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.

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.

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



Book Information
ISBN 9780470182697
Author Tom Searcy
Format Hardback
Page Count 288
Imprint John Wiley & Sons Inc
Publisher John Wiley & Sons Inc
Weight(grams) 476g
Dimensions(mm) 229mm * 152mm * 31mm