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From the blog...

Whale Hunting Practice #11: Drill Down 6 Degrees

 The Whale Hunters Process doesn’t include “cold calling.”  Let’s face it: you are not going to land a new deal, ten to twenty times your ...
Selling-Power-TV-Barbara-from-the-Whale-Hunters

How to Master a Sales Process for Longer Sales Cycles

Selling Power TV Gerhard Gschwandtner Filmed at Sales 2.0 Conference in San Francisco 2016

Whale Hunting Practice #20: Train Your Subject Matter Experts

 In a complex sale to a big customer, the buyers will want to meet your delivery team.  They will not be content to deal only ...

Showing Your Client Gratitude

Nothing makes a stronger statement to your clients than “thank you.” Thank you is part of the customer experience. “Thank you” demonstrates appreciation, builds loyalty, ...

Fatal Sales Failures: Recap #1

Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.