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From the blog...

The Sunday Show: How to Position Against Key Competitors

Hi there!  I’m starting a new blog feature today that I call “The Sunday Show.”  Each Sunday I’ll post a podcast with a Whale Hunting ...

When is it a Big Deal, and Who Gets to Decide?

Last week I was talking with a VP of sales, who had just returned from a “big deal” sales pitch across the country.  Expecting that ...

Abundance vs. Scarcity

In Chapter Ten of Whale Hunting, we talk about the traits of a fast-growth culture.  A culture of abundance, not scarcity, comes first.  But it’s hard lately ...

Do you win your RFPs?

One of the toughest ways to make a sale is through a written response to a Request for Proposals (RFP).  But it’s a skill your ...

What does a great brand message look like?

The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales.   It’s a mandatory feature ...

Discovery

buy essay papers Oh how we love to tout our services!  Typically as we plan to introduce ourselves to a whale we are focused on ...