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Whale Hunting: How to Land Big Sales and Transform Your Company Hardcover – January 2, 2008
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'Its content is logical, innovative and really interesting.' (Professional Marketing, May 2012)
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?
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Also, unlike many of these theoretical business books which leave a large gap between what should be and how to do it, this one actually provides tools and examples and attempts to walk you through the process of transformation. So aside from powerful, it is a practical guide. All the executives at my company have read it and we have planned strategy meetings to discuss the concepts as a team.