基本信息出版社：John Wiley & Sons
页码：288 页
出版日期：2008年01月
ISBN：0470182695
条形码：9780470182697
装帧：精装
正文语种：英语

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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.
作者简介 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.