Whale Hunting
How to Land Big Sales and Transform Your Company
1. Auflage Februar 2008
288 Seiten, Hardcover
Praktikerbuch
Praise for Whale Hunting
"Whale Hunting is required reading for anyone who is going after the big fish in a market. Engaging, practical, and well organized, it is simply the best book on major account selling out there. Someone once said that confidence is going after Moby Dick in a rowboat and bringing the mayonnaise. Whale Hunting gives you the tools to pursue big deals with that kind of confidence."
-Keith R. McFarland, author of The Breakthrough Company: How Everyday Companies Become Extraordinary Performers
"I meet with the leaders of thousands of entrepreneurial companies every year from around the world. Every one of them is looking for ways to grow faster, smarter. The straightforward Whale Hunting system gives companies a road map for landing the elusive anchor accounts-the big accounts that let them get to the next level of people, services, and revenue. Searcy and Smith have put the key principles together to learn how, with the power of the remarkable story of the Inuit whale hunt. This is an entrepreneur's must-read!"
-Dr. Tom Hill, coauthor of the bestselling Chicken Soup for the Entrepreneur's Soul
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.
