Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around.…
Guest BloggerJuly 28, 2011
We are all working at a frenetic pace and when we aren’t reaching sales goals, we panic and work from a place of fear, rather…
Guest BloggerJuly 11, 2011
Sales in and of itself can often feel confusing. "What can I do to get my foot in the door at this company that I…
Guest BloggerJune 23, 2011
I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their…
Barbara Weaver SmithMay 14, 2011
Whether you are a die hard whale hunter or follow some other sales methodology, success in sales really comes down to following a defined sales…
Guest BloggerMay 10, 2011
Today's guest post is by Larry Smith, Partner in The Whale Hunters, and CEO of GreenLyne, Inc. Thanks for posting, Larry! As the owner…
Barbara Weaver SmithMay 6, 2011
Last week I was talking with a VP of sales, who had just returned from a "big deal" sales pitch across the country. Expecting that…
Barbara Weaver SmithMay 5, 2011
From The Whale Hunters, we know it takes a strong team with a variety of skills to land a whale. You want women on your…
Guest BloggerMay 3, 2011
You remember the old commercials – when you were asked to make a forced choice between two good options? In syncing up with your prospect,…
Guest BloggerApril 29, 2011
The Whale Hunters constantly preach about the The Buyers' Table and the whale's fears. Understanding fear is a sales breakthrough. We have detailed processes to…
Barbara Weaver SmithApril 27, 2011
At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the…
Guest BloggerApril 25, 2011