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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...

Whale Hunting Practice #17: Cultivate the Polar Bear

In The Whale Hunters parlance, the Polar Bear is the one buyer with the authority to say “Yes” to a deal.  All of the caribou ...

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Fatal Sales Failures: Lack of Investment in Marketing

Chad Root discusses why marketing should not be left to your sales department.
The Whale Hunters review Spin Sucks

Review of New Spin Sucks Book

  I am so pleased to be included among the “brand ambassadors” helping to launch Gini Dietrich’s new book, Spin Sucks. Especially so because I think ...

Harpooning: Get Your Prospect’s Attention

In this series of blog posts about The Whale Hunters Process for rapid business development and growth, harpooning is the last phase of Scouting.  It’s also the ...

Sales Success and Trusted Partner Relationship

The newest edition of Whale Hunters Wisdom is online now, with a featured article on the relationship between sales success and trusted partner relationship. I’m ...