How to Land Big Sales and Transform Your Company
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Whale Hunting by Tom Searcy
Book DescriptionUsing 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.
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Book DetailsISBN: 9780470182697
(234mm x 157mm x 25mm)
Imprint: John Wiley & Sons Ltd
Publisher: John Wiley and Sons Ltd
Publish Date: 8-Feb-2008
Country of Publication: United Kingdom
Books By Author Tom Searcy
How to Close a Deal Like Warren Buffett, Hardback (October 2012)» View all books by Tom Searcy
Warren Buffett didn't become the world's third wealthiest individual on his investing instincts alone. This title gives you the 101 top deal-making maxims of a legend in his own time. It reveals the method behind Buffett's near-mythic deal-making prowess. It reveals the secrets of the Oracle of Omaha.
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Author Biography - Tom Searcy
Tom Searcy and Dr. Barbara Weaver Smith 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 quickly by engaging their entire company in selling and delivering big deals with large companies.
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