Long before I was an entrepreneur I was an English professor and then an academic dean and then the president of a statewide nonprofit civic organization. And all along that path I was a believer in the value of formal education, of higher education, of humanities education. And of course as long as I stayed […]
If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, […]
I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As you know, Whale Hunting is all about collaboration, and the “Hunt” stage is very focused on the nature of the conversation–what we’ve called Progressive Discovery and Progressive Disclosure. This book […]