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From the blog...

Why It’s All About Sales

Vhange your paradigm about sales and grow your company.
metrics

Whale Hunters Practice #5: Manage Your Metrics

Whale Hunting involves your deliberate choice of big customers that you want to sell big deals to.  It’s about managing your sales targets in a ...

Fighting Barnacles

We define barnacles as dissonant employee behaviors that grow, attract others, and disrupt the course and speed of your boat. Here's how to get rid ...

What’s Your Sandwich Board Offer for 2011?

It’s a new year.  Of course.  But I think this is a special kind of new year, one in which the lousy economy of the past ...

Whale Hunting Before I Knew What it Was

When I started in “sales”, I didn’t want the word sales in my title. In 1993, I graduated from Architecture school and took a job ...

Better Meetings–More Money: Focus on the Gaps

The delightful phrase repeated by a recorded voice in the London tube warns passengers to “mind the gap.”  If you speak “American,” typically you find ...