the accounts that will yield huge returns—those 10 to 20 times bigger than your average client.
However, whale hunting techniques require more than just effort; they demand a structured approach. In this review, we break down the primary phases of whale-size sales and how you can apply them to your business to reel in those massive, game-changing deals.
Know the Whale
To start whale hunting, you need to first understand what makes a whale. Just like a fisherman charts the waters before casting their line, you need to chart your market and identify what makes certain accounts stand out. This isn’t about targeting everyone—it’s about finding the right fit.
This is where your target filter comes into play. Picture it as a graph with key criteria like revenue, budget, growth potential, and deal type. Once you map out these criteria, you'll have a clear vision of what your whale looks like. The key is to focus on the small percentage of accounts that match this ideal. This is how you’ll know when the whale has surfaced.
Send Out the Scouts
Once you know what your whale looks like, it’s time to start the scouting phase. In business, scouting means gathering intelligence—about the company, the key decision-makers, and everything else that can give you an edge in the hunt.
You’ll want to gather information about the company and its leadership. Social media, LinkedIn, news updates, and other business tools are crucial here. The goal is to learn everything you can so you can make informed decisions and ensure you're connecting with the right people in the right way. This analogy of whale hunting teaches that understanding the environment—just as whalers studied migration patterns of gray whales—is critical for a successful hunt.
Setting the Harpoon
This step is all about getting your foot in the door. Once you’ve identified your whale and gathered intelligence, it’s time to make your move. But remember: it’s not who you are—it’s who they think you are.
In this phase, your digital footprint, sales collateral, and communication need to present you in the best light. When you reach out, make sure you’re asking the right questions—ones that help you understand the whale’s history. Why? Because history predicts future behavior.
During your first contact, be mindful of two things:
Are you talking to the decision-maker? If not, back up and start again.
Be cautious of small engagements that promise big results. Often, these don’t lead to the whale-sized sales you’re hoping for.
Launch the Boat
Once you’ve committed to pursuing a whale, it’s time to go all in. But before you dive in, ask yourself three crucial questions:
Are the odds of landing this deal in our favor?
Can we commit enough resources to ensure a successful hunt?
Can we handle the whale once it’s landed?
If you can answer "yes" to all three, it's time to go for the kill.
When pitching, you’ll encounter two types of buyers:
The Financial Buyer: The person with the budget and the authority to say "yes."
The Specialized Buyers: People from other departments who might not have the power to say "yes" but can kill the deal.
Your goal with the specialized buyers is to neutralize their fears. The fear of change, conflict, additional work, and failure are the top reasons these whales swim away. Address those fears head-on during your pitch.
Capture the Whale
Capturing the whale isn’t a one-step process—it’s about managing the deal every step of the way. There are sequential phases for each sales step, including ownership, responsibilities, resources, and timelines.
Your proposal needs to be meticulously prepared. If you want to stand out, present it in person. If the whale isn’t willing to meet face-to-face, they’re probably not a serious buyer.
The Animal Welfare Institute notes that traditional whaling captains knew that once the harpoon was set, follow-through was essential. Likewise, once you’ve engaged with a big client, staying persistent and focused on the details ensures that the deal doesn’t slip away.
Sewing Their Mouth Shut
So, you’ve made the pitch, and the whale is leaning in your direction. You have the verbal approval, maybe even a signed contract. But have you ever lost a deal at this stage? I know I have.
The final step is to close the deal and ensure the whale doesn’t swim away. The key here is preparation, precision, and follow-up. When the whale pays you a visit, be ready to mediate any fears and provide a flawless experience. The authors put it perfectly: “When the company is coming, do everything you can to mitigate the fear. Prepare with precision, implement flawlessly, and follow up with speed and care.”
Ready to Start Hunting Whales?
Whale hunting techniques aren’t easy, but with the right mindset, strategy, and execution, you can land those game-changing deals that will transform your company.
If you’re ready to take your business to the next level and start landing your own whale-size sales, Join The Swarm. Become a member of the Limitless Leaders Club and get access to tools, resources, and strategies that will help you win big.
Alternatively, if you need an extra push, hire a Marketing Sidekick today. We’ll help you scale your marketing efforts, reach the right prospects, and seal the deal. Now’s the time to stop fishing in the small pond. It’s time to start harvesting whale and securing those land whales that will change your business forever.
