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September 26, 2011

Price Really Doesn’t Matter

The Whale Hunters founder Barbara Weaver Smith interviews Anthony Iannarino, author of The Sales Blog, about how to avoid being commoditized.

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From the blog...

Success is 90% Process

I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their ...

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, ...
Social Media Book

Social Selling–January 2014 edition

  A few weeks ago I wrote about Nimble, a really good (and simple) social media CRM tool which we use at The Whale Hunters–read ...

Harpooning

In The Whale Hunters Process(tm), we define “harpooning” as “getting close” to the whale.  The Harpooner is not the only one involved in completing a ...

Only a Minnow in a Sea of Whales

Have you recently refused to turn down business that is no longer appropriate for the company you are becoming? If your self-perception hasn’t grown alongside ...
Business Process

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Almost every RFP asks you to define or explain your business process for something or other.  Here are a few of the recent ones that ...