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August 25, 2011

More Ways to Offend Prospects and Ruin Your Business

How you behave when you lose a sale reflects on the character of your business.

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From the blog...

Gymnast

Brand Your Unique Capability

Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique ...

Social Media Conundrum

This week my interactive marketing team has been coaching me on how to use Twitter as an arrow in the business development quiver.  I’ve also invested ...
Sales 2.0 and Large Account Sales

Did Sales 2.0 Disrupt Large Account Sales?

In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of ...

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 ...

Do You Need a Paranoia Department?

Are you developing your products and services in concert with your customers, or are you internally focused?
Modern Whale Hunting large account sales

Story of The Whale Hunters

  Whale hunting is not about killing. What a bad analogy that would be! It’s actually about serving. Honoring the whale. Celebrating the whale.  Doing ...