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Author(s): Tom Searcy, Barbara Weaver Smith
ISBN: 9780470182697
Publisher: Wiley
Date: 02 Jan 2008
Pages: 262

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.

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