Whale Hunting: How to Land Big Sales and Transform Your Company

by Tom Searcy; Barbara Weaver Smith

• ISBN13: 9780470228678
• ISBN10: 0470228679
• Format: eBook
• Copyright: 2008-03-01
• Publisher: Wiley

Summary

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.

Table of Contents

Foreword

Preface

Acknowledgments

Author Biographies

The Whale HuntersÆ Story

Inspiration from the Inuit whale huntersùhow we got here

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 HuntersÆ Process

Know the Whale

Define your ocean, chart your waters, and create a target fi lter

Send Out the Scouts

Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics

Set the Harpoon

Plan your initial contacts, control ôthe aperture of perception,ö go in the right door, and ask great questions

Ride the Whale

Launch a boat, analyze the buyersÆ table, power your boat, and define metrics for the boatÆs performance

Capture the Whale

Define the steps of progressive discovery, progressive disclosure; map your process, and refi ne your proposals

Sew the Mouth Shut

Stage the ôbig show,ö anticipate spoilers, use your chief, and get on the whaleÆs calendar

Beach the Whale

Prepare your village, accelerate capacity and velocity, align reward systems, and communi cate with the whale

Honor the Whale

Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles

Celebrate the Whale

Conduct ôlessons learned,ö communicate your gratitude, feed the ravens, and search for ambergris

Epilogue: Let the Hunt Begin

Our challenge to you!

Glossary

Index

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