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From the blog...

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When large account selling is like whale hunting—and when it is not!

This article summarizes the philosophy and key tenets of the whale hunting metaphor for large account selling. It distinguishes how Whale Hunting differs from other ...
Selling-Power-TV-Barbara-from-the-Whale-Hunters

How to Master a Sales Process for Longer Sales Cycles

Selling Power TV Gerhard Gschwandtner Filmed at Sales 2.0 Conference in San Francisco 2016

Abundance vs. Scarcity

In Chapter Ten of Whale Hunting, we talk about the traits of a fast-growth culture.  A culture of abundance, not scarcity, comes first.  But it’s hard lately ...

How “Thought Leadership” Drives Sales

Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.” But ...

Very Small Business

Another question that people ask me–“I am a very small business.  I don’t have a big staff to assign as members of the boat.  How ...

Do You Know What To Do Next?

Seth’s Blog really came home to me this morning.  I read Seth Godin’s blog almost every day because I always learn something new that is... ...