How to Land Big Sales and Transform Your Company
by Tom Searcy and Barbara Weaver Smith
(Hardcover, Wiley 2008)
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:
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.