"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
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!