The Sounding That Signals a Whale Sale™
Why Big Clients Are Found by Intention Not Accident
A client took me and a few others deep-sea fishing once, departing from Montauk at the tip of Long Island (something I will never do again). We departed at 3 am and it took five hours to get to our “station” at the tip of the continental shelf.
The best part of the trip (which of course was another five hours, in the rain, to return) was the fact we saw three whales sound at various times perhaps a half-mile away. Here is the definition of a whale sounding:
Whales make sounds for communication, navigation, and foraging. They use a variety of sounds, like clicks and whistles, to find food by echolocation, socialize with other whales in their pods, find mates, and stay oriented in their environment.
It occurred to me I wasn’t watching something rare, but something going on all the time that I was otherwise not in the right position to see. They are communicating, taking nourishment, appraising their environment, and socializing.
Which means, by way of the metaphor I’m obviously building, that you need to make it your business to go where your largest clients and prospects will be, not discovering them by accident but rather by plan. Publish in areas they read, attend what they attend, hang out where they do, learn their habits and spend a few bucks if you have to at a networking or fund-raising function. This is how you “elevate” your sales. You don’t publish in some training magazine if you want to influence executives, nor should you go around with a dozen initials trailing your name like ants at a picnic to gain credibility. You need referrals not “certifications.”
When you do see a whale sound, you don’t mistake it and if you’re looking in the right direction you can’t miss it. You can see them from a half-mile away. © Alan Weiss 2025
A Whale Sale™
A Whale Sale is more than a big deal; it’s a defining one. It changes revenue, reputation, and reach, positioning your company at a higher level of influence.
The Whale Sale Strategy teaches organizations to secure and grow transformational clients through disciplined executive access and strategic alignment.
Drawing on Lisa T. Miller’s experience advising hospital C-suites and Alan Weiss’s expertise in enterprise growth, it provides a proven framework to build influence, close complex deals, and sustain long-term impact.
This approach reframes selling from transactions to alignment, and from chasing opportunities to architecting them.
It is designed for leaders and teams pursuing growth through intentional, high-value client relationships that transform both reputation and enterprise value.
The Whale Sale™ Experience
A unique professional experience that brings together strategic and tactical sessions for leadership teams pursuing complex, high-value relationships.
You’ll learn how to identify, access, and align with executive buyers, utilizing frameworks developed by Alan Weiss, PhD, and Lisa T. Miller to advance your organization’s market position.
Email Lisa Miller at Lisa@lisatmiller.com or schedule a time here: Schedule a Call with Lisa