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From the blog...

Do You Still Think I’m Pretty?

  No, I am not rushing the holiday season. I am talking about products and how they can represent your brand, in the continuing series ...

Whale Hunting Practice #29: Practice the Trust Cycle

The transition from making the sale to delivering the service is a major opportunity for things to go wrong.  On the whale’s side, there is ...

Fatal Sales Failures: Recap #1

Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.

Whale Hunting Practice #21: Energize Your Presentations

 At one or more points in your sales process, you will make a live presentation.  Buyers participate in these pitches all the time–how will you ...

Better Meetings–More Money: Use Collaborative Tools

In a traditional meeting format, everyone takes their own notes, or someone is assigned responsibilities as a note taker, maybe circulating or posting “minutes” of ...

Abundance vs. Scarcity

In Chapter Ten of Whale Hunting, we talk about the traits of a fast-growth culture.  A culture of abundance, not scarcity, comes first.  But it’s hard lately ...