For thousands of years, the Inuit people of thefrozen North have risked life and limb to hunt thebiggest game on earththe mighty whale. They endure treacherous seas, frigid temperatures, and deadly ice floes for days at a time in order to catch these elusive and massive mammals. Why risk so much when they could have fish and caribou so much more easily?Because a single whale can provide a village with food and oil to last an entire year.
Would you hunt small game day-in and day-out, when you could hunt the biggest prize of them all every year?
It's the same in the sales business; small fish will keep you fed, but landing each whale-size account can fill your corporate belly for years. Hunting the biggest, most profitable deals is no easy task, and if your targetescapes, you'll lose time and resources. But the payoff is almost always worth your risk and effort.
Whale Hunting provides a clear, step-based model for successfully finding, landing, and harvesting whale-size accountsthe kinds of accounts that transform your business. For small and mid-market companies especially, whale hunting can mean the differencebetween merely surviving and thriving spectacularly. But you have to be smart, and you have to be prepared. This revolutionary, one-of-a-kind sales guide will show you how to:
Scout your best prospects, learn all you can about them, and get their attention
Hunt your whale using a cross-functional team ofexperts throughout the process of selling and closing the deal
Harvest new accounts by delivering superior service and setting the 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 new sales for the authors and their clients. The secret to success in today's fast-moving corporate environment is to find and land the biggest creatures in the sea. Why spend all your time reeling in smallaccounts, when you could land big accounts regularly and predictably?
The Inuit thing is overdone, but it is still a very worthwhile read.Published 7 months ago by Alan Beaulieu
This is the kind of book that changes everything you ever thought about how business is done. Thorough but easy to read, Whale Hunting will walk you step-by-step through the... Read morePublished 8 months ago by Laura Posey
This is a must read for every entrepreneur. Your company has more value when you have large clients who are loyal. Read morePublished 8 months ago by Alice R. Heiman
Barbara Weaver Smith is a true expert in the art and science of whale hunting. Her book is a must read for those wanting to land deals that are 20 times larger than your average... Read morePublished 8 months ago by Lisa Magnuson
It's a nice angle with a great analogy on how to transform your company to go after significantly larger customers. Read morePublished 9 months ago by Cesar
Only 1.5% of businesses ever move above $25 million! If you're in the lower 98.5%, then you need to learn the Whale Hunting system. Read morePublished 14 months ago by William Ellis
Presents a logical very structured approach to finding and closing large customers.
Seems draw insight from other tests such as The New Strategic Thinking Pure & Simple... Read more
Whale Hunting is a remarkable book that outlines a process for anyone in sales to land big clients. Be prepared to turn traditional sales processes upside down. Read morePublished on December 27, 2012 by Joanne S. Black