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From the blog...

Do you know what you know?

In a famous quote, Lew Platt, former CEO of Hewlett-Packard, said “If only HP knew what HP knows, we would be three-times more productive.”  He ...

Key Account Sales and Management

Today’s post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you’re not already a subscriber, I invite you to sign up–just ...
Sales Reinvented Podcast

Selling Outcomes with Paul Watts of Sales Reinvented Podcast

Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen. Remember that you are ...

Selling in a Down Economy

My friend Mike Yarnall, who is now a Certified Whale Hunters Trainer, sent me an article that really resonates with whale hunting these days.  It... ...

Better Meetings–More Money: Share Easily

What happens after a meeting is over?  Do you have quick and easy ways to share the outcomes and next steps, both with people who ...

How “Thought Leadership” Drives Sales

Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.” But ...