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From the blog...

Big Pitch or First Pitch–Always Be Prepared!

Interestingly, if I received this call a year ago, I would have politely listened for a minute; politely replied that I am not in need ...

10 Ways to Get Real Work Done at Meetings & Make More Money

Introducing a series of ten blog posts about making meetings more productive to increase the time available for sales and service.

How to Manage the Sales Cycle for a Complex Sale

I’ve been blogging about The Whale Hunters Process–kind of a refresher–and today we’re moving into the second stage known as Hunting.  It includes three phases–ride, ...
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 ...

The Sunday Show–Fighting Barnacles (Don’t Let Them Drag You Down)

The Sunday Show for today features one of my all-time favorite podcasts–Fighting Barnacles.  I always take a positive view of change, and I tend to ...

The Sunday Show: Avoid the Earn-It Trap

Should you take a small piece of business in hopes of getting more later? Not usually.