Cathing the Elusive BIG FISH account

In this engaging session, Raylie Dunkel will provide an overview of the collaborative process of "scouting,� "hunting,� and "harvesting� whale-sized accounts that are typically ten to twenty times a company's average account size. Using the metaphor of an Inuit whale hunt, Whale Hunting: How to Land Big Sales and Transform Your Company (Wiley 2008), describes a proven business development process and has helped hundreds of companies achieve explosive growth – even in tough market conditions. At this powerful event you'll learn: * Introduce The Whale Hunters Process™ * Why "Whale Hunting� works and specifically how age-old strategies can transform modern businesses * Completing an assessment of your company's sales process * Understanding the Target Filter and what it means to you $35 for eWN members $45 non members $55 all registrations as of 1/2/11

Read More

View Less