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From the blog...

Fatal Sales Failures: Liar, Liar!

What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures

Whale Hunting Practice #9: Build a Whale Chart

In traditional marketing plans, your company sends messages/invitations into the market and gathers “leads”–prospective customers who respond. Marketing hands off the leads to sales, the ...

How a Purple Cow Affects Whale Hunting

At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the ...

Fears About Bigger Sales to Bigger Customers

“What are the top three fears of a CEO who’s thinking about implementing The Whale Hunters Process in their company?” That was a great question from ...

Harpooning

In The Whale Hunters Process(tm), we define “harpooning” as “getting close” to the whale. The Harpooner is not the only one involved in completing a ...

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 ...