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From the blog...

Whale Hunting Practice #28: Develop Outstanding Internal Control

By their nature, whale-sized accounts are complex. Invariably, delivering your products and services requires the coordination of many people in your company with many more people ...
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Five Reasons to Conduct a “Virtual Blog Tour”

Today I’m embarking on a “virtual blog tour” on behalf of The Whale Hunters.  Our purpose is to connect with a larger audience of small ...

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We believe that this old adage is for the most part true, but not quite so simple. Really, what ever really is so simple? Actually, ...
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Whale Hunting Practice #4: Create Target Filter Categories

This article is about the first step in defining a target filter for your large account sales process: Setting your criteria categories

Sales Position Open: Rock Stars Need Not Apply

I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their ...