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From the blog...

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, ...
Don't Forget

The Memorable Presentation

When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that ...

How to Manage the Sales Cycle for a Complex Sale

I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting.  It includes three phases–ride, ...

5 Sales Strategy Tips from the Butler Bulldogs

My home town, Indianapolis, has been on fire about the NCAA college basketball Final Four and the amazing run of the home-town favorite Butler University ...