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From the blog...

We don’t get it!

We had a great whale hunting session in Scottsdale last week working with the Asia/Pacific sales team of an international company. In the course of... ...

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 ...

People Buy from People They Like

We believe that this old adage is for the most part true, but not quite so simple. Really, what ever really is so simple? Actually, ...

Selling in a Down Economy

My friend Mike Yarnall, who is now a Certified Whale Hunters Trainer, sent me an article that really resonates with whale hunting these days.  It ...