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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...

a tall building with glass windows

When large account selling is like whale hunting—and when it is not!

This article summarizes the philosophy and key tenets of the whale hunting metaphor for large account selling. It distinguishes how Whale Hunting differs from other ...

How To Get Left Behind (Courtesy of BlogWorld)

But it frightens me how many small to midsize companies behave like ostriches when it comes to a serious evaluation of their social media strategy.

Onboarding Plan and Example

Onboarding Plan and Example This worksheet will help you to create a detailed plan to bring a new, large, client or customer onboard. It helps... ...

Get Out and Stay Out of The Commodity Trap

A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete ...

Big Deals in Professional Services: 9 Strategic Considerations

Today’s Guest Blogger is Joseph Olewitz .  Joseph has been there & done that in the area of new business development.  In addition to being ...

More Ways to Offend Prospects and Ruin Your Business

How you behave when you lose a sale reflects on the character of your business.