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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
Database:WorldCat
Summary:

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...

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

 
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