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From the blog...

Whale Hunters Practice #23: Host the Big Show

Many of our clients have never invited their prospective whale customers to their place of business for a presentation.  Yet for those who do, they close ...

Do One Thing . . . Define the Customer You Want Next

My colleague Lindsay Bayuk recently introduced me to the website Real Simple and the “Keep It Together” emails that they deliver.  The subject line is “If ...

Learning from Customers

You know, the more time I spend with customers the more I learn about how to improve The Whale Hunters business development processes and training.  ...

What’s the Big Deal?

In whale hunting, we talk about a whale as a deal that is 10 to 20 times the size of your average deal.  Several people ...

Small Biz Business Model Trend

This is issue #2 of my blog series based on the 2011 edition of the Top Ten Small Business Trends from Small Business Labs.  I’m analysing these ...