Whale Hunting

<p>Foreword xiii</p>
<p>Preface xvii</p>
<p>Acknowledgments xxi</p>
<p>Author Biographies xxiii</p>
<p>CHAPTER 1 The Whale Hunters Story 1</p>
<p>Inspiration from the Inuit whale hunters how we got here.</p>
<p>CHAPTER 2 Signs of the Times 7</p>
<p>Brief history of why the sales process is more difficult and complex today than it used to be; overview of the Whale Hunters Process.</p>
<p>CHAPTER 3 Know the Whale 33</p>
<p>Define your ocean, chart your waters, and create a target filter.</p>
<p>CHAPTER 4 Send Out the Scouts 65</p>
<p>Populate your whale chart, complete dossiers, define whale signs, create a tracking system, and establish performance metrics.</p>
<p>CHAPTER 5 Set the Harpoon 87</p>
<p>Plan your initial contacts, control the aperture of perception, go in the right door, and ask great questions.</p>
<p>CHAPTER 6 Ride the Whale 109</p>
<p>Launch a boat, analyze the buyers table, power your boat, and define metrics for the boat s performance.</p>
<p>CHAPTER 7 Capture the Whale 131</p>
<p>Define the steps of progressive discovery, progressive disclosure; map your process, and refine your proposals.</p>
<p>CHAPTER 8 Sew the Mouth Shut 159</p>
<p>Stage the big show, anticipate spoilers, use your chief, and get on the whale s calendar.</p>
<p>CHAPTER 9 Beach the Whale 183</p>
<p>Prepare your village, accelerate capacity and velocity, align reward systems, and communicate with the whale.</p>
<p>CHAPTER 10 Honor the Whale 205</p>
<p>Build a fast–growth culture, make and keep promises, improve handoffs, and control barnacles.</p>
<p>CHAPTER 11 Celebrate the Whale 227</p>
<p>Conduct lessons learned, communicate your gratitude, feed the ravens, and search for ambergris.</p>
<p>Epilogue: Let the Hunt Begin 245</p>
<p>Our challenge to you!</p>
<p>Glossary 247</p>
<p>Index 251</p>