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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...

When You are the Insider

I have been working with a client team going after a big RFP project for the federal government.  They are an incumbent provider already doing ...

Abundance vs. Scarcity

In Chapter Ten of Whale Hunting, we talk about the traits of a fast-growth culture.  A culture of abundance, not scarcity, comes first.  But it’s hard lately ...
Sales Whale Hunting Can Transform Your Company

How to Overcome a Whale-Sized Loss

To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you ...

Whale Hunting Practice #22: Plan a Road Show

When your team heads out to a customer’s location for a presentation, how well prepared are you?  Sometimes you will be coming in at different ...

Is Your Recession Over? The Top Five Ways to Profit Now

In a post-recession economy, small businesses need a fresh set of tactics and tools in order to reposition themselves for growth. Here's how.

Whale Hunting Practice #20: Train Your Subject Matter Experts

 In a complex sale to a big customer, the buyers will want to meet your delivery team.  They will not be content to deal only ...