skip to content
Whale hunting : how to land big sales and transform your company Preview this item
ClosePreview this item

Whale hunting : how to land big sales and transform your company

Author: Tom Searcy; Barbara Weaver Smith
Publisher: Hoboken, N.J. : Wiley, 2008.
Edition/Format:   Print book : EnglishView all editions and formats

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  Read more...


(not yet rated) 0 with reviews - Be the first.

More like this


Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...


Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Tom Searcy; Barbara Weaver Smith
ISBN: 9780470182697 0470182695
OCLC Number: 166368362
Notes: Includes index.
Description: xxv, 262 pages : illustrations ; 24 cm
Contents: Foreword. Preface. Acknowledgments. Author Biographies. CHAPTER 1 The Whale Hunters' Story. Inspiration from the Inuit whale hunters-how we got here. CHAPTER 2 Signs of the Times. Brief history of why the sales process is more difficult and complex today than it used to be; overview of the Whale Hunters' Process. CHAPTER 3 Know the Whale. Define your ocean, chart your waters, and create a target fi lter. CHAPTER 4 Send Out the Scouts. Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics. CHAPTER 5 Set the Harpoon. Plan your initial contacts, control "the aperture of perception," go in the right door, and ask great questions. CHAPTER 6 Ride the Whale. Launch a boat, analyze the buyers' table, power your boat, and define metrics for the boat's performance. CHAPTER 7 Capture the Whale. Define the steps of progressive discovery, progressive disclosure; map your process, and refi ne your proposals. CHAPTER 8 Sew the Mouth Shut. Stage the "big show," anticipate spoilers, use your chief, and get on the whale's calendar. CHAPTER 9 Beach the Whale. Prepare your village, accelerate capacity and velocity, align reward systems, and communi cate with the whale. CHAPTER 10 Honor the Whale. Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles. CHAPTER 11 Celebrate the Whale. Conduct "lessons learned," communicate your gratitude, feed the ravens, and search for ambergris. Epilogue: Let the Hunt Begin. Our challenge to you! Glossary. Index.
Responsibility: Tom Searcy and Barbara Weaver Smith.
More information:


Editorial reviews

Publisher Synopsis

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

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...


Be the first.

Similar Items

Related Subjects:(1)

User lists with this item (1)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data

Primary Entity

<> # Whale hunting : how to land big sales and transform your company
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "166368362" ;
   library:placeOfPublication <> ; # Hoboken, N.J.
   library:placeOfPublication <> ;
   schema:about <> ; # Sales management
   schema:about <> ;
   schema:bookFormat bgn:PrintBook ;
   schema:contributor <> ; # Barbara Weaver Smith
   schema:creator <> ; # Tom Searcy
   schema:datePublished "2008" ;
   schema:exampleOfWork <> ;
   schema:inLanguage "en" ;
   schema:name "Whale hunting : how to land big sales and transform your company"@en ;
   schema:productID "166368362" ;
   schema:publication <> ;
   schema:publisher <> ; # Wiley
   schema:url <> ;
   schema:workExample <> ;
   umbel:isLike <> ;
   wdrs:describedby <> ;

Related Entities

<> # Sales management
    a schema:Intangible ;
   schema:name "Sales management"@en ;

<> # Tom Searcy
    a schema:Person ;
   schema:familyName "Searcy" ;
   schema:givenName "Tom" ;
   schema:name "Tom Searcy" ;

<> # Barbara Weaver Smith
    a schema:Person ;
   schema:familyName "Smith" ;
   schema:givenName "Barbara Weaver" ;
   schema:name "Barbara Weaver Smith" ;

    a schema:ProductModel ;
   schema:isbn "0470182695" ;
   schema:isbn "9780470182697" ;

Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.