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Whale Hunting
Testimonials:
Testimonials:
Testimonial 5
just wanted to take the time to say that I thought your e-books for RFP and big sales were super.“I loved the format, content and overall read. You deserve a big high five!”
— Stephen Shooster,
Co-CEO
Global Response
Testimonial 4
HALE HUNTING is required reading for anyone that is going after the big fish in a market. Engaging, practical, andwell-organized, it is simply the best book on major account selling out there."
— Keith R. McFarland,
Author of The Breakthrough Company: How Everyday Companies Become Extraordinary Performers
Testimonial 3
HE STRAIGHT-FORWARDWhale Hunting system gives companies a roadmap for landing the elusive anchor accounts- the big accounts that let them get to the next level of people, services and revenue. Tom and Barbara have put the key principles together to learn how, with the power of the remarkable story of the Inuit whale hunt. This is an entrepreneur's must read!"
— Dr. Tom Hill,
co-author of the best-selling Chicken Soup for the Entrepreneur's Soul
Testimonial 2
HALE HUNTING . . . has a specific and well-defined purpose-to teach managers how to land really big accounts—and it delivers on that purpose in a clear, practical, convincing, and entertaining way. I can tell you that it not only maps well into the big-account sales process but it also makes for fascinating reading."
— Dave Godes,
Associate Professor of
Business Administration,
Harvard University
Testimonial 1
earcy and Smith introduce a 9 phase sales cycle to help small to mid-sized companies accelerate their growth by capturing a 'whale.' Whale Hunting shows readers how to create this process and duplicate it again and again. A must-read for anyone who is trying to capture a whale of their own!"
— Cathy Langham,
President of
Langham Logistics
> Whale Hunting:
How to Land Big Sales and Transform Your Company
by Tom Searcy and Barbara Weaver Smith
What does a book about whales have to do with transforming your business?
If you’ve been exploring the site, you probably have a good idea. But if you’re new to hunting big sales, you need one key piece of information to set you on the path to a clear understanding of the metaphor:
Whale Hunting provides a clear nine-phase model1 for successfully finding, landing and harvesting whale-size accounts—the kinds of accounts that transform your business. With clear examples, explanations and tools, Searcy and Weaver Smith turn the dangerous endeavor of selling large companies and big contracts into a strategy for success. You will learn explicit, repeatable processes for
This proven process has resulted in over $2 billion in new sales for the authors and their clients.
If you’ve been exploring the site, you probably have a good idea. But if you’re new to hunting big sales, you need one key piece of information to set you on the path to a clear understanding of the metaphor:
A whale is a prospect 10 to 20 times larger than your average deal, typically with a company that is bigger than yours. Whale hunting is a matter of perspective — your company might not be small, but your prospects are relatively large, representing 5-7% (or more) of your annual revenue. Learning to sell and service whale-sized deals as a matter of routine rather than exception, will work to accelerate the explosive growth of your company.Ever since author Tom Searcy visited an Inuit museum in the northwestern United States, he has been exploring the analogy between whale hunting and business growth. Now, with co-author Barbara Weaver Smith, he shows just how much modern-day business has to learn from the established, time-tested traditions of the Inuit whale hunt.
Whale Hunting provides a clear nine-phase model1 for successfully finding, landing and harvesting whale-size accounts—the kinds of accounts that transform your business. With clear examples, explanations and tools, Searcy and Weaver Smith turn 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.
Need help with some of our sales terms?
See our Glossary »
Download Free
Book Tools
Hunt Big Sales is pleased to offer you free downloadable tools that correspond to discussions and examples in the book Whale Hunting: How to Lang Big Sales and Transform Your Company. The tools are organized here by chapter:
- Chapter 2:
Signs of the Times
Hunting Big Sales
process model
: : download pdf - Chapter 3:
Know the Whale
Sales Assessment
: : download pdf
Wealth Pyramid
: : download pdf
Target Filter
: : download pdf - Chapter 4:
Send Out the Scouts
Scout Dossier
: : download pdf
Hunt Dossier
: : download pdf
Whale Signs
: : download pdf - Chapter 5:
Set the Harpoon
Process Map
: : download pdf - Chapter 6:
Ride the Whale
Buyers' Table
: : download pdf
Fear Busters
: : download pdf
Power Your Boat
: : download pdf - Chapter 7:
Capture the Whale
Discovery/Disclosure
Process Map
: : download pdf - Chapter 8:
Sew the Mouth Shut
The Big Show
: : download pdf - Chapter 10:
Honor the Whale
Culture Grid
: : download pdf - Chapter 11:
Celebrate the Whale
See Through the Fog
: : download pdf
Tom Searcy, The Whale Hunters Company, Large Account Sales, Business Growth, Sales Process Development, Fast Growth Strategies, RFPs, Key Account Management, Current Account Growth, Sales Management, Breaking Business Growth Plateau's, Prospecting System, Business Acceptance Process, Sales Management Development, Big Sales, Big Deals, Deal Coaching, Transform your company, Explosive Growth, Whale Hunting