How To Land Big Sales
In this high-energy, interactive workshop, participants will be taken through the nine-phase model of a whale hunting culture and the process in which to support and sustain it as stated in the book "Whale Hunting: How to Land Big Sales" and "Transform Your Company", co-authored by Tom Searcy.
Key action items in the workshop include:
- Define what a "whale"-size account is for your company.
- Learn the signals that will lead you to launch your boat and start your hunt.
- Define what your buyers table should look like.
- Learn strategies, techniques and tips for being successful when hunting bigger deals.
Many programs on sales focus on the hunter or sales force automation. This focuses on the process of the hunt. Our philosophy; success is 90% process and 10% magic. By looking at sales as a process, organisations develop an approach that is measurable in its steps, replicable, scalable and that can be improved.
Participants will leave with a clear map of the Whale Hunting Process™ that clearly defines steps they can immediately take to dramatically improve their current sales process. Participants will also have actionable insight into their organisations cultural orientation toward the sales process.