Waljagd: Wie Sie große Verkäufe landen und Ihr Unternehmen transformieren, Searcy, Tom-

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Whale Hunting: How to Land Big Sales and Transform Your Company , Searcy, Tom
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Gut: Buch, das gelesen wurde, sich aber in einem guten Zustand befindet. Der Einband weist nur sehr ...
ISBN
9780470182697
Kategorie

Über dieses Produkt

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0470182695
ISBN-13
9780470182697
eBay Product ID (ePID)
61814573

Product Key Features

Book Title
Whale Hunting : How to Land Big Sales and Transform Your Company
Number of Pages
288 Pages
Language
English
Publication Year
2008
Topic
Personal Success, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Author
Barbara Weaver Smith, Tom Searcy
Format
Hardcover

Dimensions

Item Height
1.2 in
Item Weight
16.8 Oz
Item Length
9 in
Item Width
6 in

Additional Product Features

Intended Audience
Trade
LCCN
2008-272569
Dewey Edition
22
Dewey Decimal
658.81
Table Of Content
Foreword xiii Preface xvii Acknowledgments xxi Author Biographies xxiii CHAPTER 1 The Whale Hunters' Story 1 Inspiration from the Inuit whale hunters--how we got here. CHAPTER 2 Signs of the Times 7 Brief 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 33 Define your ocean, chart your waters, and create a target filter. CHAPTER 4 Send Out the Scouts 65 Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics. CHAPTER 5 Set the Harpoon 87 Plan your initial contacts, control "the aperture of perception," go in the right door, and ask great questions. CHAPTER 6 Ride the Whale 109 Launch a boat, analyze the buyers' table, power your boat, and define metrics for the boat's performance. CHAPTER 7 Capture the Whale 131 Define the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals. CHAPTER 8 Sew the Mouth Shut 159 Stage the "big show," anticipate spoilers, use your chief, and get on the whale's calendar. CHAPTER 9 Beach the Whale 183 Prepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale. CHAPTER 10 Honor the Whale 205 Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles. CHAPTER 11 Celebrate the Whale 227 Conduct "lessons learned," communicate your gratitude, feed the ravens, and search for ambergris. Epilogue: Let the Hunt Begin 245 Our challenge to you! Glossary 247 Index 251
Synopsis
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., Praise for Whale Hunting " Whale Hunting is required reading for anyone who is going after the big fish in a market. Engaging, practical, and well organized, it is simply the best book on major account selling out there. Someone once said that confidence is going after Moby Dick in a rowboat and bringing the mayonnaise. Whale Hunting gives you the tools to pursue big deals with that kind of confidence." Keith R. McFarland, author of The Breakthrough Company: How Everyday Companies Become Extraordinary Performers "I meet with the leaders of thousands of entrepreneurial companies every year from around the world. Every one of them is looking for ways to grow faster, smarter. The straightforward Whale Hunting system gives companies a road map for landing the elusive anchor accounts the big accounts that let them get to the next level of people, services, and revenue. Searcy and Smith 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, coauthor of the bestselling Chicken Soup for the Entrepreneur's Soul
LC Classification Number
HF5438.4

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