Customers will then naturally start to lend the trust to any new employees of that organization. The new employees will automatically be able to then enhance their personal brand just by being a part of that group and, if the hiring is done correctly, will enhance the company brand as well.

As far as whale hunting goes – I have never had any luck (personally or with hired sales people) going on the long journey of hunting whales. Not that we’ve not brought in large accounts, just that we have most typically only done so by starting with smaller, more easily obtained projects that sustain the cost of sales and marketing. Then, and only then, can the accounts grow.