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

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.

Author: Tom Searcy, Barbara Weaver Smith
Publisher: Wiley
Published: 01/01/2008
Pages: 288
Binding Type: Hardcover
Weight: 1.03lbs
Size: 9.14h x 6.36w x 1.03d
ISBN13: 9780470182697
ISBN10: 0470182695
BISAC Categories:
- Business & Economics | Sales & Selling | General

About 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.