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May 19, 2011

Coverage Maps – A Tool to Navigate the Complex Sale

Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that you have do deal with the board of directors, to get it signed. How do you navigate and align all those people that are involved in the sale?

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From the blog...

Whale Hunting Practice #26: Ramp Up the Deal Fast

You’ve made the big sale to the big customer. You’ve inked the letter of agreement. You’ve shaken the hands and toasted the toast. Now what? ...
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.

Sunday Show: The Care and Feeding of Ravens

Podcast about how to locate and befriend key advocates for your company.

Whale Hunting Practice #2: Create a Culture for Fast Growth

When a company makes a deliberate move to accelerate its growth, the need is to move very fast on that path.  When you go after ...

Why It’s All About Sales

Vhange your paradigm about sales and grow your company.

Ah Complacency. It’s a Killer!

Whenever you hold the position of "the best" for a period of time, you become vulnerable to many kinds of attacks. You can't afford for ...