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February 20, 2011

The Sunday Show–Fighting Barnacles (Don’t Let Them Drag You Down)

The Sunday Show for today features one of my all-time favorite podcasts–Fighting Barnacles.  I always take a positive view of change, and I tend to be patient with people who need a lot of time in order to embrace new ways of doing business.  After all, if what you’ve been doing has been successful, it’s […]

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From the blog...

Sales Whale Hunting Can Transform Your Company

How to Overcome a Whale-Sized Loss

To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you ...

Spend less on sales and make more money

Discussion of The Whale Hunters Target Filter and how to use it to cut costs from your sales process while increasing revenues.

Confidence is Your Job

My coach Dan Sullivan (thestrategiccoach.com) says that the primary job of entrepreneurs is to protect their confidence.  I wish the TV business show hosts had ...

The Pleasant Comfort of Trust

There is nothing more enjoyable than being in comfortable surroundings. In the show Cheers, I am quite certain it wasn’t the just beer that brought ...

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 ...

Selling to the Federal Government Interview

The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell  large contracts to the biggest of all whales–the ...