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Whale Hunting: How to Land Big Sales and Transform Your Company Hardcover – January 2, 2008
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From the Inside Flap
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?
More About the AuthorsDiscover books, learn about writers, read author blogs, and more.
Top Customer Reviews
I don't like the title, Whale Hunting. The book has this title because the authors translate the hunting methods of the Inuit people of northwest Alaska into methods and systems for gaining large client sales. What do whale hunting and business growth have in common? A precise and successful methodology, as it turns out. However, as a surfer and general admirer of dolphins and whales, I find all the whale hunting analogies to be overwhelming for my easily disturbed psyche. That said, no whales die in the book.
Well written, clear, concise, exceptional methods, strong actionable advice. This book really walks you through the process of selling to large clients, and there is more to it, than you might initially think.
In Whale Hunting: How To Land Big Sales and Transform Your Company, authors Tom Searcy and Barbara Weaver Smith explain the nine phases that the Inuit people of northwest Alaska use to scout, hunt, and harvest their whales. The authors translate the Inuit methodology into processes and apply them to the business practice of landing large clients.
The book offers specific, actionable steps when it comes to making big sales. And it shows how to engage a cross-functional team of subject-matter experts throughout the process of selling and closing the deal. Once a company learns the process, it is easily repeatable from client to client.Read more ›
Richard T. Vacca, Profesor Emeritus and President,
Vacca Authors and Consultants, Inc.
It was not until our company really had to answer an RFP that this book showed its true merit. We used this book and Searcy's new book, RFPs Suck, almost exclusively to create a winning proposal. We not only beat out an incumbent but won the job without being the lowest price by showing how we would save the requesting company time and money.
As a small business, I always thought that our unique selling proposition was our nimbleness, our creativity, and our innovation. While these characteristics continue to be important to us internally and to other smaller clients, we learned through Whale Hunting that this is not what lands big companies.
I read the book, I used the teachings of the book, and we got the whale that we had never landed. Five stars obviously.
Searcy and Smith argue that small companies (companies with less than $25 million in annual sales) are unlikely to see significant growth until they adopt a paradigm shift from business as usual to what he calls "whale hunting." Using an extended metaphor of the process Inuit hunters used to hunt an harvest a whale. They define a whale as "a very big deal, 10 to 20 times large than your average deal, typically with a company that is bigger than yours."
Whale hunting is carried out in 9 sequential phases that can be clustered into the three primary phases of scouting, hunting, and harvesting. The scouting phase includes: 1.) Know 2.) Seek 3.) Harpoon. The Hunting phase: 1.) Ride 2.) Capture 3.) Sew. The Harvest phase: 1.) Beach 2.) Honor 3.) Celebrate.
Whale Hunting is a no-nonsense realistic plan to help your company achieve whale-size sales. It is in this point that the book really shines. Though the authors are remarkably confident that their whale hunting techniques will be effective for any qualified company, their language is refreshingly devoid of overstatement and exaggeration. This is a welcome distinction from most of the business literature I've encountered.
The book filled with surprisingly helpful helpful examples from a variety of industries and will assist the reader in translating all this business speak into practical manageable steps. Though the book does have a heavy bent towards the sales process (scouting/hunting), many management techniques are addressed making the book applicable to other organizations.Read more ›
Most Recent Customer Reviews
Loved this book, we are implementing many of these changes, highly recommend it!Published 1 month ago by Mast3r R3view3R
A good allegory for smaller companies looking to land large, strategic accounts. Nothing new but the delivery is spot on, and some key points that many companies these days seem to... Read morePublished 3 months ago by davey la
I enjoyed it tremendously! I need to order it for several of my coworkers.Published 4 months ago by Amazon Customer
The Inuit thing is overdone, but it is still a very worthwhile read.Published 16 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 17 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 17 months ago by Alice R. Heiman