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November 2, 2011

Fashion Police! Fashion Police!

I’m up to #6 of my Ten Ways to Lose . . . Even When You’re the Best. Here’s one that I see far too often: You are out of touch with your changing market.

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October 20, 2011

Are You Too Special?

It’s not a good thing if you don’t have any competitors; it means you don’t have a market. What can you do about it?

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From the blog...

RFP Strategy

I wrote a newsletter today about a feature of the RFP (Request for Proposals) process:  it’s on the topic of the Open Meeting won’t repeat it here–you can ...

The push for Q4 Sales

The fourth quarter of the business year begins on the Tuesday after Labor Day.  Finally, everyone is home from vacation.  Kids are back in school.  ...

How are you doing on price?

In a lean economy, many sales and business development people feel obligated to discount their prices; at least, the discussion of price and where it ...

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 ...

For 20-Something Whale Hunters, It Takes a Village

In order to succeed as a young entrepreneur, it’s all about community. I joined a former startup venture with the credo: My most valuable asset ...
Audio Tips

Whales Are Smart

Armed with Google tools, public records and our own company websites, smart whales are looking as hard at us as we are at them. . ...