{"product_id":"whale-hunting-how-to-land-big-sales-and-transform-your-company-hardback-9780470182697","title":"Whale Hunting; How to Land Big Sales and Transform Your Company (Hardback) 9780470182697","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eWhale Hunting\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eHow to Land Big Sales and Transform Your Company\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eTom Searcy (Author), Barbara Weaver Smith (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470182697, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 8 February 2008\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e288 pages, Drawings: 19 B\u0026amp;W, 0 Color; Tables: 24 B\u0026amp;W, 0 Color\u003cbr\u003e22.9 x 15.2 x 3 cm, 0.476 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\"Its content is logical, innovative and really interesting.\" (\u003ci\u003eProfessional Marketing,\u003c\/i\u003e May 2012)\u003c\/p\u003e\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eUsing the ancient Inuit whale hunt as a metaphor for big sales, \u003ci\u003eWhale Hunting\u003c\/i\u003e 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.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003ePreface xvii\u003c\/p\u003e \u003cp\u003eAcknowledgments xxi\u003c\/p\u003e \u003cp\u003eAuthor Biographies xxiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 The Whale Hunters’ Story 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInspiration from the Inuit whale hunters—how we got here.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Signs of the Times 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBrief history of why the sales process is more difficult and complex today than it used to be; overview of the Whale Hunters’ Process.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Know the Whale 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefine your ocean, chart your waters, and create a target filter.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 Send Out the Scouts 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePopulate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 Set the Harpoon 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan your initial contacts, control “the aperture of perception,” go in the right door, and ask great questions.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Ride the Whale 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLaunch a boat, analyze the buyers’ table, power your boat, and define metrics for the boat’s performance.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 Capture the Whale 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefine the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 Sew the Mouth Shut 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage the “big show,” anticipate spoilers, use your chief, and get on the whale’s calendar.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Beach the Whale 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 Honor the Whale 205\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuild a fast-growth culture, make and keep promises, improve handoffs, and control barnacles.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 Celebrate the Whale 227\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConduct “lessons learned,” communicate your gratitude, feed the ravens, and search for ambergris.\u003c\/p\u003e \u003cp\u003eEpilogue: Let the Hunt Begin 245\u003c\/p\u003e \u003cp\u003eOur challenge to you!\u003c\/p\u003e \u003cp\u003eGlossary 247\u003c\/p\u003e \u003cp\u003eIndex 251\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52174485029144,"sku":"9780470182697","price":17.79,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470182697.jpg?v=1781174423","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/whale-hunting-how-to-land-big-sales-and-transform-your-company-hardback-9780470182697","provider":"Freshly Printed Books","version":"1.0","type":"link"}