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From the blog...

Ah Complacency. It’s a Killer!

Whenever you hold the position of "the best" for a period of time, you become vulnerable to many kinds of attacks. You can't afford for ...

Seven Bad-Boss Behaviors to Avoid

Strong workplace relationships among leaders and their employees are vital to a healthy organization. Gallup found that no single factor more clearly predicts the productivity ...
Don't Forget

The Memorable Presentation

When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that ...

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 ...

Whale Hunting Practice #7: Scout the Perfect Whales

You’ve refined your sales Target Filter and all of your criteria.  Now you are ready for some very important parts of your whale hunting business development ...
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 ...