- Hardcover: 288 pages
- Publisher: Wiley; 1 edition (January 2, 2008)
- Language: English
- ISBN-10: 0470182695
- ISBN-13: 978-0470182697
- Product Dimensions: 6.3 x 1 x 9.3 inches
- Shipping Weight: 1 pounds (View shipping rates and policies)
- Average Customer Review: 33 customer reviews
- Amazon Best Sellers Rank: #377,768 in Books (See Top 100 in Books)
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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 haverisked life and limb to hunt thebiggest game on earththemighty whale. They endure treacherous seas, frigid temperatures,and deadly ice floes for days at a time in order to catch theseelusive and massive mammals. Why risk so much when they could havefish and caribou so much more easily?Because a single whale canprovide a village with food and oil to last an entire year.
Would you hunt small game day-in and day-out, when you couldhunt the biggest prize of them all every year?
It's the same in the sales business; small fish will keep youfed, but landing each whale-size account can fill your corporatebelly for years. Hunting the biggest, most profitable deals is noeasy task, and if your targetescapes, you'll lose time andresources. But the payoff is almost always worth your risk andeffort.
Whale Hunting provides a clear, step-based model forsuccessfully finding, landing, and harvesting whale-sizeaccountsthe kinds of accounts that transform your business.For small and mid-market companies especially, whale hunting canmean the differencebetween merely surviving and thrivingspectacularly. But you have to be smart, and you have to beprepared. This revolutionary, one-of-a-kind sales guide will showyou how to:
Scout your best prospects, learn all you can about them, and gettheir attention
Hunt your whale using a cross-functional team ofexpertsthroughout the process of selling and closing the deal
Harvest new accounts by delivering superior service and settingthe 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 newsales for the authors and their clients. The secret to success intoday's fast-moving corporate environment is to find and land thebiggest creatures in the sea. Why spend all your time reeling insmallaccounts, when you could land big accounts regularly andpredictably?
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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.
A must read for CEOs and sales execs.