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From the blog...

Whale Hunting Practice #22: Plan a Road Show

When your team heads out to a customer’s location for a presentation, how well prepared are you?  Sometimes you will be coming in at different ...

It’s not paranoia if . . .

Andrew Grove’s book Only the Paranoid Survive, published in 1999 while he was CEO of Intel, taught me a lot that keeps coming back to me ...

Why Innovation Thrives in Recession

This week’s Whale Hunting Wisdom newsletter focuses on Innovation and Recession. It’s not just my own ideas, although I have always believed that old saw ...

How are you doing on price?

In a lean economy, many sales and business development people feel obligated to discount their prices; at least, the discussion of price and where it ...

Better Meetings–More Money: Focus on the Gaps

The delightful phrase repeated by a recorded voice in the London tube warns passengers to “mind the gap.”  If you speak “American,” typically you find ...