Whale Hunting: How to Land Big Sales and Transform Your Company
CHAPTER 1 The Whale Hunters’ Story.
Inspiration from the Inuit whale hunters—how we got here.
CHAPTER 2 Signs of the Times.
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.
Define your ocean, chart your waters, and create a target fi lter.
CHAPTER 4 Send Out the Scouts.
Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.
CHAPTER 5 Set the Harpoon.
Plan your initial contacts, control “the aperture of perception,” go in the right door, and ask great questions.
CHAPTER 6 Ride the Whale.
Launch a boat, analyze the buyers’ table, power your boat, and define metrics for the boat’s performance.
CHAPTER 7 Capture the Whale.
Define the steps of progressive discovery, progressive disclosure; map your process, and refi ne your proposals.
CHAPTER 8 Sew the Mouth Shut.
Stage the “big show,” anticipate spoilers, use your chief, and get on the whale’s calendar.
CHAPTER 9 Beach the Whale.
Prepare your village, accelerate capacity and velocity, align reward systems, and communi cate with the whale.
CHAPTER 10 Honor the Whale.
Build a fast-growth culture, make and keep promises, improve handoffs, and control barnacles.
CHAPTER 11 Celebrate the Whale.
Conduct “lessons learned,” communicate your gratitude, feed the ravens, and search for ambergris.
Epilogue: Let the Hunt Begin.
Our challenge to you!