Год выпуска: 2008 Автор: Tom Searcy Издательство: Страниц: 288 ISBN: 9780470182697
Описание
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...
