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From the blog...

Whale Hunting Practice #15: Progressive Disclosure

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you ...
whale hunting culture

Whale Hunting Culture

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

A Time to Honor

My home town, Indianapolis, features a beautiful city center, all deliberately laid out before the city was developed.  The city center is a perfect square mile, ...

Can Your Team Win an RFP Proposal or a Sales Presentation?

Whale Hunters know that big sales require teamwork, whether these are RFP responses or face-to-face sales presentations or statements of work.  But do your capture ...