Whale Hunting |
|
| Author:
| Searcy, Tom
Smith, Barbara Weaver |
| ISBN: | 978-1-281-20406-6 |
| Publication Date: | Jan 2008 |
| Publisher: | John Wiley & Sons, Incorporated
|
| Book Format: | Ebook |
| List Price: | USD $24.95 |
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.
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.