Whale Hunting: How to Land Big Sales and Transform Your Company
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Product Description
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.
Spotlight Customer Reviews:
Summary:
A clear strategy for landing those big customers!
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Comment:
Kudos to Tom Searcy and Barbara Weaver Smith for this unique and high value business strategy for successfully landing transformational accounts. Having been on both the sales side of a small entrepreneurial company (a whale hunter) and the chief executive of a corporation with revenues in excess of $1B (a whale), I can relate to both the challenges that face small companies when they attempt to land and serve a very large customer and the complicated and complex processes and barriers that exist in large companies. Whale Hunting provides a clear, concise strategy for success in this area and, perhaps most notably, provides the tools necessary to implement immediately. A must read for prospective whale hunters and whales alike!
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Summary:
More Than a Book about Landing Big Sales
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Comment:
As a professional educator most of my adult life and a president of a small business, the title of this timely and well-written book caught my attention immediately. The "whale hunting" metaphor aroused my curiosity and got me into the first chapter. The people-oriented concepts put forth by the authors --and the blueprint they provide for big sales success-- sustained my interest in the practical, often profound, ideas I encountered throughout the remainder of the book. I couldn't put this remarkable book down or refrain from writing marginal notes on almost every page. However, this is more than a book about landing big sales. It's a book about the power of collaboration, teamwork, and developing an "all for one, one for all" company attitude. Kudos to Tom Searcy and Barbara Weaver Smith for landing "the big one" in the world of popular business books!
Richard T. Vacca, Profesor Emeritus and President,
Vacca Authors and Consultants, Inc.
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Summary:
Fantastic Insight into Landing Large Accounts!
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Comment:
As the owner of a small company, finding ways to educate, inspire and motivate my sales team is one of the most difficult challenges I face - especially because I am a fervant believer in a team selling approach and in involving everyone in the company in the sales process in some way. Whale Hunting provides an insightful, memorable, focused and useful method to tackle complex sales and to land large accounts.
Whale Hunting gives concrete examples that have worked for real companies and inspired me to be more creative in how my company handles certain aspects of our sales process. Also, the analogy of landing a large account to the Inuit people's whalehunts hangs the entire process on a framework that is easy to remember and creates a new language and excitement. (We are already talking about "celebrating the whale" and "searching for ambergris!") It also makes this book an interesting and quick read. Although if you are like me, you will read it several times and end up taking notes and keeping files of things you want to apply to your business right away.
I encourage all small business owners to not only read "Whale Hunting - How to Land Big Sales and Transform Your Company" but to make it mandatory reading for your entire management team ( And don't forget to download the useful and applicable forms).
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Summary:
Whale Hunting is a Must Read!
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Comment:
Many times when small business leaders buy a book looking for support and specific process strategies in becoming great, they find only general, nonspecific advice and insights. Whale Hunting is a welcome relief in that it provides both a clear structure that outlines specific process steps with tools to support action, but also insight into possible pitfalls and the world of the big company that must be managed along the way. If a small company wants to change how it does business, this book not only presents clear language and processes that are necessary inside one's own company, but also the significant expectations of the big company that must be met in becoming truly competitive. This is a must read for any small business that has reached a glass ceiling and wishes to push into new market space to achieve accelerated growth and the culture change necessary to sustain such long-range growth.
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Summary:
Whale Hunting--A true process for landing large clients
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Comment:
First the cons...
I don't like the title, Whale Hunting. The book has this title because the authors translate the hunting methods of the Inuit people of northwest Alaska into methods and systems for gaining large client sales. What do whale hunting and business growth have in common? A precise and successful methodology, as it turns out. However, as a surfer and general admirer of dolphins and whales, I find all the whale hunting analogies to be overwhelming for my easily disturbed psyche. That said, no whales die in the book.
The Pros...
Well written, clear, concise, exceptional methods, strong actionable advice. This book really walks you through the process of selling to large clients, and there is more to it, than you might initially think.
The Review...
In Whale Hunting: How To Land Big Sales and Transform Your Company, authors Tom Searcy and Barbara Weaver Smith explain the nine phases that the Inuit people of northwest Alaska use to scout, hunt, and harvest their whales. The authors translate the Inuit methodology into processes and apply them to the business practice of landing large clients.
The book offers specific, actionable steps when it comes to making big sales. And it shows how to engage a cross-functional team of subject-matter experts throughout the process of selling and closing the deal. Once a company learns the process, it is easily repeatable from client to client. These are the basic steps:
* Pre-Scouting - Analyze your capabilities, and the field of available clients
* Scouting - How to target your best prospects, research them, and get their attention
* Planning - Plan your contacts, message and questions
* Hunting - Analyze the buyer's team and mitigate their fear
* Capture - Selectively discover information from and disclose a controlled message to your client.
* The Big Show--A step-by-step guide for meeting with the buyer's team
* Servicing - How to service the large client with capacity and velocity
* Understand the process - Refine your internal operations and systems so that they can handle more large accounts.
While these specific steps are presented clearly in easy-to-understand terms, implementing them requires an exceptional amount of work, time and the right people. But, the authors contend, the pay-off in landing a major account (one that is 10 to 20 times the size of an average account) is worth the effort.
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