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From the blog...

Are Your Rules of Engagement Rigid?

There's a fine line between doing whatever a customer wants, even if it's not your core business, and learning from customers how they would like ...

Whale Hunting Practice #10: Research Your Whales

A traditional marketing plan depends upon generating leads.  Quite the opposite, whale hunting depends upon identifying the ideal customers with whom you want to do ...

How to Manage the Sales Cycle for a Complex Sale

I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting.  It includes three phases–ride, ...

New Year’s Sales Resolutions from Chris Conrey

Today I’m pleased to feature a guest post from Chris Conrey. Chris Conrey is a professional salesman with a passion for technology.  Between client calls ...

Finding Ambergris

“Ambergris” — that priceless, elusive substance inside a whale that equates to new, better, and more rewarding business with an existing key account. Business growth ...