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Whale Hunting: How to Land Big Sales and Transform Your Company
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.
Book Details
- Publisher: Wiley
- Publish Date: Jan 1st, 2008
- Pages: 288
- Language: English
- Edition: undefined - undefined
- Dimensions: 9.14in - 6.36in - 1.03in - 1.03lb
- EAN: 9780470182697
- Categories: • Sales & Selling - General
About the Author
TOM SEARCY and DR. BARBARA WEAVER SMITH are founders of The Whale Hunters(R), 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.
Praise for this book
"Its content is logical, innovative and really interesting." (Professional Marketing, May 2012)