{"product_id":"whale-hunting-9780470182697","title":"Whale Hunting","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eUsing 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e'Its content is logical, innovative and really interesting.' (Professional Marketing, May 2012)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003ePreface xvii\u003c\/p\u003e \u003cp\u003eAcknowledgments xxi\u003c\/p\u003e \u003cp\u003eAuthor Biographies xxiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 The Whale Hunters’ Story 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInspiration from the Inuit whale hunters—how we got here.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Signs of the Times 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBrief history of why the sales process is more difficult and complex today than it used to be; overview of the Whale Hunters’ Process.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Know the Whale 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefine your ocean, chart your waters, and create a target filter.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 Send Out the Scouts 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePopulate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 Set the Harpoon 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan your initial contacts, control “the aperture of perception,” go in the right door, and ask great questions.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Ride the Whale 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLaunch a boat, analyze the buyers’ table, power your boat, and define metrics for the boat’s performance.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 Capture the Whale 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefine the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 Sew the Mouth Shut 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage the “big show,” anticipate spoilers, use your chief, and get on the whale’s calendar.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Beach the Whale 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 Honor the Whale 205\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuild a fast-growth culture, make and keep promises, improve handoffs, and control barnacles.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 Celebrate the Whale 227\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConduct “lessons learned,” communicate your gratitude, feed the ravens, and search for ambergris.\u003c\/p\u003e \u003cp\u003eEpilogue: Let the Hunt Begin 245\u003c\/p\u003e \u003cp\u003eOur challenge to you!\u003c\/p\u003e \u003cp\u003eGlossary 247\u003c\/p\u003e \u003cp\u003eIndex 251\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402301350231,"sku":"9780470182697","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470182697.jpg?v=1730479995","url":"https:\/\/bookcurl.com\/products\/whale-hunting-9780470182697","provider":"Book Curl","version":"1.0","type":"link"}