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From the blog...

Keenan on The Whale Hunters Team Selling Infographic

My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you ...

Review of Whale Hunting with Global Accounts

Lisa Magnuson, Corporate Sales Strategist and founder of Top Line Sales, is one of the fourteen sales experts who contributed to my newest book, Whale Hunting ...

5 Business Development Tactics That Don’t Change

This is the time of year when prognosticators are predicting what will be nouveau and cool, or nouveau and harsh, in 2011. While I have ...

The Sales Graveyard: Cold Calling and Other Retired Tactics

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they ...

More Ways to Offend Prospects and Ruin Your Business

How you behave when you lose a sale reflects on the character of your business.

Can you sell one customer $1M per year for nine years? Read our newest case!

Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to ...