| Whale Hunting: How to Land Big Sales and Transform Your Company Contributor(s): Searcy, Tom (Author), Weaver Smith, Barbara (Author) |
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ISBN: 0470182695 ISBN-13: 9780470182697 Publisher: Wiley OUR PRICE: $25.16 Product Type: Hardcover - Other Formats Published: January 2008 Annotation: Using the ancient Inuit whale hunt as a metaphor, "Whale Hunting" provides a clear nine-phase model for successfully finding, landing and harvesting whale-size accounts--the kinds of accounts that transform your business. The methodology of whale hunting turns the dangerous endeavor of selling large companies and big contracts into a strategy for success. You will learn explicit, repeatable; processes for Scouting -how to target your best prospects, research them, and get their attention Hunting -how to engage a cross-functional team of subject-matter experts throughout the process of selling and closing the deal Harvesting - how to deliver superior service to your new large account and set the stage for future business This proven process has resulted in over $2 billion in new sales for the authors and their clients. Tom Searcy and Dr. Barbara Weaver Smith IN are founders of The Whale Hunters(R), a sales and business process development company dedicated to strategies for rapid business growth. Building on Searcy's experience in leading four companies through accelerated growth in sales and revenue and Smith's background in managing the culture of growth, they help their clients grow fast by engaging their entire company in selling and delivering big deals with large companies. |
| Additional Information |
| BISAC Categories: - Business & Economics | Sales & Selling - General |
| Dewey: 658.81 |
| Physical Information: 1.03" H x 6.36" W x 9.14" (1.03 lbs) 288 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts--the kind of sales that transform your business. Here, you'll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts. |