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From the blog...

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 ...

Fatal Sales Failures–And How to Avoid Them

Announcing a guest blog series on "Fatal Sales Failures and How to Avoid Them" featuring prominent bloggers, tweeters, sales experts sharing their stories.

Is Your Market Message Getting Stale?

When your brand message is stale, it's time to refresh.

Back to Baja

How long will you pursue a deal? Can you send a whale "back to Baja?"

The Care and Feeding of Ravens

A raven is someone who is on actively on your side when you are working on a deal with a whale. So how do you ...

Whale Hunting Practice #14: Progressive Discovery

Most small and midsize company sales representatives lead with their story of benefits and advantages, even in conversations with a whale. Contrarily, The Whale Hunters ...