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From the blog...

Big company buyers

The Four Fears That Stop Big Company Buyers from Saying Yes

Big company buyers weigh risk before advantages. Four fears drive most of that risk. Gartner found 74% of buyer teams show unhealthy conflict during the ...

Capture the Whale

In the whale hunting process, “capture the whale” is the middle phase of the hunt.  It’s the phase in which you hope to move from ...
Jim Keenan

Keenan on The Whale Hunters Team Selling Infographic

  My friend and colleague Jim Keenan featured on HIS blog  The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you ...

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 ...

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, ...
The Buyer's Mind with Jeff Shore Cover

Practical Ways for Sales Professionals to Address Buyer Fears

Fears, we all have them but as a sales professional, how do you overcome this fundamental emotion? Join us as we uncover practical ways for ...