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From the blog...

The Data Supporting Laser-Focused Goals

I’ve always loved this quote by Jim Collins, "If you have more than 3 priorities then you don't have any." For today’s small business owners, ...
Sales Development Playbook

Buy the Sales Development Playbook

Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the 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 ...

Who will be your next big customer? Make a List!

Yesterday I wrote about Knowing the Whale, first phase of The Whale Hunters Process.  That’s about determining ideal criteria.  Once you have written down the criteria, it’s ...

Leadership Lessons from Three Economic Sectors

It was announced today that Frances Hesselbein, founder of the Hesselbein Leadership Institute, has been named the Class of 1951 Chair for the Study of ...
Small businessman needs confidence.

How To Approach a Big Company Executive with Confidence

  As an executive or salesperson representing a small company,  learn to approach big company executives with confidence. These are people whom you don’t know, ...