Whale Hunting

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.

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.

Foreword xiiiPreface xviiAcknowledgments xxiAuthor Biographies xxiiiCHAPTER 1 The Whale Hunters' Story 1Inspiration from the Inuit whale hunters--how we got here.CHAPTER 2 Signs of the Times 7Brief 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 33Define your ocean, chart your waters, and create a target filter.CHAPTER 4 Send Out the Scouts 65Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.CHAPTER 5 Set the Harpoon 87Plan your initial contacts, control "the aperture of perception," go in the right door, and ask great questions.CHAPTER 6 Ride the Whale 109Launch a boat, analyze the buyers' table, power your boat, and define metrics for the boat's performance.CHAPTER 7 Capture the Whale 131Define the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals.CHAPTER 8 Sew the Mouth Shut 159Stage the "big show," anticipate spoilers, use your chief, and get on the whale's calendar.CHAPTER 9 Beach the Whale 183Prepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale.CHAPTER 10 Honor the Whale 205Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles.CHAPTER 11 Celebrate the Whale 227Conduct "lessons learned," communicate your gratitude, feed the ravens, and search for ambergris.Epilogue: Let the Hunt Begin 245Our challenge to you!Glossary 247Index 251