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June 29, 2014

Hostile Question? Bite Your Tongue

You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You’ve been working on this deal for quite a while. They finally invited you to submit a written proposal–and you’ve made the cut! Now you’re in the top two or three […]

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May 19, 2014

Eight Ways to Own the Meeting

I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a  group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]

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From the blog...

How to Manage a Complex Sale

The Whale Hunters held our monthly Expert Series call this week with featured guest Valerie Bonebrake, SVP of Global Supply Chain Solutions with Tompkins Associates ...

Do One Thing . . . Define the Customer You Want Next

My colleague Lindsay Bayuk recently introduced me to the website Real Simple and the “Keep It Together” emails that they deliver.  The subject line is “If ...

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 ...

How to Overcome 3 Obstacles to a Success Mindset

Monica Flores, founder of A Successful Woman, invited me to write three guest posts for her blog this week.  Monica and I are both columnists ...

Whale Hunting Practice #15: Progressive Disclosure

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you ...

Whale Hunting Practice #1: Think Like the Inuit

The Whale Hunting business development practice is inspired by the ancient wisdom of the Inuit people and their powerful collaborative processes.  Their preparation and skill ...