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October 19, 2015

Buy Sales Management. Simplified. by Mike Weinberg

  If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, […]

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From the blog...

Brand Your Company on Outcomes

Focusing on the outcomes of your work for customers can promote a clear differentiation from competitors. All buyers are interested in the end result–what will ...
Big Sale

Planning, Persistence, Patience

I had a very happy phone call today–the kind that pleases me more than all others. One of my clients called to report that on ...
Audio Tips

Seeing Through the Fog

This tip describes an activity to help you "know what you don't know" or what you THINK you know about a current whale customer.

Showing Your Client Gratitude

Nothing makes a stronger statement to your clients than “thank you.” Thank you is part of the customer experience. “Thank you” demonstrates appreciation, builds loyalty, ...

Chamber of Commerce and Your Business

I had the pleasure of presenting a Whale Hunters workshop for the Academy Plus attendees at the annual training seminar hosted by the Western Alliance ...

Whale Hunting Practice #22: Plan a Road Show

When your team heads out to a customer’s location for a presentation, how well prepared are you?  Sometimes you will be coming in at different ...