Book · 240 pages

Whale Hunting: How to Land Big Sales and Transform Your Company

Tom Searcy and Barbara Weaver Smith · Wiley, by Tom Searcy and Barbara Weaver Smith Paid Intermediate

If your business is a small number of very large accounts, this is a practical playbook for actually landing them. It lays out a repeatable process for pursuing whale sized deals rather than treating each as a one off scramble. Sales heavy and pragmatic, aimed at the exact motion your market forces on you.

  • Large accounts need a deliberate, repeatable pursuit process.
  • A single whale can transform a small company's revenue.
  • Landing big deals is a team sport, not a solo hustle.
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The question it answers

  1. My total market looks small, but each customer is worth a lot. Can a low-count, high-value market still work?

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