Whale Hunting

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.

• Foreword xiiiPreface xviiAcknowledgments xxiAuthor Biographies xxiiiCHAPTER 1 The Whale Hunters’ Story 1Inspiration from the Inuit whale hunters—how we got here.CHAPTER 2 Signs of the Times 7Brief 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 33Define your ocean, chart your waters, and create a target filter.CHAPTER 4 Send Out the Scouts 65Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.CHAPTER 5 Set the Harpoon 87Plan your initial contacts, control “the aperture of perception,” go in the right door, and ask great questions.CHAPTER 6 Ride the Whale 109Launch a boat, analyze the buyers’ table, power your boat, and define metrics for the boat’s performance.CHAPTER 7 Capture the Whale 131Define the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals.CHAPTER 8 Sew the Mouth Shut 159Stage the “big show,” anticipate spoilers, use your chief, and get on the whale’s calendar.CHAPTER 9 Beach the Whale 183Prepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale.CHAPTER 10 Honor the Whale 205Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles.CHAPTER 11 Celebrate the Whale 227Conduct “lessons learned,” communicate your gratitude, feed the ravens, and search for ambergris.Epilogue: Let the Hunt Begin 245Our challenge to you!Glossary 247Index 251

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