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Whale Hunting: How to Land Big Sales and Transform Your Company by Barbara Weaver Smith, Tom Searcy

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Capture the Whale
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SUDDENLY THE WHALE BEGAN to relinquish. After a wild and tortuous ride, with the umiak seemingly at the mercy of the whale, all at once the boat began to gain the upper hand. By means of a reliable process, excellent tools, superior knowledge, and demonstrable courage, the umiak started to direct its own course. The whale ceased to fight, and the boat was able to tow the whale rather than to follow the whale’s lead.
Of course, with a whale in tow, the boat had to constantly calibrate its progress. It had to use the winds and the tides, as well as oars, to steer in what the team believed to be the right direction. All of the oarsmen were busy with their usual tasks—minding the line, fishing and preparing food, managing the supplies of fresh water.
The people on the boat were also in a hurry. They wanted to beach the whale as quickly as possible so they wouldn’t lose it to other predators or the whims of natural forces. They were focused.

Map Your Sales Process

In the last chapter, we talked about how to organize your team for a whale hunt, and specifically how to prepare each member to contribute in a significant and appropriate way.
In this chapter, we cover some of the same ground, but we approach it from the standpoint of the chronology of the individual ...

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