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From the blog...

Expanding the Business Relationship in Five Easy Steps

Today’s guest blogger is Dave Cooke–more about Dave at the end of the post.  Thanks, Dave, for sharing your words of wisdom with The Whale ...

Wisdom from the Whale

Last week I presented a whale hunting orientation seminar at Arizona State’s Sky Song  Innovation Center in Scottsdale.  It had an interesting twist–the first presenter was ...

What does a great brand message look like?

The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales.   It’s a mandatory feature ...

Writing for Dollars

Remember Dialing for Dollars?  I’ve been Writing for Dollars my whole career. People often ask me how I went from English professor to entrepreneur.  Who knows?  It ...
Reference

5 Ways to Build Brand with References

In my continuing series on differentiating your brand, I’m writing today about references and how you can develop them as a powerful way to stand ...

Whale Hunting Practice #17: Cultivate the Polar Bear

In The Whale Hunters parlance, the Polar Bear is the one buyer with the authority to say “Yes” to a deal.  All of the caribou ...