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Whale Hunting: How to Land Big Sales and Transform Your Company

Book Description

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.

Table of Contents

  1. Praise
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Foreword
  6. Preface
  7. Acknowledgments
  8. Author Biographies
  9. Chapter 1: The Whale Hunters’ Story
    1. Scouting the Whale
    2. Hunting the Whale
    3. Harvesting the Whale
  10. Chapter 2: Signs of the Times
    1. Changing Business Environment
    2. Impact on Small Business Sales
    3. The Buyers’ Table
    4. The Whale Hunters’ Process
    5. Scout the Whale
    6. Hunt the Whale
    7. Harvest the Whale
    8. The Village Strategy
    9. Signs of the Times
  11. Chapter 3: Know the Whale
    1. Chart the Waters
    2. Know Yourself
    3. Conduct a Market Assessment
    4. Whale Hunting and Wealth Management
    5. Create Your Target Filter
    6. Refine and Calibrate the Target Filter
  12. Chapter 4: Send Out the Scouts
    1. Your Scouting Plan
    2. Select a Shaman
    3. Identify the Scouts
    4. Create Your Whale Chart
    5. Create Dossiers
    6. Prepare the Hunting Dossier
    7. Watch for Whale Signs
    8. Define Whale Signs
  13. Chapter 5: Set the Harpoon
    1. Reconnaissance
    2. Make Contact
    3. Control the Aperture of Perception
    4. Ask Critical Questions
    5. Avoid the Earn-It Trap
    6. Back to Baja
    7. Place Your Bets
    8. Fish along the Way
  14. Chapter 6: Ride the Whale
    1. The Hunt
    2. The Buyers’ Table
    3. Fear Busters
    4. Power Your Boat
    5. Rules of the Boat
  15. Chapter 7: Capture the Whale
    1. Map Your Sales Process
    2. Progressive Discovery, Progressive Disclosure
    3. Time Kills All Deals
    4. Motion versus Movement
    5. Use Your Map to Improve
    6. Share Your Map with the Whale
    7. Create the Proposal
    8. Harpooning with an RFP
  16. Chapter 8: Sew the Mouth Shut
    1. The One That Got Away
    2. Stage the Big Show
    3. More Credibility Builders
    4. Anticipate the Spoilers
    5. Put Your Chief in the Boat
    6. Manage the Contracts
    7. Share of Mind, Share of Calendar
    8. When Whale Hunting Fails
  17. Chapter 9: Beach the Whale
    1. Bringing a New Account On Board
    2. The Village Is Too Busy for Whales!
    3. Preparing the Village
    4. Accelerating Capacity and Velocity
    5. Your Intake Process
    6. Prepare an Intake Document
    7. Meritocracy
    8. Talk to the Whale
  18. Chapter 10: Honor the Whale
    1. The Modern Whale Harvest
    2. A Fast-Growth Culture
    3. Building a Fast-Growth Culture
    4. Risk Management
    5. Fighting Barnacles
  19. Chapter 11: Celebrate the Whale
    1. Why Celebrate?
    2. Celebrate with the Whale
    3. Feed Your Ravens
    4. Lessons Learned
    5. Search for Ambergris
    6. Complete the Cycle
  20. Epilogue
  21. Glossary
  22. Index