Searcy / Weaver Smith Whale Hunting

How to Land Big Sales and Transform Your Company
1. Auflage 2008
ISBN: 978-0-470-22867-8
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 288 Seiten, E-Book

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.

Autoren/Hrsg.

Searcy, Tom

Weaver Smith, Barbara

Inhaltsverzeichnis

Foreword.
Preface.
Acknowledgments.
Author Biographies.
CHAPTER 1 The Whale Hunters' Story.
Inspiration from the Inuit whale hunters--how we gothere.
CHAPTER 2 Signs of the Times.
Brief history of why the sales process is more difficult andcomplex today than it used to be; overview of the WhaleHunters' Process.
CHAPTER 3 Know the Whale.
Define your ocean, chart your waters, and create a target filter.
CHAPTER 4 Send Out the Scouts.
Populate your whale chart, complete dossiers, define whalesigns, create a tracking system, and establish performancemetrics.
CHAPTER 5 Set the Harpoon.
Plan your initial contacts, control "the aperture ofperception," go in the right door, and ask greatquestions.
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, progressivedisclosure; map your process, and refi ne your proposals.
CHAPTER 8 Sew the Mouth Shut.
Stage the "big show," anticipate spoilers, use yourchief, and get on the whale's calendar.
CHAPTER 9 Beach the Whale.
Prepare your village, accelerate capacity and velocity, alignreward systems, and communi cate with the whale.
CHAPTER 10 Honor the Whale.
Build a fast-growth culture, make and keep promises, improvehandoffs, and control barnacles.
CHAPTER 11 Celebrate the Whale.
Conduct "lessons learned," communicate yourgratitude, feed the ravens, and search for ambergris.
Epilogue: Let the Hunt Begin.
Our challenge to you!
Glossary.
Index.

Über Autor(innen)

Tom Searcy and Dr. Barbara Weaver Smith are founders of The Whale Hunters, a sales and business process development company dedicated to strategies for rapid business growth. Building on Searcy's experience in leading four companies through accelerated growth in sales and revenue and Smith's background in managing the culture of growth, they help their clients grow quickly by engaging their entire company in selling and delivering big deals with large companies.