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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 Hunters Practice #23: Host the Big Show

Many of our clients have never invited their prospective whale customers to their place of business for a presentation.  Yet for those who do, they close ...

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 ...

Wonder Woman & The B2B Sale

From The Whale Hunters, we know it takes a strong team with a variety of skills to land a whale. You want women on your ...

Using Social Media for Referrals and Recommendations

Business buyers, like other consumers, want to know who likes you, who thinks you do good work. And they want to know who thinks your ...
The Whale Hunters Process

Why People Pay for Process

If you have what Strategic Coach Dan Sullivan calls a “Unique Process,” you are way ahead of your competition in differentiation. Your brand promise IS that ...

Killing the Truth

When you make a commitment to transformational change in your company, you have made a commitment to learning. Less obviously but equally important, you’ve made ...