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From the blog...

Whale Hunting Practice #13: Master the 2-Card Questions

When you play Texas Hold ‘Em, you have to be really good at understanding the odds based on your first two cards.  Good players don’t ...

Can Your Team Win an RFP Proposal or a Sales Presentation?

Whale Hunters know that big sales require teamwork, whether these are RFP responses or face-to-face sales presentations or statements of work.  But do your capture ...

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 ...

Who will be your next big customer? Make a List!

Yesterday I wrote about Knowing the Whale, first phase of The Whale Hunters Process.  That’s about determining ideal criteria.  Once you have written down the criteria, it’s ...

Giving Thanks

Instead of focusing on the DJIA ricochet like a pinball, let’s pause to count our (business)  blessings in this week of Thanksgiving in the U.S. And if ...