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

Overview

For thousands of years, the Inuit people of thefrozen North haverisked life and limb to hunt thebiggest game on earth?themighty whale. They endure treacherous seas, frigid temperatures,and deadly ice floes for days at a time in order to catch theseelusive and massive mammals. Why risk so much when they could havefish and caribou so much more easily? Because a single whale canprovide a village with food and oil to last an entire year.

Would you ...

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Overview

For thousands of years, the Inuit people of thefrozen North haverisked life and limb to hunt thebiggest game on earth—themighty whale. They endure treacherous seas, frigid temperatures,and deadly ice floes for days at a time in order to catch theseelusive and massive mammals. Why risk so much when they could havefish and caribou so much more easily? Because a single whale canprovide a village with food and oil to last an entire year.

Would you hunt small game day-in and day-out, when you couldhunt the biggest prize of them all every year?

It's the same in the sales business; small fish will keep youfed, but landing each whale-size account can fill your corporatebelly for years. Hunting the biggest, most profitable deals is noeasy task, and if your targetescapes, you'll lose time andresources. But the payoff is almost always worth your risk andeffort.

Whale Hunting provides a clear, step-based model forsuccessfully finding, landing, and harvesting whale-sizeaccounts—the kinds of accounts that transform your business.For small and mid-market companies especially, whale hunting canmean the differencebetween merely surviving and thrivingspectacularly. But you have to be smart, and you have to beprepared. This revolutionary, one-of-a-kind sales guide will showyou how to:

  • Scout your best prospects, learn all you can about them, and gettheir attention
  • Hunt your whale using a cross-functional team ofexpertsthroughout the process of selling and closing the deal
  • Harvest new accounts by delivering superior service and settingthe stage for future long-term business

Whale Hunting isn't a theoretical or experimental take on sales,but a proven, practical system that has earned $2 billion in newsales for the authors and their clients. The secret to success intoday's fast-moving corporate environment is to find and land thebiggest creatures in the sea. Why spend all your time reeling insmallaccounts, when you could land big accounts regularly andpredictably?

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Product Details

  • ISBN-13: 9780470182697
  • Publisher: Wiley
  • Publication date: 1/2/2008
  • Edition number: 1
  • Pages: 288
  • Sales rank: 186,741
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.20 (d)

Meet the Author

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.

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Table of Contents

Foreword.

Preface.

Acknowledgments.

Author Biographies.

CHAPTER 1 The Whale Hunters’ Story.

Inspiration from the Inuit whale hunters—how we gothere.

CHAPTER 2 Signs of the Times.

Brief history of why the sales process is more difficult andcomplex today than it used to be; overview of the WhaleHunters’ Process.

CHAPTER 3 Know the Whale.

Define your ocean, chart your waters, and create a target filter.

CHAPTER 4 Send Out the Scouts.

Populate your whale chart, complete dossiers, define whalesigns, create a tracking system, and establish performancemetrics.

CHAPTER 5 Set the Harpoon.

Plan your initial contacts, control “the aperture ofperception,” go in the right door, and ask greatquestions.

CHAPTER 6 Ride the Whale.

Launch a boat, analyze the buyers’ table, power your boat,and define metrics for the boat’s performance.

CHAPTER 7 Capture the Whale.

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

CHAPTER 8 Sew the Mouth Shut.

Stage the “big show,” anticipate spoilers, use yourchief, and get on the whale’s calendar.

CHAPTER 9 Beach the Whale.

Prepare your village, accelerate capacity and velocity, alignreward systems, and communi cate with the whale.

CHAPTER 10 Honor the Whale.

Build a fast-growth culture, make and keep promises, improvehandoffs, and control barnacles.

CHAPTER 11 Celebrate the Whale.

Conduct “lessons learned,” communicate yourgratitude, feed the ravens, and search for ambergris.

Epilogue: Let the Hunt Begin.

Our challenge to you!

Glossary.

Index.

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