Whale Hunting: How to Land Big Sales and Transform Your Company is a book that I picked up after attending the Whale Hunters’ first seminar in Phoenix. The company was put together with the assistance of a local marketing agency to capitalize on the book and provide consulting to sales people and companies looking for big deals. Both authors are well known in the sales field for focusing on big deals – I’ve quoted Tom Searcy here before – and I had read things from them before.
The book starts off with an analogy tying the sales team to an Inuit Village. The conclusion is that you can fish every day to eat or you can catch a whale and eat for a year. The analogy is carried throughout the process they lay out to go about hunting these bigger deals. Over all a solid book for a salesman or team in a smaller company who is looking to take things to the next level.
Things I like: Easy to follow analogy, the book flows well and has practical examples.
Things I didn’t like: Too many specific examples from author’s previous consulting (feels overly self-congratulatory), too many forms and tables that spill over multiple pages.
4 out of 5
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