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From the blog...

What Happened to My Referrals?

I’ve talked to so many company leaders and sales execs lately who are facing the same problem:  before the recession, they acquired all of their new ...

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 ...

Emerge from the Economic Slump–Repost

I am very pleased to have a guest blog post published at Venture Beat in the Entrepreneur Corner. It’s all about how to refocus your... ...

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 ...

Greg Chapman on How Whales Think; How Whales Buy

We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call.  Greg offered compelling insights into how executives in large ...

A Time to Honor

My home town, Indianapolis, features a beautiful city center, all deliberately laid out before the city was developed.  The city center is a perfect square mile, ...