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May 19, 2011

Coverage Maps – A Tool to Navigate the Complex Sale

Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that you have do deal with the board of directors, to get it signed. How do you navigate and align all those people that are involved in the sale?

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From the blog...

Harpooning Whales with an RFP

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Jim Keenan

Keenan on The Whale Hunters Team Selling Infographic

  My friend and colleague Jim Keenan featured on HIS blog  The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you ...

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 ...

Sunday Show: The Care and Feeding of Ravens

Podcast about how to locate and befriend key advocates for your company.