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From the blog...

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 ...
Case Study The Whale Hunters

7 Steps to Powerful Case Studies

In my continuing series on brand differentiation, today’s post focuses on the value of case studies in building your brand. Prospective customers really like to ...
Hallucination

Is Your AI Hallucinating?

AI tools are subject to "hallucinations" between 5% and 10% of the time. Some platforms are hallucinating up to 27% or more. Sales leaders need ...
Rivers in the Ocean

Whale Hunting Practice #3: Differentiate Your Rivers in the Ocean

Did you know there are four “rivers” in the ocean?  These are equatorial currents, two flowing with the ocean, only faster; and two flowing against ...

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 ...

Are You Missing the Smallest Sales Opportunities?

Don't think for a second that you'll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and ...