Tom Searcy, Barbara Weaver Smith

Whale Hunting (eBook, PDF)

How to Land Big Sales and Transform Your Company

• Format: PDF

Produktbeschreibung

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.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 288
• Erscheinungstermin: 18. Februar 2008
• Englisch
• ISBN-13: 9780470228678
• Artikelnr.: 37291074

Autorenporträt

Tom Searcy and Dr. Barbara Weaver Smith are founders of The Whale Hunters, 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.

Inhaltsangabe

Foreword. Preface. Acknowledgments. Author Biographies. Chapter 1. The
Whale Hunters' Story. Chapter 2. Signs of the Times. Chapter 3. Know the
Whale. Chapter 4. Send Out the Scouts. Chapter 5. Set the Harpoon. Chapter
6. Ride the Whale. Chapter 7. Capture the Whale. Chapter 8. Sew the Mouth
Shut. Chapter 9. Beach the Whale. Chapter 10. Honor the Whale. Chapter 11.
Celebrate the Whale. Epilogue: Let the Hunt Begin. Glossary. Index.

Rezensionen

'Its content is logical, innovative and really interesting.' (Professional Marketing, May 2012)