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From the blog...

Whale Hunting Practice #8: Study Your Whales

It’s a huge differentiator and a huge advantage–a company that studies its sales targets as a routine business development practice will outperform most other companies, ...
whale hunting culture

Whale Hunting Culture

Use this worksheet to assess how your company culture compares to the Inuit whale hunting culture.

Whale Hunting with Warren Buffet

The Wall Street waters are frigid and the skies are grey.  Yet Warren Buffett said last week that it’s time to buy U. S. equities.  He ...
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 ...

Better Meetings–More Money: Focus on the Gaps

The delightful phrase repeated by a recorded voice in the London tube warns passengers to “mind the gap.”  If you speak “American,” typically you find ...

Launch your Boat

A colleague recently pointed out to me the importance of the Whale Hunters concept that we call “launch the boat.” That’s the critical management decision to ...