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. Quick Links for Your Company Size Solopreneur, coach, consultant The Whale Hunters serve the leaders of B2B companies in all industries who want to grow your business with enterprise accounts–bigger deals with bigger customers. 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. 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.
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. In sales terminology, a whale is pretty much just what it sounds like—it's a prospect that's at least 10 times larger than your average sale.
With business to business (B2B) sales, a whale prospect is often a company that's far larger than your own. In business to consumer (B2C) sales, it might be a prospect who buys your priciest product option and does so regularly. The Whale Hunters Process for Large Account Selling Based on our study of the Inuit whale hunt, and refining the processes through work with clients, we developed The Whale Hunters Process™, a cross-functional marketing and sales process for small and midsize companies that want to grow through bigger deals to bigger customers.
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