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From the blog...

How to Manage the Sales Cycle for a Complex Sale

I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting.  It includes three phases–ride, ...

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 ...

Fatal Sales Failures: The Biggest Goof With Hot Prospects

Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear ...

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 ...