Whale Hunting – Book Review
By: Tom Searcy and Barbara Smith
In the quest for transformative business deals, lessons from ancient Inuit whale hunting provide a strategic approach.
Lesson #1: Know the whale by charting competitive waters and creating a target filter.
Lesson #2: Send out the scouts and compile a “whale chart” with detailed information on potential companies.
Lesson #3: Set the harpoon by connecting with decision-makers, controlling the aperture of perception, and asking critical questions.
Lesson #4: Launch the boat by committing resources and assessing the odds of success. Recognize financial and specialized buyers’ roles, addressing fears of change, conflict, additional work, and failure.
Lesson #5: Capture the whale with a well-defined sales process, specifying ownership, roles, resources, sub-processes, matrix, success criteria, and timelines for each step. Present proposals in person for serious consideration.
Lesson #6: Sew their mouth shut by minimizing fear during company visits, preparing with precision, flawless implementation, and prompt, caring follow-up. This strategic guide empowers companies to become effective whale hunters. 🌊🚢 #BusinessStrategy #SalesTactics #WhaleHunting #StrategicDeals 🏹💼
