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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 ...

Forbes–You Got it Wrong

I just got an email inviting me to join Forbes Woman, the new offering that Forbes launched July 1. So excuse me if I’m wrong, ...

Fear Trumps Advantage–Every Time!

We had a great whale hunting session working with the Asia/Pacific sales team of an international company. This company specializes in "spend management." They help ...

How to Agree on Rules of Engagement for Better Meetings

Advice on how to structure business meetings with rules of engagement.

Whale Hunting and Leadership

One of The Whale Hunters’ new Certified Partners, Roslyn Courtney, blogs at Leadership Pundit: Success in the New Economy. Her new article Whale Hunter Leaders ...

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 ...