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From the blog...

Get Out and Stay Out of The Commodity Trap

A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete ...

Did Sales 2.0 Disrupt Large Account Sales?

In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of ...

Buy Sales Management. Simplified. by Mike Weinberg

If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or ...

Dis-uh-plin

Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often ...

The Earn-it Trap

The Earn It trap is selling a small piece of work to a whale in the belief that it will lead to much bigger things. ...

Success is 90% Process

I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their ...