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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...

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 ...

Hibernating Polar Bears

At a Whale Hunters seminar in Phoenix, Laura Galante of Sitewire Interactive Marketing spoke as a representative of “the whale.” Based upon her experience as a ...

Do you win your RFPs?

One of the toughest ways to make a sale is through a written response to a Request for Proposals (RFP).  But it’s a skill your ...

Whale Hunting with Warren Buffet

The Wall Street waters are frigid and the skies are grey.  Yet Warren Buffett said last week that it’s time to buy U. S. equities.  He ...

Big Deals in Professional Services: 9 Strategic Considerations

Today’s Guest Blogger is Joseph Olewitz .  Joseph has been there & done that in the area of new business development.  In addition to being ...

Yesterday Planning For The Next 5 Years

We hate change. We really do. Unless, of course, we’re already in a bad place and we recognize that change is less painful than where ...