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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...

Only a Minnow in a Sea of Whales

Have you recently refused to turn down business that is no longer appropriate for the company you are becoming? If your self-perception hasn’t grown alongside ...

How to Overkill Your Message

A simple sales story is more effective than an overkill message.

Fear Trumps Advantage–Every Time!

We had a great whale hunting session working with the Asia/Pacific sales team of an international company. This company specializes in "spend management." They help ...

Today’s the Day! Embrace Your Growth Strategy

What’s your growth strategy? (If you’re reading this, I hope its whale hunting.) What are you employing to take your business to the next level? ...

Key Account Sales and Management

Today’s post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you’re not already a subscriber, I invite you to sign up–just ...

Killer Whales

I get this question a lot:  “What do you do if you land a whale and they treat you badly–like implementing a 90 – 120 days ...