Download Whale Hunting: How to Land Big Sales and Transform Your by Tom Searcy PDF

By Tom Searcy

Utilizing the traditional Inuit whale hunt as a metaphor for giant revenues, Whale searching delivers a transparent nine-phase version for effectively discovering, touchdown, and harvesting whale-sized revenues accounts—the type of revenues that rework your small business. right here, you’ll how you can flip the harmful recreation of promoting to giant businesses and large contracts right into a procedure for endured good fortune and progress. cease losing time with little debts and begin touchdown monster debts.

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

Example text

Finally, the whale tires. We pull the boat next to the whale and dispatch it. There is still one more job for a crew member. He needs to jump over the side, into the frigid waters, and sew the whale’s mouth shut. If the mouth is left open, the whale fills with water and sinks to the bottom. Now we must bring this whale to shore. The odds are not in our favor: a 100,000-pound whale against a 3,500-pound boat. Hauling the whale against the tide does not work. Rather, we have to work with the natural forces, the wind and the tide, to steer the whale and beach it.

Whale hunting is risky. If you approach the effort haphazardly, you could end up losing the deal and tarnishing your or your company’s reputation far into the future. Not only are whales difficult and expensive to land, but they also require an increased level of internal attention and performance to retain. When a single new account adds 20 percent or more to gross revenue, your entire organization is significantly affected. Workloads increase, and probably you will have to hire new people. If you lose this account prematurely, the company will suffer from the loss of prestige, revenue, and, perhaps, jobs.

Scout the Whale The three phases of scouting are know, seek, and harpoon the whale. Harpooning the whale, the last of these, indicates that a year’s worth of preparation went into every action that preceded that dramatic penetration of the whale’s blubber. Know the Whale During the long, dark, bitterly cold months of winter in Alaska, the village concentrated on getting to know the whale that they would capture and harvest in the spring. They discussed the hunt of the previous year, pointing out what went right and what went wrong.

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