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From the blog...

Whale Hunting Practice #29: Practice the Trust Cycle

The transition from making the sale to delivering the service is a major opportunity for things to go wrong.  On the whale’s side, there is ...

A Game of Telephone?

To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a ...

Do You Lose Them at Hello?

Today’s guest post is from Jill Konrath, best-selling author and sales guru.  The article first appeared in Jill’s blog and we are publishing it here ...

Generate the Lead–Then What?

I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As ...