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January 9, 2011

The Sunday Show: How to Position Against Key Competitors

Hi there!  I’m starting a new blog feature today that I call “The Sunday Show.”  Each Sunday I’ll post a podcast with a Whale Hunting concept or tool to help you in the week ahead.  I know that many of us use some time on Sunday evening to get your thoughts and to-do lists organized […]

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From the blog...

Whale Hunting Practice #15: Progressive Disclosure

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you ...

Why I Became a Whale Hunter by Dave Cooke

Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While ...

Build your brand on delivery? Why not!

Some years ago  UPS introduced a campaign “I love logistics.”  They had a jingle,  visuals, and actually  defined and claimed “logistics” as their own. They  ...

Buyer Fear in B2B Sales: How to Identify It, Address It, and Win It

The Whale Hunters constantly preach about the The Buyers' Table and the whale's fears. Understanding fear is a sales breakthrough. We have detailed processes to ...

Super Leverage for Sales

So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow ...

Showing Your Client Gratitude

Nothing makes a stronger statement to your clients than “thank you.” Thank you is part of the customer experience. “Thank you” demonstrates appreciation, builds loyalty, ...