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From the blog...

Fear of sales.

Fear: The Buyers’ Emotion

Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a ...

Fashion Police! Fashion Police!

I'm up to #6 of my Ten Ways to Lose . . . Even When You're the Best. Here's one that I see far too ...

Do Big Deals Like It's No Big Deal

I did an EDGY Perspectives teleconference on this topic, which is essentially an overview of some of the key principles of Whale Hunting. There's also ...

Learn from a Blue Penguin

I am a big fan of Michael Katz who founded Blue Penguin Development.  And not only because he also has an Arctic theme to his company!  (Penguins ...