Book description
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.
Table of contents
- Praise
- Title Page
- Copyright Page
- Dedication
- 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
- Glossary
- Index
Product information
- Title: Whale Hunting: How to Land Big Sales and Transform Your Company
- Author(s):
- Release date: January 2008
- Publisher(s): Wiley
- ISBN: 9780470182697
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