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From the blog...

Whale Hunting Practice #8: Study Your Whales

It’s a huge differentiator and a huge advantage–a company that studies its sales targets as a routine business development practice will outperform most other companies, ...

Your Biggest Whale

I presented a workshop last week to a group of owners of small to mid size marketing/advertising/PR firms.  Their biggest business development lament was whale ...

Harpooning

In The Whale Hunters Process(tm), we define “harpooning” as “getting close” to the whale.  The Harpooner is not the only one involved in completing a ...

USP and Transcending the Competitive Landscape: 3 Fundamental Steps on How to Grow Your Business

Many managers (whether in small, mid-sized or large businesses) who survived the very difficult last few years are working hard to come back strong. You ...

Anatomy of a Successful Whale Deal

I interviewed Jim McClure, CEO of Arizona Color, a vehicle wrap and graphics firm, about how his company landed their first national brand account,  It’s ...