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Whale Hunting : How to Land Big Sales and Transform Your Company
by Tom Searcy and Barbara Weaver Smith
Overview
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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Details
- ISBN-13: 9780470182697
- ISBN-10: 0470182695
- Publisher: Wiley
- Publish Date: January 2008
- Dimensions: 9.14 x 6.36 x 1.03 inches
- Shipping Weight: 1.03 pounds
- Page Count: 288
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