Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

For centuries, the Inuit people of Alaska and Canada have thrived in some of the harshest lands on Earth. In the long Arctic winters that last from October to May, food is scarce and survival is a struggle. Nothing grows on the icy land and the Inuit are forced to rely upon the animals of the land and sea to provide their sustenance. They hunt the caribou that roam across the tundra; they hunt the seals and walrus that swim along the shore; they fish in freezing, rough seas; and, every yea...