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From the blog...

Winning Whales with an RFP

For those of you who sell sometimes, often, or always through the RFP writing process, I’ve written a new eBook, available for download through our ...

Whale Hunting Best Practice #30: Continue to Build Trust

The longer you do business with a whale, the harder it will become to ensure that you have a mutually trustworthy relationship.  People on your ...

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 ...

5 Reasons CEOs Fear the Sales Team

This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales ...

How to Get Your Green Light (and Stop the Fear)

In a recent article on Entrepreneur.com, Tom Black gave this piece of advice:  Understand the sales process. A sale happens, he says, when there’s a ...