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From the blog...

Eight Ways to Own the Meeting

I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a group presentation for a large account ...

Onboarding Plan and Example

Onboarding Plan and Example This worksheet will help you to create a detailed plan to bring a new, large, client or customer onboard. It helps... ...

Tips for Critical Questions: Heart of the Sales Process

Back to my review of The Whale Hunters Process. Stage Two–Hunt–includes the phases ride, capture, and sew the mouth shut. This is the heart of the complex ...

Help! Where Does Social Media End?

You run a business. You don't have time to keep up. Does it feel like, somedays, you're being left behind?

Capture the Whale

In the whale hunting process, “capture the whale” is the middle phase of the hunt. It’s the phase in which you hope to move from ...

Ten Years of Whale Hunting for Large Accounts

Ten years ago, in January 2008, Wiley published Whale Hunting: How to Land Big Sales and Transform Your Company, the book about large account sales ...