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.

Searcy presents a guide on what to know, to question, and to do when faced with RFPs (requests for proposals) in order to obtain large business contracts.

An exploration of four dimensions of presentation design and delivery: Content, Creative, Conversation, and Confidence. Content may be an issue for you or your team if you routinely find: You are unable to present all your slides in the allotted time. Your presentation falls far short of the expected duration. Your audience derails your agenda, focusing on other topics. Your audience does not seem to grasp the concepts in your presentation or the desired next steps. Signs that may point to an issue within your creative: Your audience visibly winces at the color combinations or animation. If...