Whale Hunting
How to Land Big Sales and Transform Your Company
Business & Finance, Marketing & Sales, Sales & Selling
| Author: | Tom Searcy, Barbara Weaver Smith | ISBN: | 9780470443378 |
| Publisher: | Wiley | Publication: | October 3, 2008 |
| Imprint: | Wiley | Language: | English |
| Author: | Tom Searcy, Barbara Weaver Smith |
| ISBN: | 9780470443378 |
| Publisher: | Wiley |
| Publication: | October 3, 2008 |
| Imprint: | Wiley |
| Language: | English |
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.
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.
