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October 19, 2015

Buy Sales Management. Simplified. by Mike Weinberg

  If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, […]

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From the blog...

Selling to the Federal Government Interview

The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell  large contracts to the biggest of all whales–the ...

On Boarding Your New Client Smoothly

The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve ...

Harpooning Whales with an RFP

Despite the risks, a lot of business is awarded through the RFP process—business that you may want from whales that are ideal for you. So, ...

Forbes–You Got it Wrong

I just got an email inviting me to join Forbes Woman, the new offering that Forbes launched July 1. So excuse me if I’m wrong, ...

Fatal Sales Failures: Sales and Marketing Silos

Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog.  I’m a ...

4 Reasons Why Networking Is Not a Sales Strategy . . . and 1 Big Exception

When I started out in my own business fifteen years ago, I thought that business networking was the way to acquire leads, opportunities, and referrals—in ...