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Whale Hunting : How to Land Big Sales and Transform Your Company by Barbara...
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“As new hardcover with dust jacket. Photo is actual copy.”
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Libro en perfecto estado y poco leído. La tapa no tiene desperfectos y si procede, con sobrecubierta para las tapas duras. Incluye todas las páginas sin arrugas ni roturas. El texto no está subrayado ni resaltado de forma alguna, y no hay anotaciones en los márgenes. Puede presentar marcas de identificación mínimas en la contraportada o las guardas. Muy poco usado. Consulta el anuncio del vendedor para obtener más información y la descripción de cualquier posible imperfección.
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Gratis USPS Media MailTM.
Ubicado en: Davison, Michigan, Estados Unidos
Entrega:
Entrega prevista entre el jue. 7 ago. y el mié. 13 ago. a 94104
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N.º de artículo de eBay:275995148936
Última actualización el 26 jul 2024 23:58:16 H.EspVer todas las actualizacionesVer todas las actualizaciones
Características del artículo
- Estado
- Como nuevo
- Notas del vendedor
- “As new hardcover with dust jacket. Photo is actual copy.”
- Narrative Type
- Nonfiction
- Features
- Dust Jacket
- Original Language
- English
- ISBN
- 9780470182697
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Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0470182695
ISBN-13
9780470182697
eBay Product ID (ePID)
61814573
Product Key Features
Book Title
Whale Hunting : How to Land Big Sales and Transform Your Company
Number of Pages
288 Pages
Language
English
Publication Year
2008
Topic
Personal Success, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.2 in
Item Weight
16.8 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Intended Audience
Trade
LCCN
2008-272569
Dewey Edition
22
Dewey Decimal
658.81
Table Of Content
Foreword xiii Preface xvii Acknowledgments xxi Author Biographies xxiii CHAPTER 1 The Whale Hunters' Story 1 Inspiration from the Inuit whale hunters--how we got here. CHAPTER 2 Signs of the Times 7 Brief 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 33 Define your ocean, chart your waters, and create a target filter. CHAPTER 4 Send Out the Scouts 65 Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics. CHAPTER 5 Set the Harpoon 87 Plan your initial contacts, control "the aperture of perception," go in the right door, and ask great questions. CHAPTER 6 Ride the Whale 109 Launch a boat, analyze the buyers' table, power your boat, and define metrics for the boat's performance. CHAPTER 7 Capture the Whale 131 Define the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals. CHAPTER 8 Sew the Mouth Shut 159 Stage the "big show," anticipate spoilers, use your chief, and get on the whale's calendar. CHAPTER 9 Beach the Whale 183 Prepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale. CHAPTER 10 Honor the Whale 205 Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles. CHAPTER 11 Celebrate the Whale 227 Conduct "lessons learned," communicate your gratitude, feed the ravens, and search for ambergris. Epilogue: Let the Hunt Begin 245 Our challenge to you! Glossary 247 Index 251
Synopsis
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., 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., Praise for Whale Hunting " Whale Hunting is required reading for anyone who is going after the big fish in a market. Engaging, practical, and well organized, it is simply the best book on major account selling out there. Someone once said that confidence is going after Moby Dick in a rowboat and bringing the mayonnaise. Whale Hunting gives you the tools to pursue big deals with that kind of confidence." Keith R. McFarland, author of The Breakthrough Company: How Everyday Companies Become Extraordinary Performers "I meet with the leaders of thousands of entrepreneurial companies every year from around the world. Every one of them is looking for ways to grow faster, smarter. The straightforward Whale Hunting system gives companies a road map for landing the elusive anchor accounts the big accounts that let them get to the next level of people, services, and revenue. Searcy and Smith have put the key principles together to learn how, with the power of the remarkable story of the Inuit whale hunt. This is an entrepreneur's must-read!" Dr. Tom Hill, coauthor of the bestselling Chicken Soup for the Entrepreneur's Soul
LC Classification Number
HF5438.4
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Turn The Page Used Books
98,8% de votos positivos•6,9 mil artículos vendidos
Registrado como vendedor particularPor tanto, no se aplican los derechos de los consumidores derivados de las leyes de protección de los consumidores de la UE. La Garantía al cliente de eBay sigue aplicando a la mayoría de compras. Más informaciónMás información
Categorías populares de esta tienda
Votos de vendedor (2.482)
- 3***u (447)- Votos emitidos por el comprador.Último añoCompra verificadaItem is as described. Poor communication from the seller regarding extremely slow shipping - had to contact eBay to get his attention to actually ship the item. With that being said, the seller provided a full refund for the item and still promptly sent the item. I believe shipping issue was probably an oversight because of the holidays and the seller did his best to make things right. I would not hesitate to buy from this seller again.Respuesta de craigis-0- Votos a los que ha respondido el vendedor craigis-0.- Votos a los que ha respondido el vendedor craigis-0.Thank you for your patience. Excellent buyer.Christmas Box: The Christmas Box by Richard Evans (1995, Hardcover) (#275074101277)
- 8***k (3734)- Votos emitidos por el comprador.Mes pasadoCompra verificadaYou will not find a more crude, pathetic seller on eBay than Turn the Page. He bails out of poor service with refunds, then salvages positive feedback. Big deal. I sent 4 messages over two weeks, asking if his book was ex-library as was in his description. He finally spit out a snotty reply. Dumb me, I bought the book anyway and waited 3 weeks. I got no book, no explanation, just a refund. He probably never mailed it out of spite. READ his feedback and you'll see how he treats everyone.Respuesta de craigis-0- Votos a los que ha respondido el vendedor craigis-0.- Votos a los que ha respondido el vendedor craigis-0.You received a refund. That was the point. You were never going to be satisfied so I just saved further hassle for everyone.
- s***9 (243)- Votos emitidos por el comprador.Mes pasadoCompra verificadaItem in great condition, packaged very well, fast shipping! As described and good price. Clean.