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From the blog...

The “grey matter” of your team is what matters.

Earlier this week, in the blog post by @jolewitz he talks about how critical people are to a business’ success. In the comments he and ...
woman in water

Who Cares About Your Report?

Who needs to see the results of your work for a customer? We once had a great client, a national marketing company focused on customer ...

Whale Hunting Practice #28: Develop Outstanding Internal Control

By their nature, whale-sized accounts are complex. Invariably, delivering your products and services requires the coordination of many people in your company with many more people ...

Five New Large Account Sales Realities

You feel the earth move, under your feet . . . and it’s not love.  It’s a whole new world of selling to whales–those big ...

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 ...