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From the blog...

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, ...

Is Everyone in the Same Boat on Sales?

Are sales professionals trying to sell out of fear instead of quality? It seems they sell to “stay alive” just because they want to keep ...

Coverage Maps – A Tool to Navigate the Complex Sale

Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that ...

Whale Hunting Practice #24: Win the Pricing War

In many industries, price has become the only apparent differentiating factor in contract awards. Pricing wars put small and mid size business at a disadvantage ...

What’s Your Content Strategy for B2B Sales? Huh?

Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales.

Is Your Company Discoverable? Hear What Chris Baggott Has to Say

Conversation with Chris Baggott about "The Key to Fast Growth is Discoverability."