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November 8, 2011

Is Your Company Bashful?

Is your company too modest? Before the customer makes the final decision to buy from you, they want to know in some detail what sets your team apart from those of your competitors. Don’t make this story hard to find!

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From the blog...

Cash

Low Cost. Got It? Brand With it!

Here’s another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid ...

Whale Hunting Practice #6: Refine your Target Filter

Now you have a target filter of criteria to identify the best whale prospects for your company–the categories that are important to you and the ...

Five New Large Account Sales Realities

You feel the earth move, under your feet . . . and it’s not love.  It’s a whole new world of selling to whales–those big ...

Whale Hunting Practice #19: Power Your Boat

 In The Whale Hunters analogy, “the boat” represents the team of players you are going to send after a particular whale prospect.  The boat is ...

Do You Need a Paranoia Department?

Are you developing your products and services in concert with your customers, or are you internally focused?

Fatal Sales Failures: Your Opinion Doesn’t Matter

If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what ...