Book Review: Whale Hunting
February 16th, 2009
For most of us, sales are critical. Do you ever wonder what it would be like to go after really big customers? Whale Hunting: How to Land Big Sales and Transform Your Company uses the way the Inuit hunt a whale as a metaphor for landing the big sales contract.
The book illustrates the potential difficulties, hazards, and ultimate payoff of seeking, hunting, and bringing the whale back to the village. For the Inuit, a single whale represents food for a year. For a company, a whale-sized customer is one that is significantly larger than the hunting company; and its capture will help transform the service provider by elevating the smaller organization to another level in terms of revenue, process and thinking.
Authors Tom Searcy and Barbara Weaver Smith offer steps and a strategy for capturing those large accounts.
Mont Blanc Gourmet works with whales and has seen their transformative power firsthand. This book is an illuminating guide that neatly defines the entire process of trying to capture, and then work with, large customers.
Chocolatier Michael Szyliowicz is an innovator who crafts quality syrups in his Denver lab. Michael's adventurous spirit takes him around the globe in search of trends and best practices. He shares his musings, observations and experiences.
Congratulations on all of your successful whale hunts! I am so pleased to hear that our book was helpful to your company in your large account sales efforts. One of the things that is obvious is your success is based upon the use of a process- which is one of our core beliefs
Thank you for your great review- if you are interested in more ideas and tools- you can find my blog and an archive of other free materials at http://www.huntbigsales.com.
Best wishes on all of your hunts! To grow bigger you have to hunt bigger-
Comment by Tom Searcy — February 17, 2009 @ 10:39 am