Online Library of Sales Resources
When you join Pier9, you get access to our library of hundreds of resources to support you in growing your company fast through The Whale Hunters ProcessTM. We provide strategies, tactics, references, case studies, interviews, articles, white papers and tools in your favorite text, audio, and video formats. New materials and sales resources are posted every week. Choose from download-on-demand topics or enroll in a structured training course.
Feel free to explore these full-length samples of the sales resources available to members in our online library.
Articles
The Whale Hunters online resource database includes a constantly growing number of articles on topics to assist you in developing your business.
This Village is Too Busy for Whales! You’d like to have a business development culture where every member of the team is hungry for new business deals. But what can you do when there is too much tension between sales and operations? When the people delivering the work just want the sales team to stop selling? We offer practical advice to resolve that problem.
Always a Minnow Does your mental image of your company grow along with the company’s growth? In our experience, it’s hard to avoid feeling like a minnow in a sea of whales even as you are growing. This article identifies five strategies to overcome the habit of thinking too small in your business.
What is Your Budget? How do you ask the hardest yet most important questions during your sales process? This article on selling skills has a specific focus on how to frame those questions that your prospect does not really want to answer.
Time Kills All Deals Your most important sales management strategy is to empower your sales team to walk away when the deal is not working your favor. In this classic Whale Hunters article, we discuss sales management strategies in relationship to signs, signals, and reporting.
Podcasts
Would you rather listen than read? We hear you.
Back to Baja You’ve never pursued a deal too long, have you? Long past the point where you knew it was dead? Nooooooo. This podcast offers four tips on how to let go of a deal early when the time is not right for your whale.
The RFP Whale Hunt. Maybe you’re in one of the hundreds of industries where some or even all of the time you need to sell by responding to a Request for Proposals or Request for Information or Request for Quotes or Qualifications. If so, you’re in a special kind of sales process with the odds stacked high against you. This article, one of the first in our growing collection of RFP articles, books, tools and other sales resources, specifies four tactics to help you gain a competitive edge in your proposal.
The View from Purchasing We offer a series of live teleconferences though our Expert Series. Members of our online community can tune in to The Whale Hunters Expert Series audio archives at any time and choose the topic that’s right for them. In this interview with Rena Huber, former purchasing agent for Arizona Public Service, you’ll get an insider’s view of how big company buyers make decisions about whether to buy from you.
Videos
Maybe you’d like to see us in person?
The Whale Hunters Story “Whale Hunting” is a metaphor for selling bigger deals to bigger customers. But it’s not just about whales being big. It’s about how the Inuit people who live on the far northwest coast of Alaska hunted whales as long as 1200 years ago. Theirs is a true story, and we respect and admire them. To learn more about this ancient wisdom for modern business, the basis for developing a vital sales planning process, watch this video as our founder and president, Dr. Barbara Weaver Smith, tells the spellbinding Whale Hunters Story.