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May 2, 2011

Winning Big in a Losing Industry

Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our Phoenix Certified Partners), Rudy Kolich and the team at Jokake. They were able to implement The Whale Hunters Process™ and win the largest contract in their firms history.

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From the blog...

Whale Hunting Practice #24: Win the Pricing War

In many industries, price has become the only apparent differentiating factor in contract awards.  Pricing wars put small and mid size business at a disadvantage ...

Business Development Milestone

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Why Innovation Thrives in Recession

This week’s Whale Hunting Wisdom newsletter focuses on Innovation and Recession. It’s not just my own ideas, although I have always believed that old saw ...

Why I Became a Whale Hunter by Dave Cooke

Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While ...

Tips for Critical Questions: Heart of the Sales Process

 Back to my review of The Whale Hunters Process.  Stage Two–Hunt–includes the phases ride, capture, and sew the mouth shut.  This is the heart of the complex ...

When is it a Big Deal, and Who Gets to Decide?

Last week I was talking with a VP of sales, who had just returned from a “big deal” sales pitch across the country.  Expecting that ...