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From the blog...

Gymnast

Brand Your Unique Capability

Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique ...

Whale Hunting Practice #21: Energize Your Presentations

 At one or more points in your sales process, you will make a live presentation.  Buyers participate in these pitches all the time–how will you ...
Family Business

Is your company old? Brag about it!

I’m guessing that at least half of the companies I’ve turned into Whale Hunters are 20 years old or older. And among those, almost all ...

Whale Hunting Practice #26: Ramp Up the Deal Fast

You’ve made the big sale to the big customer. You’ve inked the letter of agreement. You’ve shaken the hands and toasted the toast. Now what? ...

Get a Grip on Email

If you’re like most business owners and executives, you don’t exercise enough control over your time.  And you probably find email taking up more time ...