Whale Hunting How to Land Big Sales and Transform Your Company

by Searcy, Tom; Weaver Smith, Barbara

• ISBN13: 9780470182697
• ISBN10: 0470182695
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-01-02
• Publisher: Wiley

Summary

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?, 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.

Author Biography

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.

Table of Contents

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