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November 30, 2010

For 20-Something Whale Hunters, It Takes a Village

In order to succeed as a young entrepreneur, it’s all about community. I joined a former startup venture with the credo: My most valuable asset is my network. And it was this value that drove the greatest successes of that entrepreneurial adventure. My team and I always joked that what we lacked in age, we […]

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From the blog...

Sales 2.0 and Large Account Sales

Did Sales 2.0 Disrupt Large Account Sales?

In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of ...

Too Much Ammo?

Even when you have the best solution, if you overkill with your message you will not win the sale.
innovation

Have You Lost Your Innovation Edge?

It’s always been hard for small and midsize companies to win large account business against large competitors. Big corporations have big marketing budgets, professional capture ...

How to Build Your Dynamic Sales Process

A 2010 research report from CSO Insights shows a strong relationship between a company’s annual sales performance and two factors:  the nature of their sales ...

Creating Leverage with the Right Tools

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 ...
Cracking the LinkedIn Sales Code

How Top Sellers Use LinkedIn

I highly recommend Jill Konrath and Ardeth Albee’s new eBook: Cracking the LinkedIn Sales Code. When The Whale Hunters work with our clients, we always ...