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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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Learn How the Biggest Companies Buy

What would you pay to sit down for coffee with the Chief Procurement Officer of Coca Cola and learn about how they buy? If you’re ...

The Leadership that Drives Culture Change: 7 Critical Initiatives

Making a commitment to hunt whales is the beginning of a dramatic cultural shift. It’s more than just a new business development strategy. Embarking on ...
Gymnast

Brand Your Unique Capability

Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique ...

How to Use Case Studies to Grow Your Sales

You have stars.  Customers who have used your services and products to great success.  Clients who have had transformational experiences because they did business with ...

Are You Responding to RFPs? We hear you.

Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast. ...

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? ...