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January 10, 2014

Quadruple Your Multimillion$ Proposal’s Impact in 60 minutes!

Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am, back to remind you of a few key lessons that you’ve forgotten but that will make you a boatload of money! I’m offering you a crash course on four last-minute […]

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From the blog...

Case Study The Whale Hunters

7 Steps to Powerful Case Studies

In my continuing series on brand differentiation, today’s post focuses on the value of case studies in building your brand. Prospective customers really like to ...

Too Much Ammo?

Even when you have the best solution, if you overkill with your message you will not win the sale.
Big Sale

Planning, Persistence, Patience

I had a very happy phone call today–the kind that pleases me more than all others. One of my clients called to report that on ...

People Buy from People They Like

We believe that this old adage is for the most part true, but not quite so simple. Really, what ever really is so simple? Actually, ...
Too Late

Do you deliver “timeliness?”

  Is timeliness an important part of your service? A good way for small companies to differentiate is by using their agility and flexibility to ...

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 ...