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Whale Hunters Practice #5: Manage Your Metrics

Whale Hunting involves your deliberate choice of big customers that you want to sell big deals to.  It’s about managing your sales targets in a ...

Lean, Mean, Sales Machine – Three steps to a more efficient sales process

Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around. ...

The Sales Graveyard: Cold Calling and Other Retired Tactics

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they ...