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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...

Help! Where Does Social Media End?

You run a business. You don't have time to keep up. Does it feel like, somedays, you're being left behind?

The Sales Graveyard: Cold Calling and Other Retired Tactics

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they ...

Winning as the Incumbent

Today’s edition of Whale Hunters Wisdom, our biweekly newsletter, features an article on how to win a new contract when you are the incumbent.  There ...

Whale Hunt Sales Strategy Story

I heard Deborah Bateman from National Bank of Arizona speak at the NAWBO/Score conference in Phoenix.  Deborach is Executive Vice President responsible for sales and ...

Wisdom from the Whale

Last week I presented a whale hunting orientation seminar at Arizona State’s Sky Song  Innovation Center in Scottsdale.  It had an interesting twist–the first presenter was ...

What’s the Big Deal?

In whale hunting, we talk about a whale as a deal that is 10 to 20 times the size of your average deal.  Several people ...