Alan Weiss' The Uncomfortable Truth

SHOW NOTES: Strategic WhaleSale™ Approach- Alan and Lisa discussed the concept of "WhaleSales," which involves targeting large, high-value clients to maximize revenue and efficiency. Lisa shared her experience of landing a significant whale deal that transformed her company's growth and stability, emphasizing the importance of alignment with the C-suite and strategic goals. They highlighted that whale sales should be an intentional strategy for businesses and not an accident, with Lisa noting that her company made it a cultural standard to pursue such deals annually. WhaleSale™ Strategy Insights- Alan and Lisa discussed the concept of "landing a whale" in sales, emphasizing that it involves making friends and providing value rather than killing opportunities. Alan shared his experience of undervaluing a sale early in his career and highlighted the importance of changing one's philosophy to pursue larger deals. Lisa agreed and added that internal opportunities within existing client bases should also be cons