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August 12, 2014

Whale Hunters Wisdom Among Top 52 Blogs on Sales Efficiency

It was nice today to see the Whale Hunters Wisdom blog included in the list of top blogs covering sales efficiency announced by Docurated, a sales and marketing productivity platform. If you want to find some outstanding sales blogs to follow, I highly recommend this list. Several of my colleagues from Sales Shebang made the list, including Jill […]

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From the blog...

Growth Through Trust

Integrate The Trust Cycle into your existing sales process to build stronger relationships and enjoy revenue growth as a result.

Anatomy of a Successful Whale Deal

I interviewed Jim McClure, CEO of Arizona Color, a vehicle wrap and graphics firm, about how his company landed their first national brand account,  It’s ...
Sales Whale Hunting Can Transform Your Company

How to Overcome a Whale-Sized Loss

To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you ...

Why Can’t Sales and Marketing Get Along?

Of all the problems with company silos, the one hardest for me to imagine is a marketing silo and a sales silo. Yet I see ...

Eight Ways to Own the Meeting

I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a  group presentation for a large account ...
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 ...