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From the blog...

How to Overkill Your Message

A simple sales story is more effective than an overkill message.
Rivers in the Ocean

Whale Hunting Practice #3: Differentiate Your Rivers in the Ocean

Did you know there are four “rivers” in the ocean?  These are equatorial currents, two flowing with the ocean, only faster; and two flowing against ...

Fatal Sales Failures: Why Not Commoditize?

Anthony Iannarino on the topic of how to avoid commoditization.
Anatomy of a Large Account Sale

Can you sell one customer $1M per year for nine years? Read our newest case!

  Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to ...

How to Land Big Deals

Today I’m starting a blog series on The Whale Hunters Process. It’s a how-to process for landing big sales with customers that are much bigger than you! It consists ...

Whale Hunting Practice #16: Think Like the Buyers

The biggest lesson in whale hunting is this:  it’s not about YOU!  When you and your team learn to think like the buyers are thinking, ...