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...

The fast and easy way to learn how to manage people, projects, and teamsBeing a manager can be an intimidating and challenging task. Managing involves teaching new skills to employees, helping land a new customer, accomplishing an important assignment, increasing performance, and much more. The process of management can be very challenging at times, but it can also bring you a sense of fulfillment that you never imagined possible.Managing For Dummies, 3...

The best thinking and actions in the fast-moving arena of collaboration and knowledge managementThe New Edge in Knowledge captures the most practical and innovative practices to ensure organizations have the knowledge they need in the future and, more importantly, the ability to connect the dots and use knowledge to succeed today.Build or retrofit your organization for new ways of working and collaboration by using knowledge managementAdapt to today...

You’re no idiot, of course. You know that knowledge is power. However, teamwork is the key in today’s new corporate economy, and keeping things to yourself won’t benefit you or your company.But you don’t have to reinvent the wheel! The Complete Idiot’s Guide® to Knowledge Management will show you exactly how to share information among your peers to help your company achieve greater success! In this Complete Idiot’s Guide®, you get:• Basic knowledge managem...

The bestselling author of The Loyalty Leap applies the principles of customer intimacy to a business-to-business context. Since the publication of New York Times bestseller The Loyalty Leap, Bryan Pearson’s customer loyalty approach to marketing has changed the way many organizations use their customer data. Small coffee shops and large corporations have applied the Loyalty Leap principles to effectively deliver mutual value to customers. But many readers have asked the same question: “How...

In this third book of the "Soul" series, Jennifer Allan-Hagedorn helps new and experienced real estate agents discover the perfect mix of prospecting strategies that best suits their unique personalities, strengths and goals. She accomplishes this NOT by insisting that they venture out of their comfort zones and implement strategies that feel unnatural (or even "icky"), but rather by following the Golden Rule of Prospecting: Prospect Unto Others as You Would Like to Be Prospected Unto. In...

From USA Today & Wall Street Journal Bestselling Author!Want to achieve breakthroughs and get exceptional results? Discover the system that successful growth companies have used to achieve their results.All growing companies encounter ceilings of complexity, usually when they hit certain employee or revenue milestones. In order to burst through ceiling after ceiling and innovate with growth, a company must develop a reliable system that prompts leaders to be...

How to find great employees, make great hires, and take your business to the next levelIt is always easy to find people who want a job, but it's never easy to find and hire A-players. In How to Hire A-Players, consultant Eric Herrenkohl shows owners, executives, and managers of small and medium-size businesses where and how to find A-player employees. It is these individuals who will help keep quality high and growth and profits strong.Herrenkohl explains how to us...

Grantwriters often have little or no training in the practical task of grantseeking. Many feel intimidated by the act of writing, and some don't enjoy writing. In Storytelling for Grantseekers, Second Edition, Cheryl Clarke presents an organic approach to grantseeking, one that views the process through the lens of the pleasures and rewards of crafting a good story. Grantseekers who approach the process as one in which they are connecting with an audience (grantmakers) and writing...

Do you have the "perfect project?" Don't be so sure... R.M.S. Titanic was considered by many, including its designers and builders to be an unsinkable ship. With redundant safety systems that used the latest emerging technologies of the day, the ship was considered so safe that it did not even need a full complement of lifeboats. Yet, a collision with an iceberg put an end to the ship on its maiden voyage and led to the deaths of thousands of passengers and crew. The sinking of ...

Good solid advice and great strategies in preparing for and passing the Aruba Certified Mobility Associate (ACMA) exam, getting interviews and landing the Aruba Certified Mobility Associate (ACMA) job. If you have prepared for the Aruba Certified Mobility Associate (ACMA) exam - now is the moment to get this book and prepare for passing the exam and how to find and land a Aruba Certified Mobility Associate (ACMA) job, There is absolutely nothing that isn't thoroughly covered in the book. I...