Tom Searcy, Barbara Weaver Smith

Whale Hunting

How to Land Big Sales and Transform Your Company

• Gebundenes Buch

Produktbeschreibung

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.

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Praise for Whale Hunting

"Whale Hunting is required reading for anyone who is going after the big fish in a market. Engaging, practical, and well organized, it is simply the best book on major account selling out there. Someone once said that confidence is going after Moby Dick in a rowboat and bringing the mayonnaise. Whale Hunting gives you the tools to pursue big deals with that kind of confidence."
-Keith R. McFarland, author of The Breakthrough Company: How Everyday Companies Become Extraordinary Performers

"I meet with the leaders of thousands of entrepreneurial companies every year from around the world. Every one of them is looking for ways to grow faster, smarter. The straightforward Whale Hunting system gives companies a road map for landing the elusive anchor accounts-the big accounts that let them get to the next level of people, services, and revenue. Searcy and Smith have put the key principles together to learn how, with the power of the remarkable story of the Inuit whale hunt. This is an entrepreneur's must-read!"
-Dr. Tom Hill, coauthor of the bestselling Chicken Soup for the Entrepreneur's Soul

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Produktdetails

• Verlag: Wiley & Sons
• 1. Auflage
• Seitenzahl: 288
• Erscheinungstermin: 1. Januar 2008
• Englisch
• Abmessung: 238mm x 164mm x 29mm
• Gewicht: 475g
• ISBN-13: 9780470182697
• ISBN-10: 0470182695
• Artikelnr.: 22989010

Autorenporträt

TOM SEARCY and DR. BARBARA WEAVER SMITH are founders of The Whale Hunters® , 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 quickly by engaging their entire company in selling and delivering big deals with large companies.

Inhaltsangabe

Foreword xiii
Preface xvii
Acknowledgments xxi
Author Biographies xxiii
CHAPTER 1 The Whale Hunters' Story 1
Inspiration from the Inuit whale hunters-how we got here.
CHAPTER 2 Signs of the Times 7
Brief history of why the sales process is more difficult and complex today
than it used to be; overview of the Whale Hunters' Process.
CHAPTER 3 Know the Whale 33
Define your ocean, chart your waters, and create a target filter.
CHAPTER 4 Send Out the Scouts 65
Populate your whale chart, complete dossiers, define whale signs, create a
tracking system, and establish performance metrics.
CHAPTER 5 Set the Harpoon 87
Plan your initial contacts, control "the aperture of perception," go in the
right door, and ask great questions.
CHAPTER 6 Ride the Whale 109
Launch a boat, analyze the buyers' table, power your boat, and define
metrics for the boat's performance.
CHAPTER 7 Capture the Whale 131
Define the steps of progressive discovery, progressive disclosure; map your
process, and refine your proposals.
CHAPTER 8 Sew the Mouth Shut 159
Stage the "big show," anticipate spoilers, use your chief, and get on the
whale's calendar.
CHAPTER 9 Beach the Whale 183
Prepare your village, accelerate capacity and velocity, align reward
systems, and communicate with the whale.
CHAPTER 10 Honor the Whale 205
Build a fast-growth culture, make and keep promises, improve handoffs, and
control barnacles.
CHAPTER 11 Celebrate the Whale 227
Conduct "lessons learned," communicate your gratitude, feed the ravens, and
search for ambergris.
Epilogue: Let the Hunt Begin 245
Our challenge to you!
Glossary 247
Index 251

Rezensionen

'Its content is logical, innovative and really interesting.' (Professional Marketing, May 2012)