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From the blog...

How to Overkill Your Message

A simple sales story is more effective than an overkill message.

Generate the Lead–Then What?

I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As ...

Are You Missing the Smallest Sales Opportunities?

Don't think for a second that you'll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and ...

Whale Hunting Practice #27: Bring the Whale OnBoard Smoothly

The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve ...

Capture the Whale

In the whale hunting process, “capture the whale” is the middle phase of the hunt.  It’s the phase in which you hope to move from ...

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 ...