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Whale Hunting: How to Land Big Sales and Transform Your Company by Barbara Weaver Smith, Tom Searcy

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Author Biographies
TOM SEARCY IS A NATIONALLY recognized expert and leading authority on fast-growth companies and large account sales. By the time he had turned 40, Tom had driven meteoric growth for four companies, skyrocketing their annual revenues from $15 million to $100-plus million—and, in all four cases, successful IPOs. Among these is Transcom, an international customer relationship management company with operations worldwide, for which Tom served as president and CEO. There, he engineered the fastest start-up in teleservices industry history, and in the process, earned a top-10 ranking among teleservices organizations globally and a Gold Award for Quality.
All told, Tom Searcy has commandeered over $2 billion in new business for his clients and other companies using The Whale Hunters Process™, orchestrating and closing sales to such whale-sized customers as AT&T, AOL, BMG, Disney, Sprint, UPS, Xerox, and many more.
Building on this dynamic history of managing and facilitating quick and massive growth, Tom founded The Whale Hunters to bring to fast-growing companies his intimate knowledge of the methods that can be used to land and harvest deals that are 10 to 20 times greater than their current average deal.
Through The Whale Hunters, Tom has combined into one process his knowledge and understanding of industry growth, his mastery of the intricate relationships among sales and operations personnel, and his ability to generate solid and long-lasting growth for companies. ...

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