The Whale Hunters Process™ is based on this seminal book , co-authored by our Founder and CEO Barbara Weaver Smith and published by Wiley in 2008. Available for purchase at amazon.com in hardcover, Kindle, and audio formats.
Click here to download your free copy of tools and templates from the book.
For thousands of years, the Inuit people of the frozen North have risked life and limb to hunt the biggest game on earth—the mighty whale. They endure treacherous seas, frigid temperatures, and deadly ice floes for days at a time in order to catch these elusive and massive mammals. Why risk so much when they could have fish and caribou so much more easily? Because a single whale can provide a village with food and oil to last an entire year.
Would you hunt small game day-in and day-out, when you could hunt the biggest prize of them all every year?
It’s the same in the sales business; small fish will keep you fed, but landing each whale-size account can fill your corporate belly for years. Hunting the biggest, most profitable deals is no easy task, and if your target escapes, you’ll lose time and resources. But the payoff is almost always worth your risk and effort.