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Using the ancient Inuit whale hunt as a metaphor, Whale Hunting provides a clear nine-phase model for successfully finding, landing and harvesting whale-size accounts_the kinds of accounts that transform your business. The methodology of whale hunting turns the dangerous endeavor of selling large companies and big contracts into a strategy for success. You will learn explicit, repeatable; processes for Scouting how to target your best prospects, research them, and get their attention Hunting how to engage a cross-functional team of subject-matter experts throughout the process of selling and closing the deal Harvesting how to deliver superior service to your new large account and set the stage for future business This proven process has resulted in over $2 billion in new sales for the authors and their clients. Tom Searcy and Dr. Barbara Weaver Smith IN 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 fast by engaging their entire company in selling and delivering big deals with large companies.

Detalhes do Produto

    • Edição:  1
    • Ano:  2008
    • País de Produção: United States
    • Código de Barras:  9780470182697
    • ISBN:  0470182695
    • Encadernação:  CAPA DURA
    • Complemento:  NENHUM
    • Nº de Páginas:  288

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