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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 ...

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 ...

Ask Your Customers The Ultimate Question

Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients. ...

Sales and Social Media 101

Andrew Bagley, Director of Emerging Media & Client Strategy at Sitewire Interactive Agency, was a recent guest on our Expert Series teleconference. Andrew talked about ...

The “grey matter” of your team is what matters.

Earlier this week, in the blog post by @jolewitz he talks about how critical people are to a business’ success. In the comments he and ...

Whale Hunting Practice #17: Cultivate the Polar Bear

In The Whale Hunters parlance, the Polar Bear is the one buyer with the authority to say “Yes” to a deal.  All of the caribou ...