Big Ticket Talks are coaching sessions with Barbara Smith and occasional guests, held every Tuesday. Open the Events tab for the calendar including times and...

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From the blog...

Winning as the Incumbent

Today’s edition of Whale Hunters Wisdom, our biweekly newsletter, features an article on how to win a new contract when you are the incumbent.  There ...

How to Manage the Sales Cycle for a Complex Sale

I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting.  It includes three phases–ride, ...
Fear of sales.

Fear: The Buyers’ Emotion

Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a ...

When to Persist Even after You Hear the Word “No”

Many sales people give up on their dreams because they worry about and try to avoid that feeling of rejection that comes when a prospect ...