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From the blog...

A Game of Telephone?

To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a ...

Whale Hunting Practice #11: Drill Down 6 Degrees

 The Whale Hunters Process doesn’t include “cold calling.”  Let’s face it: you are not going to land a new deal, ten to twenty times your ...

Get Out and Stay Out of The Commodity Trap

A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete ...

How to Overcome 3 Obstacles to a Success Mindset

Monica Flores, founder of A Successful Woman, invited me to write three guest posts for her blog this week.  Monica and I are both columnists ...

How are you doing on price?

In a lean economy, many sales and business development people feel obligated to discount their prices; at least, the discussion of price and where it ...

Sunday Show: The Care and Feeding of Ravens

Podcast about how to locate and befriend key advocates for your company.